Overcoming Fundraising Fears…Part 3

Over the past two weeks we’ve been covering fundraising fears. In the first blog we discussed the fact that face-to-face visits are the most effective and productive way to fundraise. Yet, many CEOs and/or Development Officers just don’t do it. And even if they do, they lack the bodies to help them get around to visit with all of the people who can make a major gift.

Why is that? Last week we covered at least three reasons or fears:

• They’re afraid they’ll make a mistake
• They’re afraid the prospect will get angry
• They’re afraid they’ll say “no.”

Now today we’ll continue by covering a few more fears.

“I’m afraid I won’t have enough time.”

Often people express to me their love and passion for nonprofit organizations with great platitudes. However, when I ask them if they’d be willing to help raise funds, many of them tell me that they just don’t have the time. To some extent it’s true for all of us. However, that’s really not the point. We need methods to deal with this and there are several.

First, it starts with the recruitment and orientation of Board members. Preferably they’re passionate about the mission. If possible it also helps if they are people of means and influence. Beyond that, they need to be properly oriented and at least part of that orientation should include giving and fundraising expectations.

It never ceases to amaze me how frequently nonprofit organizations either have no board orientation or they don’t include fundraising as part of the job description. In fact, as fundraising consultants we frequently talk with board members who had no idea that fundraising was part of their job description.

Second, beyond inadequate board recruitment and orientation, there is also little to no training provided in nonprofit fundraising. Yet training alone can often reduce fundraising anxiety, which often is the real reason that board members don’t have time.

Third, while fundraising does take time, it actually takes less time than you might realize. Of course, it certainly takes a little time to set the appointment, but we recommend that the actual meeting be completed in 30 minutes or less. Also, we don’t ask volunteers to make too many calls, somewhere between 4-6 and usually over a period of 4-6 months.

“I’m afraid I will annoy my friends”

This is another version of, “I’m afraid they’ll say no.” First, 70% or more of the time the answer is “yes” and not “no.” Second, if they do get annoyed they’re probably not very good friends. Again, you’re not asking for yourself. You’re asking on behalf of the people your nonprofit is helping.

“I don’t know how to fundraise and I can’t get comfortable with the idea”

The answer to this is also training and practice. Actually, people are more uncomfortable with the idea of fundraising than the act itself. True, the idea may make you nervous, but once you try it the anxiety tends to diminish. It’s really the same in anything. When I was a basketball player and a coach, I was always nervous prior to games; but once the game started my nerves usually abated.

Put it into Practice

That’s why when we conduct major gift training with volunteers, we always have them practice telling the story and making a solicitation before they actually go out and make live asks. In addition, we also cover such things as How to set the appointment, How to tell the story, How to make an ask, How to handle objections and more. The point is that the way to make people more comfortable with fundraising is to teach them how to do it.