From the course: Cause Selling: The Secret to Nonprofit Donations

Timing and location

From the course: Cause Selling: The Secret to Nonprofit Donations

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Timing and location

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- You did it. Your research and planning have paid off and the prospect has agreed to meet. Good for you, but you're not done yet. Meetings with prospective donors require a lot of planning and preparation. One of the first things you'll need to do is secure a time and place. You should defer this decision to the donor, allowing them to determine what is most convenient. Once they've established where they would like to meet, you'll want to make sure it all goes smoothly. In this video, I will walk you through the six logistical items to keep in mind to help position your meeting for success. First, remember that first impressions are incredibly important. Most people make conclusions about others within just a few minutes of meeting them. While these conclusions may not be entirely accurate, they do stick. So treat a donor meeting as you would an interview. Be on time, dress appropriately, have a friendly attitude, and greet the donor with a firm handshake and a smile. Also turn off your phone and have it out of sight. You want your full attention on the donor. Next, secure a location. Often the best meeting location is the prospect's home or office. For either, follow your host's lead regarding the meeting space and seating. If they offer you a tour, take it. This will show interest and help you learn more about the donor. For a restaurant meeting, make a reservation if possible and request a quiet table to minimize distractions and one not near the kitchen or restroom. If reservations aren't possible, plan to arrive early to scope out a table or add your name to the wait list. Since you requested the meeting, reach for the check when it arrives. The donor may still offer to pay, but this way, you will avoid an awkward moment. Also, if you're unfamiliar with the meeting locations, use a navigation tool to find the fastest and most direct route. Give yourself an extra 20 minutes in case you encounter delays. For meetings at your site, arrange for the guests to meet other members of your team and see programs in action if possible. Reserve a quiet meeting room and have beverages on hand to offer. Finally, for virtual meetings, select an online platform that is easy to use and confirm your donor is comfortable with it. Use quality equipment so the donor can see and hear you. Also, position yourself in a professional setting without distractions. Remain smiling and engaged, always looking at the donor. People can tell when you aren't looking at them. Using these tips when arranging to meet with prospects and donors ensure a successful first impression. Discuss this with members of your team. Ask for any additions and learn from one another. Just before you step into the meeting, hold your head high and take a deep breath, and be confident in yourself for having successfully prepared. Good luck.

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