When you have a donor who upgrades their giving, especially those that move dramatically to the 5-figure level, do not just put them through your normal thank you receipting process. Get out of your office and go see them. Get face to face with that donor and thank them. Ask them to explain the decision making process and their trusted advisers that helped them with the decision. Before you know that single gift will blossom into five or six major gifts, but only if you take the time to meet and cultivate real friendships.
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Where Do You Find New Major Donors?
Major donors NEVER (or rarely) begin by making 5-figure and 6-figure gifts to your non-profit organization. Remember, major donors are NOT donors at all. They are investors! Major donors expect (some will even demand) to see a return on their investment before they increase their giving.
Major Gifts and Painting Porches
When I called the major gift officer to check on how his visit went with the donor, a dear older lady answered the phone. She said that “her friend was helping her paint the front porch right now and could he call me back in an our our so?”
Put Your Board of Directors to Work!
As the chief development officer you must empower your board with the knowledge to raise funds (even if they think they already know it all). You must create an environment that is focused on creating new revenue, instead of simply cutting the old spending.
