The most basic, and perhaps the most important benchmark, for the first meeting with a donor is the ratio of time spent listening vs. talking.
We don’t need to get too fancy or fussy here about what is to be accomplished or how. The more time you spend talking, the less effective the meeting will be.
Sure, you may need to set up a proposition to be discussed, but do it succinctly. Don’t over-explain or oversell.
You will need to come with a couple of good questions and have anticipated a few tough questions. Ask lots of follow-up questions about why the donor feels the way they do. When asked tough questions, answer them pithily. Admit what you don’t know.
You see, the most important truth to grasp about the all-important first meeting is that it is a symbol and a preview of the relationship to follow. If the donor doesn’t feel heard, respected, or empathized with, the relationship is unlikely to take root.
Jim Langley is the president of Langley Innovations. Langley Innovations provides a range of services to its clients to help them understand the cultural underpinnings of philanthropy and the psychology of donors and, with that knowledge, to develop the most effective strategies and tactics to build broader and more lasting communities of support. Jim has authored numerous books, including his most recent book, The Future of Fundraising: Adapting to New Philanthropic Realities, published by Academic Impressions in 2020.
Related Resources:
- Webinar: 4-Step Process for “Reimagining Fundraising Operations”
- The Power of Building Relationships: Why Donors Need Good Fundraisers
- How to Deepen Your Major Donor Relationships
- The Most Important Fundraising Metric: The 20-Year Relationship