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I just lately heard creator Andrea Waltz remind fundraisers to “go for no!” (That’s the identify of her e-book too.) It’s a reminder that too usually we hand over earlier than the donor has actually decided.
Reframing Failure
She additionally shared the necessity for us to reframe the phrase “no.” When asking for cash, too usually, we hear a “no” as the tip. I requested. They answered. The top.
However fundraising is about relationships. Relationships are constructed on conversations. If you ask a donor for a present, say $25,000, and so they say “no,” they might not ending the dialog. They could be open to giving. Simply not open to giving $25,000.
That is kind of an “invitational no.” A no that’s an invite to politely discover additional. As a fundraiser, a part of your job is to search out out what the donor will say “sure” to.
3 Causes for a “No” in Fundraising
Fundraising knowledgeable Alina Gerlovin Spaulding says there are solely actually 3 no’s:
- No in regards to the venture
- No in regards to the present whole
- No in regards to the timing
As you’re in an asking dialog, you get to discover every of those with a donor. You may say, “I’m sorry to listen to that. Is it the venture that doesn’t match? Or is it the quantity?”
Your purpose is to pleasantly discover out if there’s a present degree, timing, and venture they are going to help. If they’ve a difficulty with the venture, you then regulate. If it’s a difficulty with the quantity, than you possibly can counsel paying over time. Or ask in the event that they have already got a donor suggested fund. If timing or a DAF isn’t an choice, you possibly can counsel completely different present ranges.
Serving Your Donors, Your Program Workers, and Your Trigger
This isn’t license to badger individuals. Or to turn out to be argumentative. For those who’re following the “Ask With out Concern!” steps we train right here, you’ll have already got a relationship along with your donor. You’ll be making the ask based mostly on the donor’s shared values. One thing they genuinely care about.
So that you’ll have the nice persistence to discover potentialities with them. Simply strolling away is an choice. However your nonprofit’s work os value getting slightly uncomfortable for. As a fundraiser or nonprofit chief, a part of your position is to boost funding. This helps your program workers do the superb work that they do. And helps you be the change you need to see on the earth.
So, reasonably than simply tucking your tail and working whenever you hear a no, pause. With honest curiosity, discover what may work for the donor and in your nonprofit. If it’s nonetheless a no, that’s okay. Most no’s are “no for now.” You’re in a relationship and might need one thing to counsel sooner or later.
However usually you’ll discover that you just didn’t share sufficient in regards to the influence of the present. Or that funds may very well be made quarterly, or over a pair years. So share that with them. In so doing, you’re serving the donor, your program workers, and your mission.
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