Q: The problem I'm running up against is among my own board members. When I ask for their assistance in gaining an introduction to potential donors (ones they know very well) and/or inviting these possible donors for a site visit (Point of Entry^®) at our nonprofit organization, the response I get is: "I don't want to contact (these possible donors) because they'll think we are asking them for money." I hear this even after these potential donors have attended our events and programs and obviously have an interest in what we do.

How can I get my own board to realize that yes, we might ask for a contribution or sponsorship at some later date, but an initial meeting is simply to gauge the potential donor's level of knowledge and interest in our organization, and to find out what sorts of charities and charitable programs they like to support?

Jo in Colorado

A: I understand your frustration—this approach can look a little suspicious to people who have never seen it in action. I suggest holding a "kick-the-tires" Point of Entry just for your board members, so they can see the intention for themselves and notice that the event is not geared towards asking for money, but rather for gathering feedback from people. I'd recommend having one or two real guests at the event, so the board members can experience the presentation through their eyes and see how inspiring it is. Then, follow up with the board members individually for their feedback. Take their feedback to heart, and make the necessary changes. Once you have their buy-in and support, you can encourage board members to invite others to your Point of Entry Events or to host one just for their friends or colleagues.

Terry