I have stumbled onto a new approach with highly-rated new prospects. I know most of them already know what I want. So, at what seems like the right time, I ask “What must I do to earn the right to invite a gift conversation with you?”
My big take-away is that these savvy donors appreciate my getting to the point in such a respectful way. I have begun several new major gift discussions using this straightforward invitation.
What’s working for you?