What’s your http://gardencare.uk.com Discovery plan with a new prospect?
My answer is simple and focused. I’m working to discover the two keys to any major gift: motivation and means.
First and always foremost, is my new prospective donor interested in considering a gift if I can help him find a way to say Yes? I have a short list of triggering questions I regularly use to invite a conversation about gift motivation, about possible designations.
Second, how can I help guide him to discovering what assets might be used, when, and in conjunction with other personal priorities? I usually ask “May we discuss whether this might be a good time to explore a gift plan?” Triggering life events, asset allocation, and tax considerations all contribute to the issue of timing, once gift motivation exists.
Do you have a proactive plan, a deliberate approach to asking these two key questions in a way that purposefully guides your prospect to a meaningful gift discussion?