One of many greatest errors I see with main reward solicitations is extremely straightforward to repair.
Should you’ve ever made an appointment for a serious reward ask, you’ve in all probability felt the stress of “getting it unsuitable.” The concern that you simply may offend the opposite. Or that you simply received’t have the solutions they need. Or the concern that you simply’ll let your nonprofit crew down.
Fairly 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 determine the supply. So that they suppose that it should be their very own instinct warning them in opposition to making a present.
It doesn’t need to go like this.
What would you like? Do you actually, really 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 most important mistake folks make with main reward asks: not being clear on the targets of the solicitation.
Should you’re fundraising, the aim must be round elevating funds. Too typically, nonprofit leaders appear to suppose an appropriate aim for a serious donor ask is “I wish to depart being appreciated by the prospect.”
Being appreciated by the prospect is ok. However it doesn’t provide help to assist your workers by assembly payroll. The truth is, “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 pal. You’re paid by your nonprofit to lift funds.
So ensure that to enter each solicitation with a greenback quantity in thoughts. And even small, medium, and huge reward quantities.
However ensure that the small continues to be one thing you’d be pleased 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 end result, 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 essential.
And what do they need? Do they actually, really need?
Identical to a soccer subject has two targets, so does any interplay with two human beings.
Every individual has some kind of end 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 targets overlap along with your nonprofit’s mission.
If there’s no overlap, then politely half methods. They’re not the best donor for you.
But when there may be overlap, then you’ll be able to introduce your aim by making the main 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’ll be able to to attempt to acquire readability on theirs earlier than the appointment. However give your self area within the appointment to search out out what the donors desires.
Then, and solely then, are you able to confidently provide an answer within the type of an ask.
