One of the best ways to deepen the connection between a donor and your organization is to let them experience your program in action. Whether that’s a site visit or a chance to talk with program alumni, a great donor visit can do more than any brochure or talking point ever will.
So when you get the chance to bring a donor to see your mission in action, how do you make the most of it?
- Listen more than you talk. Have questions prepared that reflect the donor’s interests and explore their dreams and hopes for the future.
- Strategically time the visit. If possible, schedule the visit during a time when your site is busy so the donor can see programs in action and talk to participants.
- Talk more about the purpose (the “why”) and less about the building or program. Explain the long-term effects or benefits of the activity the donor sees in front of them.
- Include a board member in the visit.
- Start with the end in mind. What’s a “good, better and best” outcome you’d like to see during the meeting? If you’re including a volunteer (See tip #4), make sure they know the desired result as well.
- Consider giving them a souvenir… something small that reminds them of their visit to your organization.
- Let the people the program helps share their stories. As a nonprofit leader, you can share information, but it’s more powerful when it comes from someone who has been directly impacted.
- Invite them to get involved. Don’t just tour a food pantry, but pack a few boxes. Sit down with a child and help them with their homework during a youth after school program.
- Include the family. If your prospect is a couple or a family, invite the spouse/kids along and make sure to include them in the discussion.
- Consider the age and abilities of your donor when you think about how long the tour will be and where it will go, especially if it’s a construction site or a site with many stairs.
- Share your vision – big visions inspire big gifts!*
- Invite them to join you in making this vision a reality if the time is right to ask. Because you’ve made your gift already… right?
- Follow up with a timely thank you note.
* One of the great vision stories in YMCA history is the visit Archibald Harte had with James Jarvie on the Mount of Olives in Jerusalem. When Mr. Jarvie asked what Mr. Harte’s vision was for the Jerusalem International YMCA (JIY), he responded that his vision for the JIY was that it be enshrined into the land (a permanent physical presence, rather than rented space), to bring peace to the land and glory to God. How fortunate his vision wasn’t to add more childcare space or expand the fitness facilities!