A Halloween Special on Fundraising Fears…Part 2

October 20, 2017

Last week we started a series about fears of non-profit volunteers in making face-to-face requests for support. Though it is by far the most productive and least expensive form of fundraising, it is also one of the most neglected methods. We posed several fears and concerns, and today I would like to begin addressing some of them.

People Are Afraid They’ll Make Mistakes

Actually we began to cover this fear in our last blog when I said our experience has been quite the opposite. As fundraising consultants, we usually try to cover this and other fears in our stewardship training sessions, because we know they exist. I’ve found that the best way to begin to address a fear is simply to begin with some logic.

First, mark this down. There are no perfect people and no perfect performances. In any venture individuals are bound to “make mistakes.” Watch your favorite college football team on any Saturday, and you’re likely to see someone or several someones make a mistake… a turnover…an offside…a wrong route. That doesn’t mean they pack up and quit. Instead they resolve to be successful and try to learn from their mistakes and improve their performance.

Successful fundraising happens the same way. If you’re resolved to be successful, then the route to success is to practice and then get busy asking. However, it’s important to understand that you are not likely to yield results if you don’t show up in the first place.

Practice, Practice, Practice

How does one practice? You practice by telling the story first to a mate, a colleague or a close friend. If you do that a few times, you’ll gain an advantage already. Also, you might consider bringing someone with you when you go to make the call. There is strength in numbers, although I don’t advise having more than two people when you visit with a donor. Any more than that can be a bit overwhelming.

Consider that during his career Michael Jordan missed over 9,000 shots, lost 300 games and 26 times he was called on to make the last shot in a game and he missed. To this apparent record of failure he commented, “I’ve failed over and over and over again and that’s why I succeed.” The point is, the more you try the more you’ll eventually be successful.

People are Afraid the Prospect Will Get Angry

Over my 30-year career that includes many hundreds if not thousands of major gift solicitations I’ve had only one occasion when a person expressed anger. My response to that was simple, “I’m not asking for myself. I’m asking for these kids that your giving helps. I’m sorry if I appeared to be bold, but these kids have no one else to be bold for them.”

That pretty much ended any ill feelings, and this individual actually gave the amount for which I asked him. Later on he also offered an apology and told me that he had been having a bad day. As I said earlier, people rarely if ever get angry.

People are Afraid that the Prospect Will Say “No”

While a person may believe this is true, the facts just don’t measure up. As I mentioned in a previous blog, 70% of the time a peer visits a peer in a face-to-face solicitation the answer is “yes” and not “no”. Their gift may not be for the amount you ask, but it’s usually “yes” at some amount. In fact, in our campaign consulting we’ve seen some organizations exceed 80%. People want to help, and when you tell the story of the organization effectively they usually respond.

Next week we’ll cover more fears!

“I really support The Covenant Group’s strategic planning process because their approach encourages staff-based support with board buy-in, and I felt that was important given what we were trying to achieve. The outcome is an effective plan that builds consensus and provides a clear sense of direction.”
- Jennifer Scott, Director of Development - The Cabbage Patch Settlement House

“The Covenant Group is highly competent, very experienced and knowledgeable. They provided a broad perspective by equipping us with useful data…and best practices in the field. All in all, they are excellent.”
- Dan Jones, CEO - 21st Century Parks

“The campaign has truly been a miracle. People were committed from the beginning, but…even raising $650,000 seemed like a stretch. To nearly double that amount is incredible! When the plan they developed allows you to hit a goal like that, it builds such a sense of community. The momentum built by the campaign is spilling outside the walls of our church and benefiting others in the process.”
-Father John Hollowell - Annunciation of the Blessed Virgin Mary Catholic Church

“For those of us who don’t do this everyday, The Covenant Group instilled confidence in us. They helped us get through the fear and apprehension by providing us with a process, training and motivation. They taught us and helped us plan in a way that was for the better. We have built lasting relationships with donors and we will continue to steward these relationships long into the future.”
- Sue Finke, Director of Institutional Advancement - Covington Catholic High School

“No one anticipated we could raise this amount. Even the Archdiocese is surprised. The funds raised represent about 15 times our annual giving. But it’s not just the financial results. People stand around talking more than they did before the campaign. There is also a renewed and energized spirit among the parishioners. It’s the most exciting thing to happen in our parish in the last 100 years.”
- Gary Libs, Campaign Co-Chair - St. Mary of the Knobs Catholic Church

“The Covenant Group’s process involved a lot of people in our congregation doing small tasks … that built ownership. They took our vision and put it into a concrete plan. They helped us understand the importance of making our vision clear and laid out the steps to make the vision a reality. Their process built consensus and showed people how they could help. Their methods are based on a solid theological foundation that includes key documents, prayer support, and requisite training … all of which were invaluable.”
- Daniel Montgomery, Pastor - Sojourn Community Church

“Everything The Covenant Group did to help us…in the initial stages was helpful…the development of the case statement; our materials; the training of our Board members; strategies; all these steps laid the foundation for eventual success. They brought such a high level of professionalism, a wealth of experience and a strong track record of integrity and success… just being associated with The Covenant Group helped us.”
- Nancy Doctor, Development Director - Wellspring

“The structure The Covenant Group provided was excellent. It allowed our members to use their God-given talents to benefit the church community They helped us develop a plan and identify key leadership candidates to chair the effort, as well as engaging between 80 to 100 people to carry out the work of the campaign. It was truly a whole congregation effort and The Covenant Group helped facilitate that. They helped us reach our full potential as a congregation.”
- Ron Poisel, Pastor - Christ Lutheran Church

A Halloween Special on Fundraising Fears…Part 2

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