Listen and Guide—Don’t Ask
What he meant, however, was he regularly reaches out to worthy causes offering his help of resources (read “money”) and is often met with a misguided and driven desire to get money.
“We’re really busy right now making the deadline for a grant proposal. We’ll call you back.” The person never does.
“We’ll put you on the invitation list for our next gala event.” It never happens.
You may be credulous but these are actual responses he’s received.
When this donor offers resources, he’s seeking not merely doling.
The next time you’re in the company of a donor—or on the phone, or even reading a social media post—listen. Guide the investor to an understanding of how his or her values align with your mission. Demonstrate your success in fulfilling that mission—and thereby their values.
Now the “ask” becomes an invitation. An opportunity to personal fulfillment. An opportunity to be a part of something much bigger than themselves.
Yes, money changes hands. That’s the easy part.
Let me hear from you. Please share your situation and the challenges you face in developing sustainable revenue streams. Email me and I’ll arrange a brief consult providing you with practical guidance. I’ll choose some of these thorny obstacles to share, along with my insights, in upcoming columns.
Success is waiting. Go out and achieve it.
Larry believes in the power of relationships and the power of philanthropy to create a better place and transform lives.
Larry is the founder of The Eight Principles. His mission is to give nonprofits and philanthropists alike the opportunity to achieve their shared visions. With more than 25 years of experience in charitable fundraising and philanthropy, Larry knows that financial sustainability and scalability is possible for any nonprofit organization or charitable cause and is dependent on neither size nor resources but instead with the commitment to create a shared vision.
Larry is the author of the award-wining book, "The Eight Principles of Sustainable Fundraising." He is the Association of Fundraising Professionals' 2010 Outstanding Development Executive and has ranked in the Top 15 Fundraising Consultants in the United States by the Wall Street Business Network.
Larry is the creator of the revolutionary online fundraising training platform, The Oracle League.
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