Keep Your Gaze on the Donor’s Heart
You’re feeling the pressure.
You have to reach your goal.
You were reminded again last week. Some donors on your caseload are behind. And there is concern that the budgeted funds will not come in.
“Perhaps if I push harder things will change,” you say. And it is tempting. You’ve done it before in other tough situations. You pushed through and made it happen.
This is when your mind shifts to answering the question: “How am I gonna get the money?”
And that is the wrong direction to go.
I know it feels like the right thing to do. Because it is about the money, isn’t it? If you don’t think about how to get the money, you won’t get the money. And then there will be more pressure.
And that pressure is smothering you. You don’t need any more of that!
But stop for a second, take a breath and get centered. See if you can get that pressure to lighten a bit so you can think clearly.
OK. Ask yourself this question: “What makes the money flow from your caseload donor to your organization?”
The answer is quite simple. The money flows from the donor when a need the donor has is satisfied.
A satisfied need equals money.
Pretty simple and basic, but true.
The best way to get the money is to satisfy a donor’s need. This means you have to turn your gaze to the donor’s heart.
What is in the heart of your donor? What passion and interest does the donor have? What longing does the donor have that yearns to find release and satisfaction?
That is where your focus should turn to when you are feeling the pressure.
Because that’s the only path to the money.
If you’re hanging with Richard it won’t be long before you’ll be laughing.
He always finds something funny in everything. But when the conversation is about people, their money and giving, you’ll find a deeply caring counselor who helps donors fulfill their passions and interests. Richard believes that successful major-gift fundraising is not fundamentally about securing revenue for good causes. Instead it is about helping donors express who they are through their giving. The Connections blog will provide practical information on how to do this successfully. Richard has more than 30 years of nonprofit leadership and fundraising experience, and is founding partner of the Veritus Group.