I not too long ago heard creator Andrea Waltz remind fundraisers to “go for no!” (That’s the title of her ebook too.) It’s a reminder that too typically we surrender 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 typically, we hear a “no” as the tip. I requested. They answered. The top.
However fundraising is about relationships. Relationships are constructed on conversations. While you ask a donor for a present, say $25,000, they usually say “no,” they could not ending the dialog. They might 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 seek out out what the donor will say “sure” to.
3 Causes for a “No” in Fundraising
Fundraising skilled Alina Gerlovin Spaulding says there are solely actually 3 no’s:
- No concerning the mission
- No concerning the present complete
- No concerning the timing
As you’re in an asking dialog, you get to discover every of those with a donor. You would possibly say, “I’m sorry to listen to that. Is it the mission that doesn’t match? Or is it the quantity?”
Your purpose is to pleasantly discover out if there’s a present stage, timing, and mission they are going to help. If they’ve a problem with the mission, then you definately modify. If it’s a problem with the quantity, than you may 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 may counsel completely different present ranges.
Serving Your Donors, Your Program Workers, and Your Trigger
This isn’t license to badger folks. Or to develop into argumentative. When you’re following the “Ask With out Worry!” 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 prospects with them. Simply strolling away is an choice. However your nonprofit’s work os price getting just a little uncomfortable for. As a fundraiser or nonprofit chief, a part of your function is to lift funding. This helps your program employees do the wonderful work that they do. And helps you be the change you wish to see on this planet.
So, reasonably than simply tucking your tail and operating once you hear a no, pause. With honest curiosity, discover what would possibly 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 may need one thing to counsel sooner or later.
However typically you’ll discover that you just didn’t share sufficient concerning the affect 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 employees, and your mission.
