Note: This post was co-written by my friend and colleague Harvey McKinnon. Thanks Harvey! It was also re-imagined as an exercise for the book, Train Your Board (and Everyone Else) to Raise Money.

As a fundraiser, you’re probably focusing on “the ask”: how to frame your request in the most compelling, inspiring way. Without a doubt, a strong ask is one of the keys to successful fundraising – but then what?

When you hear the words, “Yes, I’d like to help,” how do you respond?

Be grateful and enthusiastic. Show your heartfelt appreciation. Talk about how the gift will make a difference.

Then it’s time for the “after questions.”

After the yes: 12 questions you can ask donors

Not every question below is appropriate for every donor or every visit. Choose the questions that seem most relevant and adapt them to your needs and circumstances.

1. “How would you like to pay?” Do you want to write a check now? Would you like us to send you a pledge statement in the mail? Are you interested in signing up for our monthly sustainer program?”

Many solicitors bring pledge forms and fill them out with the donor. The question above, along with several below, could be included on this pledge form.

2. “How do you want us to use this gift?” Check your notes from the meeting and all previous conversations. If you sense that the donor wants to restrict the gift to a specific program or campaign, this is the time to clarify and honor that intent.

3. “How would you like to be recognized? We publish donor names in our newsletter, annual report, and website. We’d love to include your name so we can publicly express our thanks, because your commitment will inspire others to give. May we list your name or would you prefer to be anonymous?”

4. “Do you want your gift to honor someone you care about? We can list their name, your name, or both.” When preparing your pledge form, include space to collect this information.

5. “Tell me a little more about why you support our work. We’re always interested in what motivates our donors to give; this helps us reach out to other potential donors.”

6. “Would you be willing to give a testimonial we can use in our newsletter and other promotional materials? Our most generous supporters – people like you – are our most credible advocates. May we have a sentence or two to share with others?”

7. “Would you be willing to join us at a board meeting and talk about why you support our work? It’s really helpful for the board to hear directly from donors. It reminds them why we do our work and why it’s important to ask people to contribute.”

8. “How would you like to be kept informed – and how often? Do you want a printed newsletter, or do you prefer brief emails? Shall I phone you from time to time? Are you active on social media? Would you prefer to receive updates in person – and if so, how many times per year?”

9. “When I come back to give you an update, would you be willing to include family members in the conversation?” If you’re cultivating donors for future gifts, especially planned gifts, this is an essential step.

10. “Can you recommend other people we can talk to about a gift? Do you have friends or colleagues who might want to join you in supporting our work? Would you be willing to make an introduction – by phone, by email, or in person – or join me for the initial visit?”

11. “Given your strong commitment, would you consider volunteering to help us raise money? For example, would you be willing join me when I meet with potential donors and talk about why you give?”

12. “What’s your personal giving calendar? Are you typically a once-a-year donor? Twice a year? If we have an urgent need, can we approach you again? What schedule works best for you?”

Collect the answers – then use them

Capture all this information and enter it in your donor management database immediately. Here’s a tracking form that might be helpful.

Congratulations! You’ve just created a personalized road map for engaging your donor and honoring their wishes. If you use it, and use it diligently, it will lead to repeated (and larger) gifts.