Going past a no in your nonprofit fundraising ask

I not too long ago heard creator Andrea Waltz remind fundraisers to “go for no!” (That’s the identify of her e book too.) It’s a reminder that too usually we hand over earlier than the donor has actually decided.

Reframing Failure

She additionally shared the necessity for us to reframe the phrase “no.” When asking for cash, too usually, we hear a “no” as the top. I requested. They answered. The top.

However fundraising is about relationships. Relationships are constructed on conversations. If you ask a donor for a present, say $25,000, they usually say “no,” they might not ending the dialog. They could be open to giving. Simply not open to giving $25,000.

That is type of an “invitational no.” A no that’s an invite to politely discover additional. As a fundraiser, a part of your job is to seek out out what the donor will say “sure” to.

3 Causes for a “No” in Fundraising

Fundraising knowledgeable Alina Gerlovin Spaulding says there are solely actually 3 no’s:

• No concerning the venture
• No concerning the present complete
• No concerning the timing

As you’re in an asking dialog, you get to discover every of those with a donor. You may say, “I’m sorry to listen to that. Is it the venture that doesn’t match? Or is it the quantity?”

Your purpose is to pleasantly discover out if there’s a present degree, timing, and venture they’ll assist. If they’ve a problem with the venture, then you definately modify. If it’s a problem with the quantity, than you possibly can recommend paying over time. Or ask in the event that they have already got a donor suggested fund. If timing or a DAF isn’t an possibility, you possibly can recommend completely different present ranges.

Serving Your Donors, Your Program Workers, and Your Trigger

This isn’t license to badger folks. Or to turn out to be argumentative. For those who’re following the “Ask With out Concern!” steps we educate right here, you’ll have already got a relationship together with your donor. You’ll be making the ask primarily based on the donor’s shared values. One thing they genuinely care about.

So that you’ll have the nice persistence to discover prospects with them. Simply strolling away is an possibility. However your nonprofit’s work os value getting a bit of uncomfortable for. As a fundraiser or nonprofit chief, a part of your position is to boost funding. This helps your program workers do the superb work that they do. And helps you be the change you wish to see on this planet.

So, reasonably than simply tucking your tail and working while you hear a no, pause. With honest curiosity, discover what may work for the donor and on your nonprofit. If it’s nonetheless a no, that’s okay. Most no’s are “no for now.” You’re in a relationship and might need one thing to recommend sooner or later.

However usually you’ll discover that you just didn’t share sufficient concerning the influence of the present. Or that funds might be made quarterly, or over a pair years. So share that with them. In so doing, you’re serving the donor, your program workers, and your mission.