My observation is that she has forgotten the three C's of successful solicitations. So here's a reminder. But don't try to accomplish everything in the first visit. It will probably take several visits.
CONVINCE: A bit of data is helpful, but the most compelling are stories about your work and its success. People relate to people far better than to numbers. And you know pictures make it even better. You likely have others who support your efforts so if you can mention a few names it provides opportunities to "check out" what you are doing.
COLLABORATE: This is the really big one! Think of your prospect as someone who adds more than just dollars to the success of your work. The more you can help them see that their ideas are welcome, their questions helpful and their collaboration essential, the better your success. And this builds long-term support, not just a gift. Once a prospect feels a part of finding the solution, you've got a major donor.
Think about ways to engage collaboration. It's more than the personal meeting or committee participation.
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