Smart ideas delivered every other Tuesday from Hartsook Companies, Inc.

April 17, 2007

This is the second in a two-part series on tips I, as a volunteer fundraiser, wish I had received before making my first solicitation call.

The April 3 issue of Strategies for Success offered tips on helping volunteers have a better understanding of the organization they serve. The tips below, when embraced and applied, will help volunteers be more comfortable with an actual solicitation.

1. Do not be afraid of making the ask - or partner with someone who can.
Many people who possess the where-with-all to make a significant gift will do so if they come to believe in your cause and are asked by someone they know and respect. Partnering someone who is comfortable making the ask with someone who is connected and believes in the campaign has proven to be a very successful solicitation technique.

2. Always opt for face-to-face versus phone requests.
A facility tour, marketing materials and true passion for a cause are all elements that contribute to a successful solicitation - and are most effective when shared in person. It's very hard to say "no" to a person face to face. Every request I've made over the phone has produced significantly lower results than those made in person.

3. Follow up religiously.
In general, people are busy, and usually are well intentioned, but tend to move on to the next request, challenge or opportunity if not regularly focused on your cause. Before leaving from a meeting with a prospective donor agree on a time to follow up. Then do so - whether by phone, email or snail mail - acknowledging the agreed upon timing. When (not if) a donation is made, acknowledge it within a couple of days of receipt of the gift. Do not drop the ball on return calls, visits or thank yous.

- Bob Puissant, Guest Columnist

(Bob, an active volunteer fundraiser, serves on the Board of Advisors for The Salvation Army Fox Cities in Appleton, Wisc.)

For more information on fundraising volunteer training check out Robert Swanson's book Fundraising Magic - 33.5 Strategies for Turning Board Members into Money Makers.

Another Smart Idea...From the Hartsook Best Practices Collection^SM

"As the first development professional for an organization with a reluctant board, I pledged a percentage of my salary to the annual fund at my introductory board meeting, while at the same time asking for board support and cooperation." - Greg Tjapkes, Hina Makua (Kanohe, Hawaii)

If you are interested in Best Practices, see these additional resources from Hartsook Companies:

• "Reality Fundraising: Proven, Practical Ideas for the Enlightened Fundraiser" by Bob Hartsook (2005, ASR Philanthropic Publishing). The book features great ideas, insights and lessons learned through hundreds of best practices from nonprofit professionals nationwide. To order the book, follow this link http://www.ASRpublishing.com

• "Best Practices Coast to Coast^SM," a compilation of best practices from every state in the union

• "Hartsook Best Practices Collection^SM," our original collection of 250 best practices and great ideas

For a free copy of "Best Practices Coast to Coast^SM" or the "Hartsook Best Practices Collection^SM", please email Tammy Weinman, tammy@hartsookcompanies.com, or visit our web site at http://www.hartsookcompanies.com/bestpractices2.shtml. We also invite you to contribute your own best practice by emailing Tami Druzba, tami@hartsookcompanies.com.

Interested in Speakers?

Hartsook consultants are available to speak to your organization on a variety of topics. To read more, visit http://www.hartsookcompanies.com/speak.shtml or email Tami Druzba at tami@hartsookcompanies.com to discuss the possibilities.

Visit the Hartsook Companies web site for:

• Educational opportunities
• Books/reference articles
• Conference/workshop speakers

Strategies for Success explores smart ideas, connecting with more than 1,500 fundraising professionals bi-weekly. We welcome your contributions or comments. If you'd like a free subscription to Strategies for Success - or its monthly companion, eHartsook on Philanthropy - contact Tammy Weinman, tammy@hartsookcompanies.com. You also can reach her at 316.630.9992.

Our web site is located at http://www.hartsookcompanies.com.