b'DAYTODAYPractical help with the operations and ministry of your organization FINDING FUNDSRoy JonesPersontoPersonYou must do donor meetings M ajor donors do not give money away.Id just like to thank you in person and hearThey make investments. Before aabout your passion for helping others. I could donor increases giving to the five- meet December 5, later in the afternoon, or on figure level, they usually want to meet. It is aboutDecember 6 in the morning before noon. stewardship. Most people who make transforma- Just email me back and let me know whether tional gifts want to ensure that every dollar theyyou have any time for coffee. invest in your organization is well spent. Now, the big question: How do you get the meeting?Blessings, Roy Email invitation to meetSample script for meetingYour follow-up voicemail or text should Every meeting has an introduction, main conver-mirror the sample email below.sation, and conclusion. The average meeting lastsKeep the communications short. Do not getonly about 45 minutes. If the meeting begins to into details. If you give the donor a lot ofexceed the one-hour mark, you are likely there details, then there is no reason to meet.too long. I always use the FORM method to guide the conversation: Family, Occupation,Always include a statement about respectingRecreation/Recognition, Message. the donors time. IntroductionAlways explain that you have another meetingFamily: Ask about their families. Share about in the area. You do not want the donor toyours. believe that you are flying into town just toOccupation: Ask about their businesses. Talk see him or her. Major donors do not want about the economy. Politics, if appropriate. you wasting money traveling to see them.Recreation/Recognition: Ask about what they However, if you are in the area for anotherlike to do for fun. Share about what you and meeting, donors will understand that it isyour family do for hobbies. good stewardship to meet with you. Main messageFinally, be transparent about the purpose.Message: Find their passion. What other causes If you are not going to ask for money in thisdo they support? Why do they support those Roy, CFRE, is a nonprofit leadermeeting, say so. ministries? Thank them: Tell a life-transforma-who has worked with more thantional story from your ministry.70 missions, shelters, and foodSample email:banks. He has more than 35 yearsI have a meeting with another supporter nearClose of experience in leading nonprofit(donors hometown) on (date). Could we grabThank the donors. Let them know you mean it. organizations. He now serves as the chief development officer ata cup of coffee at a restaurant or coffee shop nearI usually present them at the close with gifts of Eckerd Connects. You can reachyou? I promise not to keep you long.some kind. \x03him at www.royjones.org.46 WWW.CITYGATENETWORK.ORG JANUARY/FEBRUARY 2022'