Fundraisers have figured this out. Seldom do development officers meet random strangers and ask them for $10,000 gifts in the first conversation. They take careful steps to build regard and understanding.
How do you build a relationship with an elected official? Start first with an introductory meeting to introduce elected officials to your organization and its cause. Before you pick up the phone, though, there are a few things you need to consider:
Use your surrogates to build relationships. Remember, surrogates are respected members of the community who can carry your message. Based on your research, find the right surrogate to accompany you on your visit and be sure to reference the surrogates when you call to make your appointment.
Ask for advice. Heed an adage I lived by during my fundraising days: "Ask for money, and you'll get advice. Ask for advice, and you'll get money."
Use the introductory meeting to ask the elected official for advice on how you can be successful with your advocacy goals. Some key questions to ask:
- How can we achieve our objective?
- What's the process for our objective?
- What are our chances for success?
- What can we do to bolster our case?
- Who else do we need to meet with?
Follow up. Immediately send a follow-up note and have your surrogates do the same. After the meeting, take any steps the elected official recommended. For added follow-up, invite your elected official to tour your facility or attend an event you may be hosting.
No comments:
Post a Comment