Fundraising knowledgeable Chany Reon Ockert just lately shared an incredible publish on LinkedIn that can assist you develop your main present fundraising.

You see, after I obtained began in main present fundraising, I believed I wanted a pitch.

I wanted a presentation that might be so nice, the donor would instantly pull out their checkbook to joyfully make a present!

And primarily based on the years of gross sales coaching I’d had, I attempted to have all of the solutions to any attainable objection.

The consequence? I did quite a lot of speaking.

Speaking is what I believed main present fundraising was!

Within the LinkedIn post, fundraising strategist Amanda Smith shares {that a} improvement director greater than tripled main present fundraising outcomes with just one change.

The change? Amanda writes that as an alternative of pitching her group’s wants, she started with:

“Earlier than we discuss our work, I’d love to grasp what issues most to you about our mission.”

Listening was the key!

Listening – appears scary however makes the work simpler

In my expertise, it’s listening that makes main present fundraising so exhausting. Listening is weak. Once we speak, we really feel we’re in management. Once we hear, we really feel uncontrolled. On the whim of the opposite particular person.

The excellent news? We’re not uncontrolled. We’re treating the opposite particular person with respect.

Asking questions truly helps us steer the dialog. In truth, among the finest trainings I’ve ever seen is Andrea Kihlstedt’s “The Asking Conversation.”

Within the coaching, she exhibits that 4-5 questions can transfer the dialog ahead. And exhibits that more often than not, we are literally listening to the donor. Not speaking.

Listening truly provides you the braveness to make the ask. As you hear how they join together with your work, you’ll really feel your confidence rising. And also you’ll have the ability to ask them in a manner that issues to them.

Take a breath. Pay attention.

As you undergo your upcoming main present asks, take a breath. And ask a query that means that you can truly hear the donor.

No promise that it will triple your fundraising. However I can promise that it will assist your donor retention. As a result of they’ll see that you’re curious about them along with their pockets. Actually curious about them.

This can make your nonprofit stand out within the crowd of nonprofits approaching them.

What questions will you ask your donor? Tell us within the feedback!