Not taking no for an answer.
Fundraisers know that the three P’s are critical to success - Persistence, Passion, and Patience.
I would add a fourth which is Persuasion.
One of the most challenging and essential aspects of donor interaction is getting the meeting. Whether you are a seasoned staff member or an enthusiastic board member, providing just enough information to build curiosity without going into too much detail on the initial invitation is key.
Meeting face-to-face with donors enables them to hear firsthand about the mission, the initiatives, and the impact. Simultaneously, learning from your donors’ perspectives, gaining their feedback, and engaging them in envisioning the future requires a person-to-person conversation. These outcomes simply cannot be achieved effectively through printed materials, emails, texts, or telephone calls.
Oftentimes prospective donors offer objections such as “we won’t be able to make a gift” or “we are committed to other organizations.” This is the most crucial time to use the power of persuasion. Not to be pushy, but rather to genuinely reassure them that regardless of their desire or ability to provide a current contribution, the important thing is to share information and learn from their valuable insights and input.
“Even if this isn’t the right time for you to support us, we would very much like to meet so that we can share our initiatives and learn from your perspectives.”
Ideally, a board member or volunteer is extending this invitation which creates the opportunity for them to give their testimony.
“This is an organization that I/we care deeply about. As a personal favor to me, please take an hour of your time to offer us your insights.”
If they emphasize their affinity to other organizations, this opens a window.
“That’s exactly why we want to meet with you. We would be grateful to learn from your extensive nonprofit leadership experience.”
It is very rare that these initial interactions do not result in an increased level of engagement or at the very least, connections to other potential supporters.
“Based on our conversation today, are there others who we should be including in our outreach? Would you assist us with an introduction?”
Alternatively, if we take no for an answer, the immediate perception is that we care only about their money. That could not be further from the truth as we know that meaningful relationships take time to evolve and nurture. Even if it takes years to develop charitable affinity, those are years well spent.
The bottom line is that a no now is a no forever if we don’t create the space to deepen the connection with an in-person conversation through persistent passionate patient persuasion.
Alliance Philanthropy’s philosophy is to inspire staff, volunteers, and board members for all types of not-for-profit organizations to raise funds enthusiastically and passionately - at maximum levels - in support of their mission.
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