Get the Meeting.
We focus most of the work we do on major gifts, so we feel passionate about building relationships and having in-person meetings. Getting meetings always sounds easier than it sometimes is, though, right? I wrote most recently about organizing your data so you can get yourself to a place (physically and mentally) where you're ready to head out on those in-person visits. Take a look at your list of prospects and start at the top. Now open up your email and start writing!
Send an email to your prospect first thing in the morning. Keep it short and simple; don't tell him or her everything you plan to say when you meet, just enough to get a reply and secure the meeting. The best way to get a response? End your email with a question. I always ask my prospects if they have 30 minutes to connect and if date 1 or date 2 will work for them. Of course, I can be flexible with my schedule, but the goal is to nail something down. Remember, their time is valuable and you might be coming after work and family priorities, so make it easiest for them (e.g., offer to go to their office or a coffee shop that's right near their place of work).
What do you do when you don't get a reply after a few days? You pick up the phone. For a lot of people, this is dreadful, but it doesn't have to be. Write down a couple of notes on what you want to say and practice before you make the call. If you've already sent an email, chances are they know what this call is about, and you can get to the point -- that you want to meet -- and secure the day, time and place, then save the rest for the meeting. For me, making that initial call makes it a lot easier to go ahead and make a handful more while I have the momentum. The worst that can happen is they say no, and this isn't personal to you, and a lot of times it can really mean "not right now."
I'll write more soon on how to best prepare for those meetings once you have them on the books, but don't put nervous pressure on yourself for initial visits. When you are identifying and qualifying prospects, prepare yourself by knowing your organization like the back of your hand and thinking through some questions that can allow you to do most of the listening. Once the meetings start, you'll hear about more people, be introduced to more prospects, and will be motivated to hit the pavement every week! As always, put relationships before anything else when you're working this week and your days will feel incredibly meaningful.
