What prompted you to look into our organization?
What are your expectations of your work with our organization?
How did you identify your interests in this area of giving?
Have you considered other options to reach your charitable goals?
Are there time limits of what you hope to accomplish with your gifts?
Using open-ended questions will help you better understand your prospects. And be patient if you don't get an immediate response. These may be issues your prospect hasn't considered, or didn't expect that you would care about. Try to respond to prospect questions by asking a clarifying question in response. While too much of that will drive people crazy, it will certainly help you learn about your prospect. There will be plenty of time to discuss details after you have determined that you can help your prospects achieve their goals first.
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