Don't Skip Steps in the Sequence of a Proper Ask
I asked the nonprofit exec to do a lot of listening in his next several meetings with potential donors. Perhaps not even ask them for a gift at all — at least this time. Listen for the cues that tell you what the individual is thinking, what he knows and, more importantly, what he doesn't know. Once you know where the gaps in the potential donor's understanding are, you can adroitly bridge them and move the donor to an emotional commitment, which is the precursor for a financial investment.
I haven't yet heard back from Tom, but I'm eagerly awaiting a progress report. I extend my thanks to him for reaching out and being wiling to honestly explore how he can become a more effective advocate and fundraiser for his worthy organization. A copy of "The Eight Principles of Sustainable Fundraising" is on it's way to Tom as my thank you.
Please let me hear from you concerning your particular situation and the difficulties you face in developing sustainable revenue streams. Email me. and I'll give you a quick response. I'll choose some of these thorny obstacles to share, along with my insights, in upcoming columns.