She went on and on...
Apparently the meetings ended with warm fuzziness and good feelings but no next step.
While the “hard ask” on a first visit may be a bad idea, leaving a new prospect hanging may be even worse.
Be sure every prospect visit leaves the prospect clearly understanding what you are working on. “We’re building a new fund that will support the ABC initiative and the goal is to have a dozen donors who can each give us a million dollars.”
If that sounds tough, add a bit of a status report so a prospect can understand your progress. “We’ve had our first three commitments and we hope that you might consider adding your name to that list.”
And then be sure the prospect knows the next step both of you are going to take. “Would you think about this opportunity, discuss it with others, and may I contact you in a couple weeks to get your thoughts?”
Securing a major gift, selling a car, making any type of deal requires a clear understanding of what each party wants to accomplish. Don’t walk away until your prospect understands what you want. If you leave her hanging, she’ll let go!
You can be clear and concise without being pushy. Remember, people can’t help you if they don’t know what you want!
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