1. Join an organization where you can connect with prospects. Write out a check to join as a regular member. Read over their literature and calendar of events. Reservations are required if it’s a gala or lecture with limited seating. (For help choosing an organization, start here.) (Photo: Shutterstock)
2. Attend a few events. These are monthly meetings of the membership. Try to meet six new people each time. Get comfortable, let people get comfortable with you. Observe behavior. (Photo: Shutterstock)
3. Who are the key players you want to meet? You’ve read over their literature. You know the names of officers and major donors. Include members of the professional staff, like the membership and development directors. (Photo: Shutterstock)
4. Meet the key staff members first. Learn about the organization. Listen. Be complimentary. Don’t ask for anything. (Photo: Shutterstock)
5. Later, ask for introductions. You are a new(er) member. Who would they recommend you meet? Who would you like to meet? Will they arrange introductions? (Photo: Shutterstock)


6. Meet the publicity director. This happens through your new friends on the professional staff. Let them connect a face to your name. Dress well. Smile. They arrange the publicity shots at events. (Photo: Shutterstock)
7. Identify the critical issues. Often they are membership, event planning and fundraising. One is usually in crisis. Volunteer to help. (Photo: Shutterstock)
8. Attend meetings and events. You are a familiar face. Deliver on your volunteer projects. (Photo: Shutterstock)
9. Meet the executive director. They are the CEO running the place. Ask your friends on the professional staff to set it up. Be flattering and complimentary. (Photo: Shutterstock)
10. Let them know you want to get more involved. You want to raise your visibility. By now, you’ve proved yourself on your volunteer project. You’ve written checks. How would they suggest you get more involved? (Photo: Shutterstock)


So you’ve decided to expand your client base through social prospecting. You’ve identified a few community organizations where your high-net-worth prospects are likely to show up and you would be a good fit. (If you haven’t, check out 9 Great, Good and OK Places to Meet Wealthy Prospects.) Now you need a strategy.

Here are 10 steps you would implement over a period of several months. Cultivating HNW prospects takes time. You are taking the long view. You want to develop social relationships first.

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