The Fun of Asking for Money in Twelve Easy Steps.

I enjoy asking for charitable gifts because I am giving people an opportunity to be involved--if I don't ask them for money to help support a cause, how will they know the organization needs it or that I am involved and have supported it too?

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1. People, by and large, are flattered that you have taken time out of your day to come and visit them. It honors their contribution of time and dollars to an organization. Your chances of getting the size gift that you desire are much better if you make face-to-face contact as opposed to a telephone call. Often, the hardest part of any solicitation is getting the appointment--but a person to person visit is always best.

2. Do your homework. Know the organization for which you are asking money and the case for the campaign. Know the prospective donor. Is there a donor giving history, an indication of an interest in the organization and the project and the capacity to give at a certain level?

3. I always make my own commitment to the campaign first. I find that once I have made my own commitment to a cause I believe in, it's not so difficult to ask others to do the same.

4. I prefer to go on a visit with another trustee or a staff member of the organization who can answer questions or talk about a facet of the project in which I am not as well versed. It allows one person to listen and watch body language while the other person talks. The two solicitors should be prepared to swap roles so that they can both take turns talking and listening.

5. I try not to plan a solicitation at a restaurant because usually just as you get ready to ask for the gift, the waiter brings your food and the moment is interrupted. I have usually asked people for money in their own houses or offices--places where they feel comfortable. Pictures, awards, or family memorabilia often provide an ice breaking opportunity before you launch into why you are there. Asking people for money gives me a chance to get to know them better, to learn about their families, their concerns and their history with a particular organization.

6. Begin the conversation by putting the prospect in the driver's seat. I always ask my prospect how much they know about the project, what questions they have and if they are ready to consider a gift to this endeavor. If they are not, I try to help them better understand the project. I find out what else or whom else they need to see before they are ready to make a gift. Often by listening to family circumstances such as: "We have a family business we are trying to sell", or "We are trying to shed 30-year-old shares of IBM stock without paying capital gains." You can fashion the second visit to meet the circumstances and needs of the prospect, often providing a planned giving opportunity to fit the bill.