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The Glue that Holds it All Together

From Terry’s book, The Benevon Model for Sustainable Funding: A Step-by-Step Guide to Getting it Right, Second Edition.

In the Benevon Model, follow-up is the glue that holds the whole model together. When your goal is to build lifelong relationships with individual donors, the follow-up process never ends. Whether after the initial Point of Entry Event or after each subsequent donor contact, you will be asking your donors for their personal feedback and listening closely for clues as to how they might like to become more involved.

The first Benevon Follow-Up Call, which happens after the initial Point of Entry Event, is not just a polite thank-you call, in which case it could be made by the Ambassador or the person who invited each guest to attend. It is fine for the Ambassador to call their guest to thank them for coming. However, the official Follow-Up Call must be made by someone representing the organization, someone to whom the guest can give candid feedback, without any sense of obligation to the friend who invited them.

The purpose of the Follow-Up Call is to discover whether or not this person is interested in becoming more involved with your organization. If the guest does want to become more involved, the Follow-Up Call is the opportunity to determine the particular aspects of your work that most inspire them and who else they may want to invite to attend a Point of Entry Event.

If you discover during the Follow-Up Call that the guest does not want to get involved, the guest is “blessed and released,” but not until you have asked if there is anyone else they might want to invite to a future Point of Entry Event.

Selecting the Ideal Person to Make the Follow-Up Calls
As you begin implementing the Benevon Model, it is worth thinking through who will be responsible for making these critical Follow-Up Calls.

The official Follow-Up Call should be made by the one staff member who is the Team Leader accountable for the successful implementation of the Benevon Model within the organization. This person needs to enjoy building relationships—and talking on the telephone! This person will be each guest’s ongoing primary contact at the organization and will guide the cultivation process leading up to the Ask Event and beyond.

The ideal Follow-Up Call person must:

    • Attend every Point of Entry Event and have a speaking role, either as the tour guide, storyteller, or testimonial speaker
    • Enjoy talking to people on the phone
    • Be accountable for Ambassador recruitment and oversee the Ambassador Manager
    • Have access to the executive director or CEO to get responses to donors’ questions or ideas in a timely manner
    • Possess the maturity and ability to interact with all types of people
    • Enjoy developing relationships with people over time
    • Be detail-oriented and committed to tracking every donor conversation in your database

Choose your Follow-Up Call person carefully and be sure that every guest receives this call two to three days after attending their Point of Entry Event.