This Nonsense

It goes by many names. Some call it “analysis paralysis”. I had a manager who identified it as “Dis’ non sense”. In reading this blog, a colleague said they called it their routine of Proper Professional Procrastination. Whatever its name “Dissonance” is the act off doing anything and everything other than that, which needs to be done. In the fundraising world, that often refers to the need to call donors or set appointments with prospective donors.

Have you ever heard any of these comments when inquiring about appointments with donors:

I need to review/ research their giving history
I am waiting on a report/ piece of marketing material
I am doing a 360 degree review of the prospect
I am waiting on Mr. X to let me know their schedule.

Self help gurus have written volumes on how you should do the most painful, most difficult, the most challenging of activities first. That way you tend to accomplish a lot more. Is talking to donors painful, difficult, or challenging. Most often not. It is the asking for money that is painful, challenging and difficult.

Let’s be honest, asking for money is not easy. In some ways, it’s unnatural to ask people to give without getting anything tangible in return. At least that is what we think and society suggests. We do it often, in many other ways.

We ask someone to borrow their tools. Usually power tools that have a significant costs. We borrow a cup of sugar. We asks for help moving heavy furniture, and repay with only grilled hamburgers and beer. We often have the privilege of people’s generosity and don’t think twice about it. A car ride, a meal, but anything with a clear value, we struggle.

Whether it is giving them the opportunity to “owe you one”, or it is the concept that it is of no inconvenience to the proprietor, since they are already going that way or the equipment isn’t being used, there is no harm. That is why it is sometimes easier to ask for in-kind items than sponsorships.

Regardless, we are still asking for something for nothing. At the conclusion of the project we invite our friends to witness the results. It could be a new home, or a special project, something for our kid. We display it on social media, write thank you cards, or just say “Thank You” the next few times we see them. Even if it did not cost them money, it had a great value to us and they made an impact.

Change your thinking

In most cases, we are asking people to give from their excess. Not the funds they need to put food on the table or a roof over their head. Just like in our lives we are providing them the opportunity to make an impact with someone or something they care about and will feel rewarded for that contribution. More of a positive impact than they will feel then a night on the town, or a year of Starbucks.

Many people are embracing this concept by asking people to give to their favorite causes rather than purchase a birthday or anniversary gift. Charity: Water has an amazing story about Rachel who raised $220 through her birthday fundraiser (when she wanted to raise $300). Before she had a chance to do it again, she was killed in a car accident. Her story inspired others and ended up raising $1.2 million dollars through birthday fundraisers.

People are honored

Most people are honored that you asked them to be included, and will honestly respond. If they can’t or it is something they do not want to support, they will respond accordingly. You are not putting people out. Very few will give when they cannot afford to, especially if you respect any gift or action (such as time or prayers). When they can give, if it something they are passionate about, they will seek the opportunity again. Definitely if they are in your circle of influence.

Know your story

When you ask for the appointment, know your story of why you are involved and make sure that is clearly present. If people can witness why you are involved and your passion, it can be contagious.

Set mini goals

Some people also call this “making a game”. Make calls for 30 minutes. Call until you get an appointment or 1 hour, whichever occurs first. Dance when you get an appointment or dialed 12 people.

Keep it simple

Limit your research to when and what the last gift was, and maybe the donor’s lifetime giving value. All this should be easily viewed from the donor dashboard in your donor management system. Don’t worry about any further research or reporting until you get the appointment.

Practice

The more you do this, the easier it will become. Until you get a 1000 calls under your belt, involve others (like program people) to role play and practice your appointment setting skills. As you actually do calls, write down situations that are challenging and work through them at these times.

Have accountability

Weekly or every other week, sit down with someone and review you numbers. How many people you set appointments with, the number of face to face, the volume of ask. Track them over time. These regular meetings are a truth meter. Are you accomplishing what is necessary to fund your part of the mission?

Have fun

Asking for contributions is challenging. However people are generous and amazing. The reason why your mission resonates with them is unique. The way they want to be involved and recognized calls for creativity. Receiving contributions is humbling and rewarding.

Ways to overcome Dissonance