One of many largest errors I see with main reward solicitations is extremely straightforward to repair.
In the event you’ve ever made an appointment for a significant reward ask, you have in all probability felt the stress of “getting it incorrect.” The concern that you just may offend the opposite. Or that you just will not have the solutions they need. Or the fear that you will let your nonprofit crew down.
Moderately 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 cannot establish the supply. In order that they suppose that it should be their very own instinct warning them in opposition to making a present.
It would not need to go like this.
What would you like? Do you actually, actually need?
Everytime you go into a significant reward solicitation, you need one thing. More often than not, you desire a reward or pledge dedication.
So why not be trustworthy about that? Why not specify what you need?
That is the most important mistake folks make with main reward asks: not being clear on the targets of the solicitation.
In the event you’re fundraising, the objective must be round elevating funds. Too usually, nonprofit leaders appear to suppose an appropriate objective for a significant donor ask is “I need to depart being favored by the prospect.”
Being favored by the prospect is ok. But it surely would not assist you help your workers by assembly payroll. Actually, “being favored” is a objective that confuses donors too. They find yourself questioning, “Why did she meet with me? Was there some extent to that go to?”
As a nonprofit fundraiser, you are not paid by your nonprofit to be a donor’s finest pal. You are paid by your nonprofit to lift funds.
So make certain to enter each solicitation with a greenback quantity in thoughts. And even small, medium, and huge reward quantities.
However make certain the small continues to be one thing you would be happy with.
This is not manipulative. Donors aren’t silly. They know why you are there. So be clear to your self on why you are there too.
Completely be pleasant. And respectful. Amazingly, getting clear on the objective of your consequence, can focus you and free you as much as actually hearken to the donor.
And listening to the donor helps you be taught what her targets are. As a result of her targets are simply as necessary.
And what do they need? Do they actually, actually need?
Similar to a soccer discipline has two targets, so does any interplay with two human beings.
Every particular person has some form of consequence 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 objective. No! Your job is to attempt to discover the locations the donor’s targets overlap together with your nonprofit’s mission.
If there isn’t any overlap, then politely half methods. They don’t seem to be the suitable donor for you.
But when there may be overlap, then you may introduce your objective by making the key reward ask.
Get readability about each targets!
To keep away from the most important mistake in main reward asks, get readability on each targets: yours and the donors.
Get clear on yours earlier than the go to or Zoom name. And do what you may to attempt to acquire readability on theirs earlier than the appointment. However give your self house within the appointment to seek out out what the donors desires.
Then, and solely then, are you able to confidently provide an answer within the type of an ask.