Right here’s one thing which may shock you: The simplest fundraising conversations sound nothing like what most individuals suppose fundraising ought to sound like.
No PowerPoints. No shiny brochures. No completely polished displays that wow donors into giving.
As a substitute, they sound like…conversations.
The Counter-Intuitive Fact About Fundraising
Once I practice nonprofit leaders on making asks, I usually hear the identical issues:
“I don’t know what to say.” “I’m not good at gross sales pitches.” “I really feel like I’m bothering them.”
Right here’s what I inform them: Cease making an attempt to pitch. Begin asking questions.
This feels utterly backwards to most individuals. We expect fundraising means we have to have all of the solutions, ship compelling displays, and persuade donors by means of the ability of our phrases.
However efficient fundraising is definitely about having nice questions and letting donors do many of the speaking.
A Easy Framework That Modifications Every little thing
I really like Andrea Kihlstedt’s asking dialog framework. It has simply six elements, and 5 of them are basically questions:
- Settle: “How are you doing?”
- Affirm: “Is that this nonetheless an excellent time to speak about your giving?”
- Discover: “What have you ever loved most about our work this yr?”
- Ask: “Since you’ve stated [what they told you], would you think about a present of…?”
- Discover: “Would giving it quarterly be useful?”
- Affirm: “If I don’t hear from you by subsequent week, is it cool if I comply with up?”
Discover what occurs in step 4? You’re not making up an ask from skinny air! You’re connecting on to what they’ve already instructed you issues to them.
Why This Works (And Why Pitches Don’t)
Within the first Discover section, you’re doing solely 25% of the speaking whereas they share 75%. This isn’t simply being well mannered—it’s strategic.
When donors discuss what they love about your work, two issues occur:
- You get assured. You hear precisely what resonates with them, so you know the way to border your ask.
- They get excited. They’re speaking themselves into giving by sharing their very own ardour on your mission.
One fundraiser instructed me after making a number of seven-figure asks: “I don’t should make up an ask anymore. By the point I’m able to ask, I do know precisely what to say as a result of they’ve instructed me what issues most to them.”
This Method Aligns With Your Values
Right here’s why this method feels so significantly better than conventional “gross sales” ways: You’re genuinely making an attempt to grasp and serve the donor, not manipulate them.
Most nonprofit professionals bought into this work to assist folks. However fundraising usually looks like taking from folks, which creates inner battle.
If you shift from pitching to asking questions, you’re again to serving to. You’re serving to donors join their values together with your mission. You’re serving to them discover significant methods to make a distinction.
That’s not taking from them—that’s serving them.
The Questions That Steer Conversations
Keep in mind: The individual asking the questions is definitely the one steering the dialog.
As a substitute of hoping your pitch resonates, strive beginning the dialog with questions like:
- “What drew you to our group initially?”
- “What would you wish to see occur subsequent in our work?”
- “How do you see your self being concerned?”
These aren’t simply dialog starters. They’re steering your entire interplay towards understanding what issues to them.
And really feel comfy asking questions on their solutions. These assist you to transfer from floor degree “I prefer it right here” solutions to attending to what actually issues to the donor.
This isn’t an interrogation. In case you are sincerely curious, they’ll really feel that. And they’re going to anwer.
For Govt Administrators Who Keep away from Asks
When you’re an ED who’s been pushing aside that main reward dialog, bear in mind: You don’t must have all of the solutions. You simply must have good questions.
The stress isn’t on you to ship a flawless presentation. The chance is so that you can have a significant dialog about one thing you each care about.
For Board Members Who Really feel Uncomfortable
When you’re a board member who dreads fundraising, this method could be a game-changer. You’re not promoting something. You’re asking about their expertise and pursuits.
Most board members are rather more comfy asking, “What do you consider the brand new program?” than delivering a fundraising pitch.
The Ask Nonetheless Issues
Let me be clear: You continue to must ask for cash. Conversational questions alone don’t elevate funds.
However when your ask comes after real listening — “Since you talked about how a lot the youth program means to you, would you think about a present of $25,000 to develop it?” — it feels pure as an alternative of pressured.
Your Subsequent Dialog
The following time you’re getting ready for a fundraising dialog, do this:
- As a substitute of planning what you’ll inform them, plan what you’ll ask them.
- As a substitute of getting ready to persuade them, put together to grasp them.
- As a substitute of hoping they’ll be impressed by your presentation, give attention to being genuinely interested by their connection to your mission.
You is likely to be shocked how rather more assured and profitable you’ll really feel.
My recommendation? Save the pitches for baseball.
