Presented in Chicago, IL at the Mobilizing the Public Learning Conference in August 2015.

1. 2015 Mobilizing the Public
Learning Conference
WORKING
TOGETHER TO
SOLVE
HUNGER
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AccelerateYour Major Gifts Program
MINDY HAMMER
FREESTORE FOODBANK
CINCINNATI, OH
TELLY MCGAHA
FREESTORE FOODBANK
CINCINNATI, OH

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The Art of Discovery

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Goals for Today
• Understand the importance of discovery
• Obtain insights into securing discovery visits
• Learn best practices in conducting successful discovery visits
• Be prepared for obstacles

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Set Personal Visit and Phone Goals
• Ask at least 2 to 3 Specific Strategic Questions
• Get at least 1 ‘Yes’ that provides you with a next step
• 70/30 Rule
• Pick Up on Donor’s Words and Use Strategic Questioning

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Making the Appointment
• Identify
• Plan
• Use the Three-Step Process
• Schedule Visit
• Menu of Engagement Opportunities

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Three Step Process
• Three-Reason Letter or Call
• Follow-up Call
• Email

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Sample Wording to Include in Initial Call
Thank you for your support…
I am anxious to share news of the impact our
organization is having in our region and look forward
to sharing with you some of the stories of people who
have been touched by our work. We also seek to
know more about the lives and accomplishments of
those who support our mission, and would like your
input on how we can spread the word about what we
do as we plan our future. (Or,) I would like your
insight/feedback on a few matters. I will not be asking
you for any additional donations.
--Additional Samples--

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Sample Wording to Include in Initial Letter
As one of our dedicated supporters, you have
helped to…
Your insights are valuable in our ongoing efforts to
fight hunger and I am interested in meeting with
you in person to express our gratitude and hear
your thoughts about our plans for the
future…share outcomes…get your
input/feedback/advice….
--Additional Samples--

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Sample Voicemail Follow-Up Message
I’m just following up on my recent
letter. I wanted to let you know I’m
going to try to reach you by phone in
the next couple of days. If there is a
particularly good time to connect,
please let me know.

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Best Practices
• 2 to 5 face-to-face visits/week (100/year)
• To succeed…Contact 50 to connect with 10
to get 3 visits
• Phone and email conversations can be as
successful.

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Discovery
• When and Where to Visit
• How Long to Visit
• Purpose of Visit
– Uncover donor’s interests/passions, not present
yours.
– Determine Next Steps

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During the Visit
• Thank Donor
• Set Expectations for Time
• Keep It Conversational
• Built Rapport

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Areas of Discovery
• Understand Emotional Needs
• Understand Financial Issues
• Understand Decision-Making Process
To Succeed, Capture
• Personal Information
• Giving Interests
• How Do They Want to Be Involved

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Now…a Scenario

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The Art of Discovery
Sample Discovery Questions
Why did you first begin supporting our organization?
When you have so many choices for where to give, what is your reason for
choosing the foodbank?
What do we do that is most important to you? What is it about what we’re
doing that inspires you to give?
What do you feel are the top priorities for which we should seek support?
Source: insert source here

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The Art of Discovery
Sample Discovery Questions
What are your impressions of our agency and its strengths and weaknesses?
Do you receive our publications? What are your impressions of them? What
topics would you like to know more about?
How do you like to make philanthropic decisions?
Of gifts you’ve given to charity, which one has given you the most joy? What
made it pleasurable? What attracts you to them?
How do other charities demonstrate to you the impact of your giving?
Source: insert source here

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The Art of Discovery
Sample Discovery Questions
Ask about spouse/children (look for photos to ask questions)
What are you and your family’s charitable priorities right now?
How do you want to make an impact with your philanthropic funds?
What advice would you give us as we plan our future?
If money were no object, what impact would you want to make on the issues
you care about in our community?
Source: insert source here

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The Art of Discovery
Sample Discovery Questions
How can we get you more connected?
-- Additional Discover Visit Questions --
Source: insert source here

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Now…the Dreaded Roleplaying

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• Donor A: If your donor database is to be believed,
this donor is approximately 60 years of age and has
the title “Doctor.” The donor has given for 25 years,
contributing every year at various levels. Total giving
is $25,000; average gift is $1,500. All gifts are
unrestricted and appear to be made through direct
mail at various times of the year. The donor agrees to
meet you at a local coffeehouse. The donor receives
your newsletters, but there is nothing indicating that
the donor has visited your organization.

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• Donor B: You read in the paper about a 40-year old
“future leader” who has been promoted to a VP
position at a major corporation in your community.
You look the donor up in your database. This 40 year
old donor has donated annually the past six years,
always in December. The first gift was $500; the
second and third gifts were $1,000. The fourth gift
was $2,000. The last two gifts have been
approximately $5,000 but, unlike the previous gifts of
cash, were stock gifts. The shares were from the
company where the donor is employed. The donor
agrees to meet you after work at your office. The
donor receives your newsletters and it looks like
there was an action after the first gift in which the
donor was invited to tour your facility. The donor
declined that visit.

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• Donors C: A donor just gave $12,000.
Previously, the donor had been giving
approximately $500 to $1,000 each year
throughout the year, almost always in
response to direct mail solicitations. Gifts
are made online, however. The donor
receives all mail, including newsletters.
When you finally make contact, the donor
agrees to meet you at the food bank around
lunchtime.

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Sample Wording for Scheduling Follow Up
I was intrigued to hear about your
interest in our childhood hunger
program and want to share some more
details about it. I’ll be in your
neighborhood next month and would
like to bring you the information. Can
we find a time to get together?

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After the Meeting
• Document
• Cultivate
• Schedule Purposeful Follow Up Visit

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Sample Wording for Scheduling Follow Up
I was intrigued to hear about your
interest in our childhood hunger
program and want to share some
more details about it. I’ll be back in
your town next month and would like
to bring you the information. Can we
find a time to get together?

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Opportunities for Engagement
Sample Opportunities Examples
Invite donors to participate in mission Visits and tours
Spend time with donors one-on-one Visits and volunteering
Host small group events Family volunteer days, chef’s tables
Ask for feedback on a program they support Correspondence
Create special gatherings Cocktail reception before meetings
Source: insert source here

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Opportunities for Engagement
Sample Opportunities Examples
Invite to meet board and executives Luncheons and meetings
Create special CEO communications Major donor e-mails
Establish major donor clubs Giving societies
Include a donor feature in newsletters Donor profiles
Ask for another gift Second Helping
Source: insert source here

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Curve Balls
• A gift is made before the visit
• Hesitancy
• “Just tell me over the phone”
• Anger

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Curve Balls
• Spouses
• Gatekeepers
• Voicemail
• No

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Questions to ask donors if say no to a visit – and are
willing to answer a few questions….
• What has been motivating you to make donations all these
years?
• What inspired you to make this gift?
• Of the organizations to which you give, which ones do the
best job in sharing the significance and impact of your gifts?
How so?
• Have we done a good job in conveying to you the impact of
your gift?
• What would increase your level of satisfaction as a donor to
our organization?

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Now…the Q&A

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THANK YOU!
We’d love to hear your feedback
on this session!
Please “rate this session” NOW…find this
within the session in the
MTP Mobile App

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Additional Resources
• Rainmaking: The Fundraiser’s Guide to Landing Big Gifts, Roy C.
Jones, CFRE and Andrew Olsen, CFRE
• The Artful Journey: Cultivating and Soliciting the Major Gift,
William T. Sturtevant
• Mindy Hammer: mhammer@freestorefoodbank.org
• Telly McGaha: tmcgaha@freestorefoodbank.org