In recent conversations with other development officers, I hear the this popular refrain, "If we just find the wealthy donor who is waiting for us to show up with our compelling story..."
It probably goes without saying, but this situation does not exist. Wealthy people who are ready to give are already seeking out opportunities to give and already have an idea of the kinds of ministries they are interested in supporting. Also, there are no wealthy people who feel guilty about their wealth such that they are looking for place to assuage their guilt.
Instead, I encourage ministry leaders to look at the people who are already involved with the ministry. Sadly, we assume that a person's current level of involvement is all there will ever be. So, a donor who volunteers a few hours per month and give $50 each month may not be on the radar screen.
This is a problem in several ways. First, we need to honor and thank everyone who God brings to support the ministry work. Secondly, we may be missing an opportunity to help those who are supportive to become even more engaged.
Here are four questions that might be helpful in going to the next level:
1. Tell me how you got involved with us? What was it that first attracted you to our work?
2. What do you see today? How is that different than what first got you involved?
3. What do you see for our future? In three years, what could see the Lord doing here?
4. How do you see yourself participating in this future? Are we utilizing your gifts as fully as we can? How can we do this better?
By "going deeper" with our donor-friends we are being good stewards of our time; not going after new donors while there are current friends we can get to know better.
Try this and let me know what you think of this approach.
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