One of many greatest errors I see with main reward solicitations is extremely simple to repair.
For those who’ve ever made an appointment for a serious reward ask, you’ve most likely felt the stress of “getting it fallacious.” The concern that you just would possibly offend the opposite. Or that you just received’t have the solutions they need. Or the concern that you just’ll let your nonprofit staff down.
Relatively than hearken to that doubt and do one thing about it, most individuals simply carry that stress into the ask. Whether or not on Zoom or in-person, the donor picks up on the stress however can’t establish the supply. So that they suppose that it have to be their very own instinct warning them towards making a present.
It doesn’t need to go like this.
What would you like? Do you actually, actually need?
Everytime you go into a serious reward solicitation, you need one thing. More often than not, you need a reward or pledge dedication.
So why not be trustworthy about that? Why not specify what you need?
That is the largest mistake folks make with main reward asks: not being clear on the objectives of the solicitation.
For those who’re fundraising, the aim must be round elevating funds. Too typically, nonprofit leaders appear to suppose a suitable aim for a serious donor ask is “I need to go away being appreciated by the prospect.”
Being appreciated by the prospect is ok. However it doesn’t enable you assist your employees by assembly payroll. Actually, “being appreciated” is a aim that confuses donors too. They find yourself questioning, “Why did she meet with me? Was there a degree to that go to?”
As a nonprofit fundraiser, you’re not paid by your nonprofit to be a donor’s finest buddy. You’re paid by your nonprofit to boost funds.
So be certain to enter each solicitation with a greenback quantity in thoughts. And even small, medium, and huge reward quantities.
However be certain the small remains to be one thing you’d be happy with.
This isn’t manipulative. Donors aren’t silly. They know why you’re there. So be clear to your self on why you’re there too.
Completely be pleasant. And respectful. Amazingly, getting clear on the aim of your final result, can focus you and free you as much as actually hearken to the donor.
And listening to the donor helps you study what her objectives are. As a result of her objectives are simply as vital.
And what do they need? Do they actually, actually need?
Similar to a soccer area has two objectives, so does any interplay with two human beings.
Every particular person has some kind of final result they’d like from the go to. When you’re crystal clear on yours, you’ll be able to be open to exploring the donor’s.
As a nonprofit fundraiser, you job is to not do no matter it takes to satisfy the donor’s aim. No! Your job is to attempt to discover the locations the donor’s objectives overlap together with your nonprofit’s mission.
If there’s no overlap, then politely half methods. They’re not the fitting donor for you.
But when there’s overlap, then you’ll be able to introduce your aim by making the foremost reward ask.
Get readability about each objectives!
To keep away from the largest mistake in main reward asks, get readability on each objectives: yours and the donors.
Get clear on yours earlier than the go to or Zoom name. And do what you’ll be able to to attempt to achieve readability on theirs earlier than the appointment. However give your self area within the appointment to search out out what the donors needs.
Then, and solely then, are you able to confidently supply an answer within the type of an ask.
