ARE YOU GONNA ASK TODAY?
Apr 04, 2017Are you? Going to ask today? It not, what do you need to learn to get there?
One of three things, friends: timing, amount, purpose. Ideally in that order.
- Your donor’s timing (kids in school, retirement looming, big medical bills) lets you know if you should even be talking about money right now.
- Guidance on amount lets you put exactly the right opportunities in front of them (you don’t go down blind alleys nor do you under-ask!).
- Then the real fun begins and you can focus on purpose, co-creating with your donor a gift that achieves exactly the impact they dream.
Don’t get us wrong! Of course you want to know your donor. Rapport matters, connection matters, respect matters – a lot.
We’re not suggesting you should make an ask upon first meeting (though honestly, sometimes you should!).
But you absolutely should, must – please, we are begging you – be asking yourself, before every meeting, “Am I going to ask today?”
Because – and we can’t say this strongly enough – while you may in fact become wonderful friends with your donors, you are not there to become friends. You are there to raise money for the cause you love.
Never forget that you are the superhero of your organization! Seriously, we know it doesn’t always feel like that, but your org literally depends on you for its survival, right?
So remember, you are meeting with this lovely, generous, interesting person in hopes they will make a gift. The more fully you acknowledge and honor that in every conversation, the better, more authentic connection you can actually forge.
Should you “engage” them? Of course! Invite your donor to events; arrange for them to meet students, clients, whomever you serve; show them in clear and concrete ways the impact that gifts make.
But when you are lucky enough to enjoy your donor’s full attention - during those precious, all too infrequent face-to-face visits - use your time wisely! Keep your eyes on the prize – which is a gift for your org.
You wouldn’t be meeting with this person unless they wanted to give, right? So help them do it! You superhero, you. Go out and make some generous change!
