The Seven R’s of Face to Face Solicitations:

Presented by:

Chris HagertyDirector of Advancement/Cathedral Prep

Partner/Partners in Mission

NCEA 2011New Orleans

Five Solicitation Steps• Identify• Research• Cultivate• Solicit• Steward

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Research• We ask our students to do homework… we

need to do ours as well!• Identify prospects capacity, interests and needs• Use all available resources within your school• Define a detailed cultivation strategy

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Rehearse

WeakHelp

PledgeChangeInvolveChanceDollarsDevelop

JoinGive

PowerfulPartner

CommitmentTransform

EngageOpportunityResources

EnrichParticipate

Invest

• Does practice make perfect?

• NO… perfect practice makes perfect!

• Words are powerful tools… use them wisely:

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Remember

• Take a walk through the hallways of your building… it will provide you with the courage and inspiration to make the call.

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Relax• Be confident in the need to advance your

mission.• Be confident in your research.• Your demeanor will set the tone for a

successful meeting/phone call.• Positive mentality: You can’t lose… you can

only win!!!

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Recall• Is your school/ministry necessary?

• The answer better be “yes,” and you better know why!

• It is critical to inform your constituent about the necessary role your school/ministry plays in the life of your community. This will go a long way in reaching a positive outcome of the solicitation.

• Your constituent has some form of relationship with your school/ministry. Draw on their experience as a way of establishing an emotional anchor.

NCEA 2011New Orleans

Recommend• Take a sip of water… take a deep breath… the moment has

arrived to make the ask.• Speak with courage, conviction, emotion, and urgency.• Use a predetermined “ask line”:

“…at this time I’d like to humbly and respectfully ask you to partner with us as together we transform the lives of the young people under our care by making a gift of $1,000,000 to The Campaign for Cathedral Prep.”

Or“…at this time I’d like to humbly and respectfully ask you to consider making a

gift to The Campaign for Cathedral Prep at a level that clearly demonstrates your commitment to Prep’s mission without affecting the wants and needs of you and your family.”

• SILENCE CAN BE GOLDEN!

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Recognize

• The end of the meeting isn’t the end of the story… it’s just one more chapter.

• Thank you… thank you… thank you!!

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Show Me the Money!!

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The Seven R’s of Face to Face Solicitations:

Presented by:

Chris HagertyDirector of Advancement/Cathedral Prep

Partner/Partners in Missionchagerty@cathedral-prep.com

NCEA 2011New Orleans