Sleepless in 2013?
And then I guess the important part after that is … to … shut … up.
JS: Oh, AMEN!
MP: I mean, out of respect. It’s fully out of respect. It’s not because you’re going to win/lose, nothing like that. The other person needs time to process what you just said. And they will let you know when they’re done processing by being the first one to speak.
TH: You’re so right. I’ve seen people make the ask and then get so nervous in the silence that they start undercutting the ask. “You know, if that’s too much, maybe we can talk to you about something else.” And they negotiate with themselves instead of leaving the silence there.
If we start with the premise that giving to a meaningful organization is something that’s going to make a positive difference in the donor’s life, then we should be proud to ask. And if we have board members who aren’t proud to ask, maybe they shouldn’t be board members. Or if we’ve got management that aren’t proud to ask, maybe they shouldn’t be with the organization if they’re not that proud of the organization and the work that we do.
MP: Preach it!
CJ: [It’s important to equip] the manager or the major-gifts officer or whoever is making this ask with the knowledge not only of what this sum of money is going to do for the organization and being as specific as you can, but also equipping that person with the knowledge of the person that they’re asking this money from. What specifically interests that person? Is it a particular part of the mission? Is it one program? Having as much information about that particular donor as possible before they go in there and make that ask.