A few years ago I was telling my Hitchhiker’s Guide to Major Donor Fundraising story to Amnesty International Canada.
We were looking together at their major donors, identifying potential people and then going through the hardest bit: asking.
I play a naughty trick, ensuring that the training finishes an hour ahead of schedule and then suggesting the attendees actually call some donors to say thank you, and make some appointments.
I have found that this helps build confidence and get some momentum going.
Anyway, as time was ticking along one of the callers got into a conversation with a lovely donor.
At first, the donor agreed to an appointment, then when he thought about it more, he decided it was too difficult to make a date.
But our Amnesty International Canada colleague was charming, involving and listened well. By the end, the donor had agreed to make a donation there and then of $10,000. His previous largest gift was $1,000.
What a great bloke. The amount he gave was exactly 10 times his previous largest gift. And also the amount the training had said we should ask for.