Did you know you’re 85 percent on your way to securing a gift if you can get your prospect to agree to a visit? So says veteran major gifts fundraiser Jerold Panas in his iconic book, Asking. He also says, “If you want to milk a cow, sit by its side.”
But … how do you get the cow to cooperate? Ay, there’s the rub.
Why is it so hard to get a visit with a prospect?
It just is. People screen phone calls. They don’t answer emails. They’re busy. And, let’s face it, they know what this is about. Once you get in the room with them, you have your chance to win them over. But how to get there?Continue Reading