If you read the first four parts to this series (LINK HERE), you know that a major gift visit is the meeting point between a donor’s values and your mission’s future. And now you have arrived at the moment that connection begins to take shape: the visit itself.
Every meeting with a major donor begins with a few simple minutes. During these opening minutes of the conversation, the donor is deciding whether this will be a conversation where they feel relaxed, understood, and able to explore possibilities…or an appointment they simply need to get through and over with. Simply put, how you open a major gift visit sets the emotional temperature for everything that follows. It shapes the tone of the relationship and influences how comfortable the donor will be to be prepared for the deeper conversation ahead.
A thoughtful opening accomplishes two important things:
- It helps the donor (and you) relax, and
- It builds connection.
A warm, unhurried opening creates a natural bridge to deeper conversation – the goal is to shift the conversation from you talking to them to you talking with them.
Invite the donor into the conversation by asking open-ended questions about them, their lives, their families, or their work. Do more listening than talking. Open-ended simple questions tells the donor that you’re paying attention and that you’re genuinely interested in their experiences. Don’t overthink it – just focus on being steady, warm, and attentive.
Examples of strong openings include:
- Using a personal observation. “It’s great to see you, Emily. I drove past the new soccer field at the school that your family is involved in helping to put in. How’s everything coming together?”
- Drawing on a shared connection. “I noticed that you joined the Endowment Committee at church. How’s that going?”
- Connecting through volunteer work. “Robert, thanks for making time to see me. I’ve heard such positive things about the volunteer team you’re leading at Habitat for Humanity. How’s that experience been for you?”
Each one of these examples shows why stating the major gift visit with genuine connection matters: you start in their world, not yours.
John V. Clark, President/Partner
The James Company
Phone: (815) 353-8997
Email: jclark@jamescompany.com
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