What’s one of the best things you can do to increase your chances of closing a major gift?
Shut your mouth and open your ears.
Fundraising and sales experts alike will tell you that we need to do far more listening and far less talking when working with prospects. Most of the time, if you get them talking, they’ll tell you exactly what their needs are and how you can fill them.
To get that conversation rolling, you need to fuel it up with some good questions.
But thinking up a handful of questions is the easy part. Where the real artists of conversation excel is in their ability to follow-up and build upon questions to really dig deep into a topic with someone and get them talking.
That takes a whole lot more planning.