Have you ever been put on the spot by an excellent question?
Last week, I was speaking at a Rotary Club. At the end of the presentation, one man asked this question:
For some of us, we’d rather have a long, sharp wooden stick put in our eye than ask people for money. What are the top three things that can help us overcome the fear of asking?
I loved his candor! What an image.
In the heat of the moment, I came up with:
- Seeing people turned on by the joy of giving.
- Reconnecting with your passion for the cause.
If you can accompany someone who will make the ask, you’ll see that donors are honored to be asked. And when you see donors pysched about asking, than you’ll start realizing that as a fundraiser, you’re not merely taking something from people…you’re actually giving them something too.
This is so important. If I had been able to think through the answer rather than responding off-the-cuff, this one would’ve been first. So often executive directors and fundraisers get removed from the actual mission their organization is accomplishing every day. Get out there. Mingle with the kids visiting your museum. Visit with the people eating at your soup kitchen. Talk to the patients in the clinic. Reconnecting with your passion might be enough to get you to overcome the awkwardness of asking.
…I choked here. I couldn’t really come up with a three. So I punted and asked the group.
Increase your confidence by starting with a definite yes! In other words, start with a donor who has been solidly qualified, so that you know that even if you are not “pitch perfect”, they will still say yes. Nothing builds confidence in a process faster than success.
Marc: I think you’ve really covered it. Everything else is a just variation on those themes – for instance, I encourage boards to share why they are on the boards, and participate actively in crafting the case. My experience has been that it takes a few minutes to get an individual board member fired up, but when you ask questions such as, “What was it about the values of this organization that attracted you? What made you feel really connected? What did you see that inspired you?” they begin to realize that they have a lot to say.
And to add to my post: When you ask board members to think about their connections to an organization, they also realize that these are the same reasons donors want to connect with it.
#3: Remember it is not about you! You are simply a pipe that connects a generous individual with an important cause.
#4: Learn the difference between stage fright (adrenaline) and caution.
#5: Anticipate that some people will say no. So what?
Thanks Brenda!
Great points Ruth! I LOVE doing that at board meetings! Isn’t it fun to feel the energy in the room rise?
Hi Paul: These are great too!
Rehearse. Practice. Do a dry run several times over. Know exactly what you are saying and why. It is not always that different from giving a speech. Rehearsing will do wonders for anybody’s fear of public speaking.
Thanks Niels! I do think that would help people get more comfortable!
Fear itself. Face the fear out of fear knowing that if you dont ask, don’t send out those timely newsletters, emails, or thank yous, you fail to gain the needed support for your cause. The reason you ask. The fear of not fulfilling your mission that causes you to ask.
Every person I call on is a potential donor. So, I never see “no” as a final rejection. For some potential donors, they are not in a position to give today, but maybe tomorrow. I usually get a surprise check in the mail each month from some delayed response due to cash flow or an emotional trigger prompted them. Gentle follow-up is the key. The more engaged I am with a potential donor, the more likely I will know his “hot button”.
Shirley: Love the idea of using fear in your favor!
Jerry: Too true! Thanks for the comment!
Start with thanking long-time donors. Find out why they feel connected to your agency and see that it is not some amazing thing to be a donor but anyone can be a donor.
ok of course it’s amazing to be a donor – I meant RARE and UNHEARD OF. Thanks. 🙂
Great points, Kristi! Thanks for the clarification. 🙂
Remember why you are raising funding…remember that specific success story of a changed life, the one that reminded you why you do what you do…when you remind your prospect/partner of your mission, then break it down further and say something like, “…and that’s our mission, but let me tell you about the Jones family and how we were able to be a part of changed lives in that family.”
An add on to my earlier post…remember that fundraising is not about YOU. Take you out of the equation. Remember that you are simply on a hunt to find those people whose values match those of your organization, who give to some cause at some time for some reason, and are moved by the vision that you paint for them of a better world as a result of what you do and how you do it.
Fred: GREAT advice. Thanks!
Ruth, I’m glad you said that. Years ago I was consulting with a small and reluctant board, and that’s exactly what I asked them to do. Then I was promptly (and somewhat rudely) shut down by one of them for wasting their time with silliness. Had me doubting myself, but I still think I was on the right track – nice to hear I’m not alone in that!
Mary: There was nothing silly about that suggestion! You WERE on the right track!
Re: board members….the key to their participation in the process is…are they personally giving to the organization, not just their time but their money as well…then have them reflect on why they give.
I think it helps to shift from the mindset of “asking” to the model of invitation. When you’re having a wedding or a party you invite people even if they aren’t able or decide not to attend. An invitation sends a message about the relationship…”we’d love to have you.” The decision about whether to come is up to the person, but we have honored them with the invitation. Sometimes people we don’t expect surprises us with a yes. Inviting people to be part of something great should honor people not offend them.
Donna: That is a WONDERFUL explanation!
Trust those you are asking to see the value in what you and your organization is offering in the community. I think this ties in closely with passion you display about your project.
Donna,
That was a powerful explanation of equating inviting the donor to participate and inviting an acquaintance to a wedding. Very good visual illustration. We don’t get a lot of wedding invitations. However, even if we can not attend, we send a gift card or a cashier check to the newlyweds.
That people are flattered when you ask them!
Inviting people to contribute by donating or volunteering or whatever is in essence giving them an oppotunity to share in a community..to be a part of something. I think getting up the courage to ask is about thinking like a generous host rather than an annoying beggar…which is similar to what has been said already…but my take on this.
I really like the “generous host” imagery!
I always think of the “church” model. The plate gets passed around at every service. People put in because they value their church and know if they don’t contribute it won’t be there for them anymore.
Thanks Bunnie!
What I like about the church analogy is the frequency of passing the plate. But I have found lots of church folks that don’t get the connection between their giving and the church’s ability to be there. *sigh*
I do love to work with churches though. It’s fun to see church goers “get” it!