Q: We are doing Point of Entry^® Events this winter and have started with our own donors as our primary guest list. Donors are delighted to learn more about our organization, but we are unclear as to how to move to the Ask with smaller donors. We will be making plans to ask our major donors for gifts in person, but don't know how to best ask the Point of Entry guests who have been making small gifts to date and haven't given any indication of making larger gifts. Since we can't meet with each of our $25 donors in person, we are considering doing a special mail appeal for the smaller donors who have attended Point of Entry Events. Your advice would be very much appreciated.

Thomas in Vermont

A: The Free One-Hour Ask Event^™ would be perfect for all of your donors, large and small. If you like, the major donors can give to a challenge fund in advance, which can then be matched by the smaller donors at the event. I think you will be surprised by the number of smaller donors who make larger multiple-year gifts at the Ask Event. Also, if you can wait to ask the larger donors there, their gifts will likely be larger and for multiple years as well.

Terry