This morning, I was inspired by reading “The Ball is Always in Your Court” on the ForImpact.org blog. So I’m declaring today Follow Up Friday.
In the post, Tom Suddes says that of the three parts of any ask, the follow up is the most important. I agree. In fact, I start the follow up at the ask. I teach coaching clients to ask questions like, “May I follow up with you in a week if we haven’t heard back?”
It’s integrity, not nagging
Too often, following up feels like nagging. We tell ourselves we must be bugging the person.
But if we’ve started the follow up in the ask, calling back is simply being a person of integrity. You are simply doing what you promised to do. You’re a person of your word.
Make today “Follow Up Friday!”
So make today your “follow up Friday.” Whether or not you started the follow up at the ask, make today the day you follow up with the donor. Use the phone, write a note, send an email. Today isn’t about beating yourself up over details of technique. Today simply about working in the most important stage of your ask: the follow up.
Great idea, Marc. I like to be very specific about a day/time and would check with the executive admin on the way out to set a follow up appointment. I wouldn’t leave it up to the prospect to act.
Additionally, most often your prospect will give you a “will consider” response, so your job is to corral resources and prepare clear responses to potential objections before the follow up meeting. “Yes” is easy; “No” means you need to do further cultivation; “Not what you asked but this lesser amount” will require negotiation; “Not now, but later” also requires negotiation. You must be prepared to deal with each exigency before the next meeting.
I believe that continuing the conversation will lead to a better gift if the prospect does not accede initially. My experience is that building a relationship will result in a great gift, rather than expecting a better result than the massacre at Little Big Horn.
I love the idea of confirming with the scheduler on the way out. Great tip.
Love it! And we (your donors) are mostly in a good mood on Friday and welcome an excuse to think about your cause as a distraction from work on a Friday.
I hope you’ll make this a habit and do it every week.
NICE! I found Fridays to be a perfect time for reaching out to alumni for just this reason.
I LOVE the idea of making this a weekly occurrence. I’ll add this to my “follow up” list. Keep an eye out for #FollowUpFriday next week. 🙂