Solicitation tips… from 1891
Looking through the McCord Museum collection reminded me about this list (found in Ken Wyman’s book Face to Face Fundraising). I love that there was a need to teach people how to fundraise in 1891. The tone is rather predatory. But the concepts still resonate today.
Ten Principles of Soliciting
By John D. Rockefeller, Sr.
First published in 1891
- When making a solicitation, dress well with costly clothes, immaculate linen, and well brushed shoes. See also that your hands are clean.
- Hunt in pairs. A call by two persons makes more impact than one, but only one should talk. This has greater dignity.
- Both people should have an elegant personal card to present at the door.
- At the outset, ask only for a few minutes of the person’s time, and by plunging into the subject, create the impression that the call will be short.
- Enter the room in genial and radiant good nature. Allow no provocation to disturb this good humour. Keep your victim also good natured, and this throughout!
- If you find him big with gift, do not rush too eagerly to the birth.
- Let him feel he is giving it, not that it is being taken from him with violence.
- Appeal only to the nobler motives. His own mind will suggest to him the lower and selfish ones. He would not wish you to think that he has thought of them.
- Let the victim talk freely, especially in the early part of the interview, while you take the opportunity to study his peculiarities.
- Never argue or contradict him. Let him talk, talk, talk. Give the fish the reel and listen with deep interest.
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April 10th, 2006 at 6:11 am
Hey, nice post – very predatory indeed, but almost all good advice as well. Like the blog, and will track it.
August 25th, 2006 at 4:14 pm
I bet John was an awesome fundraiser.
These are definetly the types of things you don’t want to tell the donor.