“Just Checking In”
Part of The Words We Use Series
As we go around my Cycle of Successful Relationships, I talk about the ‘touches’ needed to flow from Creating a Joyous Giver to being ready to Make an Artful Ask and Invoking a Grateful Recipient.
Our role is connecting a prospective giver in just the right way (through our giving options) to investing in a gift that brings her joy in having an impact. This process is on their timeline, not ours, but we are responsible for assuring that the relationship is nurtured – not neglected. We are responsible for creating a plan and “following up”.
The specific words we use – to our givers directly and as we discuss these givers in our organizations, must be authentic and respectful. Yes, this is better for them but it also makes us feel differently about our work. So ‘follow up’ by ‘just checking in.’ Let me tell you a true story.
There was an emeritus faculty member who ga ve a one-time gift of $10,000 when he retired. I met with him in the assisted living facility he called home to thank him. He shared he enjoyed hearing from us, read what we sent, and might consider additional giving at some point. Each quarter I would call or write and say I was “just checking in” with him. Literally my note or call would be, “Hello Professor Smith, It’s Marcy, just checking in with you. Happy Spring!’ or whatever. Sometimes we would visit a bit. Sometimes I would share new projects, news of other gifts. Each year I made a personal visit – just to check in on how he was doing. On one of these visits, after 6 years, he said he was writing his will and wanted my help with wording for the University. We explored several options and he left us $5 million. He told me the reason he had decided to include the University was because I never pushed him, he felt he could trust me, I was reliable and he liked being “checked in with.”
Remember:
1. “Not right now” does not mean, “no.”
2. Pressuring doesn’t work, be it peer to peer, leadership to donor, or sales closing tactics. Yes, you may get some dollars, but not significant major gifts.
3. Consistency builds trust. It doesn’t have to be a big deal or take a lot of time. You show you are reliable, you can be counted on. This leads to trust in how a major gift will be managed by your organization.
4. Being persistent and following up by ‘just checking in’ will bring in the largest gifts.
‘Just checking in’ is an effective phrase to use when seeking appointments, “I’m just checking in to see if now is a better time to meet.” It’s also wonderful AFTER the gift is made. “I’m just checking in to share how your support helped us. ” “Just checking in to see if you can join us for the tour next week.”
“Just checking in” versus, “I’m following up with you today to see…” is a friendlier way of seeing where t he prospective giver is in their philanthropic life and remaining a significant partner in that philanthropic life.
Just checking…..
