The Steier Group - Steier Tips

Steier Tips

The Ask

The Steier Group's capital campaign management style is hands-on. Our campaign managers are on site at our clients' location because we know the value of being an integral part of the campaign's leadership team. We know first-hand how to develop marketing materials and assist with leadership recruitment. We are on location to implement the strategy and to train and manage volunteers.

Our solicitation strategy follows this same model. The most effective solicitations are personal solicitations made face-to-face, handshake-to-handshake. When you get the opportunity to make a personal solicitation, the chances of receiving a gift or pledge jump to 90%.

After setting the appointment, the most effective strategy in personal solicitation is to be yourself. Share your heart for the organization. If the potential donor sees and understands your passion for the organization, his or her responsiveness goes up and your anxiety goes down.

The game plan for the solicitation is three-fold:

     ·  Present the case
     ·  Answer questions
     ·  Make a specific request amount

After you make the specific request amount, remain silent. Let the potential donor speak first. Give them a chance to respond to you.

If they respond:

     ·  Favorably, please thank them and ask them how they want to manage         their pledge.
     ·  And cannot commit to the specific gift request, ask them if there is an         alternative amount which is meaningful to them.
     ·  And cannot make a decision at that moment, set up a specific date/time to         receive their answer. Keep the ball in your court.

Also remember, when asking for a specific request amount, what appears to be a large number to you may or may not be to the potential donor. Avoid your preconceived notions about the request and concentrate on being yourself and representing the nonprofit with confidence and pride.

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