There are more ways to communicate with people than we’d dared to imagine even just 10 years ago. While one generation might think email is cold and impersonal, another generation might believe it’s slow and outdated compared to text-messaging.

But face-to-face communication is still critical when it comes to raising money, which is why the personal visit will never go out of style.

There are a few things to review and think about before setting up the personal visit. Terence M. Green, vice president of development at Children’s Hospital Los Angeles, who led a session about “How to Ask” during the Association of Healthcare Philanthropy’s International Conference in Chicago, presented a few solicitation pointers appropriate for both staff and volunteers.

First, think about your prospect, and review any information you have about your prospect’s family, interests, employment, wealth, charitable giving, etc. Also, think about your organization and review its needs and plans.

Call to arrange a personal visit but try not to solicit over the telephone. Instead, make an appointment to discuss your organization. Asking someone in person says three things:

• You are committed to your organizations;
• Your organization is important, and;
• Your prospect is important to your organization.

To make the initial appointment, turn the conversation into a scheduling question rather than a solicitation.

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