Donor-centered focus: Heart and Gratitude over WealthI find a widespread misunderstanding about the notion of what constitutes being donor-centered. It derives from two misconceptions:

  1. Assuming people don’t want to be asked.
  2. Spending all your time on cultivation, assuming folks don’t need an ask and will simply give spontaneously as a result of being wooed.

Both of these rationales short-change your would-be donors.

Why?

FIRST: Donors want to be asked because they’re starved for the love that comes from voluntary giving and receiving. Donors have love to give, but don’t always have an object towards which to direct their affection.

SECOND: Donors need to be asked because when they’re not, they don’t know how much you need their help.  Consequently, giving feels a bit empty. Almost a bit like a crap shoot.  Donors want to invest their money where they feel confident it will be most appreciated and will do the most good.

Let’s delve into both of these misconceptions more deeply, putting them into a donor-centered context.

In other words, what are your would-be donors feeling?

Donors are Love-Starved

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Leave a commentMajor & Legacy Gifts
Apr12024
Control Soup. Caution Soup. Street art.

These Fundraising Appeal Fallacies Will Cost You Money

Control Soup. Caution Soup. Street art.Ever have a well-meaning, yet perhaps overly controlling or risk-aversive, boss say to you:

  • Our fundraising letter must be no longer than one page.

  • That’s too simple; we don’t want to talk down to our donors.

  • We need to say more about our accomplishments.

  • We need to describe numbers of people served; that’s what’s impressive.

  • That’s not how I talk.

  • That’s not our corporate style.

  • That’s not how we do things.

  • That’s not what our donors are used to.

  • That’s not proper grammar.

  • That’s too gushy and effusive.

  • I want happy, not sad, photos.

  • Asking the reader to “please give generously” is sufficient; no need to name an amount.

  • Asking once is enough.

  • The development director should sign the letter.

  • Signatures from both the E.D. and board president will be more persuasive.

  • We don’t need a P.S.

Alas, these are common fundraising appeal fallacies that will cost you money. Money donors might have given to you, if you’d only understood some fundamental fundraising truths.

Truths, Not Fallacies

I was reminded of some of these truths in a post from Jeff Brooks. He spoke of true pearls of wisdom gleaned from his fundraising mentor, the pioneering direct mail writer Bob Screen. We’ve lost Bob and several fundraising giants in recent years, including Simone Joyaux and John Haydon, but we should never lose sight of the wisdom they imparted. It’s the best way to assure their memories live on and their good works continue.

I did not know Bob, but I’m sure I learned from him without realizing it.  Because the good stuff gets passed around. Why?  Because it works.

And it takes someone with experience to not just demonstrate it works, but to forcefully maintain the necessity of adhering to tested principles, facts and truth.  Even – especially – in the face of doubters (e.g. executive directors; board presidents) who would seriously derail your fundraising efforts. With all good intention, of course.

YOU are the fundraiser.

Never forget this is why you were hired. No one is an expert at everything. And chances are fundraising writing is not your leadership’s key area of proficiency. It’s your job to know what works, and what doesn’t.

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Leave a commentAnnual Giving
Mar282024
Person in homemade costume playing a powerful role

Invite Nonprofit Donors Into Your Story, Giving Them a Powerful Role to Play

Person in homemade costume playing a powerful roleYou must invite your donor into the story.

Take yourself out of the equation.

Donors don’t care about you, but about what they can do through you.

Stop talking about your good work.

Talk, instead, about the good work your donor wants to do.

How?

5-Step Strategy to Illuminate the Donor’s Role in Repairing the World  

1.Tell a quick story about a specific project.

You’ve got lots of stories. They’re probably interesting enough to grab your donor’s attention. Don’t make the mistake of trying to talk about your entire mission all at once in a fundraising message.  It’s too much for people’s brains to absorb.

What you want to do,

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