Don't assume you know much about your prior or existing donors. One of the first questions I ask when working with an organization is: How many individual donors do you have? The second question is: How many of them does someone in your organization actually know? On a nearly first-name basis? When was the last time they attended a Point of Entry^®? And what about all the others that no one really knows well? Have they ever been to one of your introductory events?

Before you jump ahead and get overwhelmed, think of it from their perspective. They've been sending you money for the last year or ten. Maybe only $25. Maybe $100. Maybe $1,000 or more. They get a nice thank-you note and a regular issue of your newsletter. They may find their name in your annual report. And that's about it.

It's a wonder they keep giving to you at all, as opposed to giving to the organization down the street that has taken the time to call and thank them personally for that gift. Or, better yet, to have a board member call to thank them, to find out a little more about them (by conducting a Treasure Map^® Interview), and to invite them to a non-threatening, informational Point of Entry, or in their case, perhaps, a Point of Re-Entry, to reconnect them directly to the outstanding work of the organization.

Even if they decline the invitation, they will appreciate your acknowledgment of their ongoing support.