• Solicitations are the “art” in the “Art of Fundraising.” Paint the prospect a picture in their mind of what you are requesting. Be concise or thorough, depending on what they signal to you about their desire for information about your project or organization. Don’t assume.
• Practice how you will conduct your solicitation. Visualize where you will be in the room. Think about how you will be positioned in relation to the potential donor. Practice your facial expression and body language. Think about how you will ask for the gift. Tell your story and pause. Don’t forget to breathe before you launch into the solicitation. Ask for the gift. Then listen for a response.
• Call to set an appointment for the solicitation. No “surprise attacks.” Don’t “catch’em on the fly.” Be respectful of the potential donor’s time. Be prepared. And be on time.
• Go in pairs, if possible. In this case, two heads are truly better than one. Your partner can listen and watch for body language while you are making your presentation. Your partner can also be an important safeguard for you if you become nervous and neglect to mention important points, or forget to ask for the gift entirely. After the call, your partner can help you analyze the outcome and develop a plan for follow up.
• Be prepared to field questions and handle a rejection. Anticipate the prospective donor’s questions and be able to answer them clearly and concisely. Don’t ramble. And don’t “cover up.” If you do not know the answer to a question, say so and promise to return to the donor with an answer. Then do it, promptly. This will build credibility and provide you another opportunity to “touch” your prospective donor.

And, remember, a rejection is not necessarily a “no” forever. Perhaps, it isn’t the right time. Perhaps you need to gather additional information. Perhaps the potential donor needs to consult with other family members or professional advisors. Turn a negative into a positive. Explain why you gave and why you are spending your time fundraising for the project or organization.

• Listen. Pause between points to give the prospective donor time to absorb and formulate his or her own thoughts and questions. Ask questions that are open ended and that will invite a response.
• Relate to your donor and your surroundings. If you conduct the solicitation at the potential donor’s office or home, look around your surroundings and ask questions about photos or personal effects in the room. This allows the donor to talk about them, may give you some insight into their passions, and gives you time to start to relax in your setting.
• Invite the potential donor to enjoy the benefits of donating. Share how their gift can make a difference.
• Relax and enjoy yourself. Remember: It’s not about you. It’s about the cause you are representing.
• Say thank you. Regardless of the outcome of the solicitation, always thank the potential donor for their time and their possible investment.