Q: We have now had two Point of Entry^® Events and are very excited about the Benevon Model, but I have some questions. When is the best time of year to have the Ask Event^™? I'd also like some tips on contacting our Point of Entry guests to help cultivate them.

Greg in Missouri

A: The best time of year to hold an Ask Event is in the spring or fall, in our experience. Many people are very busy with family and vacations during the summer and winter, so your attendance is likely to be higher in the spring or fall. The best days tend to be Tuesdays, Wednesdays, and Thursdays, although there are some exceptions to that which you can read about here. The best time of day is a breakfast or lunch, depending on what is more convenient for most of your guests. Ask Events should not be done as dinner events; dinner events come with all sorts of complications, unwritten rules, and assumptions. Guests at dinner events tend to give just enough to cover what they believe is the cost of the meal.

As for what to say when building relationships with potential donors, as you may have read in my books, I recommend doing a Five-Step Follow-Up Call^™ after every Point of Entry Event or other in-person interaction you have (provided they have given you their permission to contact them). It is important that these calls feel natural and personal and that you invite involvement with your organization on whatever level the person is comfortable with. The five steps of the Follow-Up Call are:

1. "Thank you for coming."
2. "What did you think?"
3. Be quiet and listen.
4. "Is there any way you could see yourself becoming involved with us?"
5. "Is there anyone else you can think of that we ought to invite to a ____________ (Point of Entry)?"

Terry