Every major gift officer aspires to have a portfolio full of promising prospects, but these opportunities are rarely handed to you on a silver platter. Unearthing and effectively qualifying new leads necessitates a bit of detective work and a commitment of time. Here, we present five sources that fundraisers can explore to improve their prospect pool:
1. Internal Partnerships: A treasure trove of potential leads lies within your university’s faculty and staff. Leveraging their deep-rooted alumni and corporate connections can yield introductions on your behalf, often resulting in higher success rates for securing initial meetings or visits. Establishing trust and fostering transparent relationships with these internal partners is paramount to your success.
2. Solicit Recommendations from Prospects: Every interaction with a prospect should include a simple yet powerful question: “Do you know of any other successful alumni?” If you haven’t already incorporated this into your approach, start now. Often, this straightforward inquiry can unveil potential leads that weren’t even on your organization’s radar. Plus, the added bonus is the introduction they can facilitate on your behalf.
3. Leverage Events: While events may sometimes seem mundane, they serve as fertile ground for meeting prospective donors. If feasible, review the attendee list prior to the event and formulate a strategic game plan. Consider running a wealth screening report if you have access to it, as it can offer insights into the major players in attendance. Preparedness is the key to making the most of these opportunities.
4. Tap into Your Database: Your office’s research department can provide you with a wealth screening assessment of your existing prospects. Alternatively, you can conduct this research independently. Experience has demonstrated that donors with a consistent history of giving tend to yield the best results when seeking out new prospects. Their giving patterns already reflect their affinity and serve as a compelling conversation starter during initial qualification.
5. Harness the Power of LinkedIn: If you’re not already familiar with LinkedIn’s search function, it’s high time you become acquainted with it. This tool is a veritable goldmine. The user-friendly search function allows you to filter prospects based on specific criteria. Begin by inputting your university’s name in the search bar. Once on the university page, navigate to the alumni tab. From there, you can narrow your search based on their location, workplace, or even job titles. For instance, you can identify all alumni in Chicago with the job title “president.”
6. Recent Gifts: Sometimes, the most straightforward approach yields results. Perusing the list of recent gifts received by donors can be a source of promising leads. Since these individuals are already contributing to your organization, a simple follow-up call to express gratitude for their gift can evolve into a visit and potential future giving.
Once you’ve identified these new prospect leads, the real work begins. Each one represents an opportunity to forge lasting relationships and secure transformative philanthropic support for your cause. So, don’t hesitate – embark on your prospecting journey and watch your portfolio flourish.
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