These regular donors are boosters for the organization. They are fans. You have people you want to meet. Getting in front of the business owners you’ve identified is easier when you are representing a nonprofit supporting a worthy cause. Here’s the great part: These previous donors likely run in the same circles as your prospects. They believe deeply in the cause and should be able to connect you with the prospect over drinks or coffee. They would attend.
What’s in it for you? You now have a connection to a business owner that can be developed as a prospect for the organization and possibly for future business, once they get to know you. Your involvement with bringing in new donors and getting to know current donors puts you in the position od “the guy who knows everyone.” You’ve become a gatekeeper. Now people want to know you.
Does this take time and effort? Yes. Do you need to be ethical and careful? Yes. As you get to know people and they transition from stranger to acquaintance and then friend, they will take an interest in what you do. It’s human nature.
There is a temptation to push business. Don’t. Image can be everything. If you pushed business, you might come across as desperate. Desperate people don’t get dates. In social situations like these, the opposite of desperate is successful. “I know what he does. He doesn’t push business. He must be successful.” In your HNW world, successful people want to do business with other successful people.
Bryce Sanders is president of Perceptive Business Solutions Inc. He provides HNW client acquisition training for the financial services industry. His book, “Captivating the Wealthy Investor” is available on Amazon.