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 typically we quit 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 top. 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, and so they say “no,” they could not ending the dialog. They could be open to giving. Simply not open to giving $25,000.
That is type 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 skilled Alina Gerlovin Spaulding says there are solely actually 3 no’s:
- No in regards to the mission
- 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 mission that doesn’t match? Or is it the quantity?”
Your aim is to pleasantly discover out if there’s a present degree, timing, and mission they’ll help. If they’ve a difficulty with the mission, you then regulate. If it’s a difficulty with the quantity, than you may recommend 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 possibility, you may recommend completely different present ranges.
Serving Your Donors, Your Program Workers, and Your Trigger
This isn’t license to badger folks. Or to change into argumentative. For those who’re following the “Ask With out Worry!” steps we educate right here, you’ll have already got a relationship together with your donor. You’ll be making the ask primarily based 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 possibility. However your nonprofit’s work os value getting just a little uncomfortable for. As a fundraiser or nonprofit chief, a part of your position is to lift funding. This helps your program employees do the superb work that they do. And helps you be the change you wish to see on the planet.
So, fairly than simply tucking your tail and working once you hear a no, pause. With honest curiosity, discover what may work for the donor and on 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 recommend sooner or later.
However typically you’ll discover that you simply didn’t share sufficient in regards to 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.
