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How to Transform Reluctant Fundraisers into Ready Philanthropy Facilitators

How do you help people afraid of fundraising become comfortable in what should be a mission-aligned role for everyone associated with your nonprofit organization?

After all, everyone benefits from increased philanthropy. Not just development staff.

Increasingly, successful nonprofits are adopting cultures of philanthropy where everyone involved – administrative staff, program staff, board members, committee members, direct service volunteers and even beneficiaries – comes together as ambassadors, advocates and askers on behalf of furthering the organization’s mission, enacting its values and fulfilling its vision.

Facilitating philanthropy is not rocket science, yet folks unaccustomed to the relationship cultivation and solicitation required to land major donations are fearful because they don’t know how to do it. Actually, they do. They just need some guidance, hand holding and support along the way. Reluctant fundraisers tend to think fundraising is just about money. It’s a lot more than that.

It’s the job of a nonprofit’s leadership to work with insiders (staff and volunteers) to help everyone feel both passionate about the cause and confident in the fundraising process.

There are barriers to be overcome; first and foremost is fundraising fear. This fear takes many forms, and is perhaps best expressed in some of the questions I frequently receive. So I’m endeavoring to answer a few of these questions below. Hopefully this will help you address these challenges within your own organization so you, too, can transform folks from fearful and reluctant “fundraisers” to joyful and ready “philanthropy facilitators.”

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July 15, 2021 Leave a commentCulture & ValuesBy Claire Axelrad

10 Tools to Give You and Your Nonprofit Donor Space to Co-Create — and Change the World

I recently wrote about 4 Strategies to Listen so Others Will Talk, noting the secret to building authentic relationships is to use your two ears and one mouth in that proportion.

It’s a good start, but there’s more.

You can’t just listen passively.

Active listening, supported by powerful, succinct, to-the-point generative questions – that’s what will draw you and your donor (or anyone with whom you’re in relationship) closer together.

But not all active listening is created equal. And you may think you’re actively listening, when really you’ve listened for a hot minute; then gone down your own rabbit hole of reality. In that rabbit hole, you become the narrator. It thus becomes your story, not the donor’s.

Uh, oh.

Today we’ll explore how to draw your donor out so you truly hear their voice and sense their emotions, not your own.

1. Economy of language.

This is something I value, as an outsider looking in.

I’m not good at it.

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July 12, 2021 Leave a commentMajor & Legacy GiftsBy Claire Axelrad

4 Strategies to Listen so Others Will Talk

You have two ears and one mouth. Use them in that proportion.

Ever hear that?

It’s the secret to building authentic, lasting relationships. Full stop.

Whether you’re dating, parenting, teaching, attending a conference or hosting a dinner party, the ability to be fully present – in listening mode – will impact so many things. For good or ill.

Whether people want to keep talking to you, or don’t.
Whether people feel relaxed and open, or anxious and stressed.
Whether people want to tear down walls, or build them up.
Whether you learn something, or don’t.
Whether you’re perceived as compassionate, understanding and helpful, or not.
Whether people like you, or don’t.

Donor loyalty and love are earned, and it begins with YOU listening.

If I had to boil down Penelope Burk’s two decades of groundbreaking research in donor-centered fundraising into one thing donors want, it would be this: SHOW ME YOU KNOW ME. There are lots of ways to do this, but we sometimes miss out on the most obvious one.

Become a Donor Coach

Your job – as fundraiser, nonprofit professional and philanthropy coach – is to help your donors see the way to greatness. Think of this as part and parcel of your job as a philanthropy facilitator. In donor coaching mode, you need to listen so you can find “coaching moments” – opportunities to motivate donors to engage with, and act on, their passions in a way that brings them meaning and joy.

“Coaching is a worldview that is driven by the intention to be of service to others.”

— Dianna Andersen, Cyliant

Your job is to guide folks over the river, through the woods, up the mountain and

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June 7, 2021 Leave a commentMajor & Legacy GiftsBy Claire Axelrad

How Not to Ask for a Major Gift

Twice in the past month I’ve been asked for a major gift.

Pretty much out of the blue.

Without much preparation, relationship-building or making of an inspiring case for support.

It was clear to me what the charity would get out of it: my money. It was not so clear what I would get out of it. Should I not care?

Perhaps not.
Perhaps if I were the ideal, perfect donor I would give with no expectation of receiving anything in return.
Perhaps if I were less ego-centric, I’d just do it because it was the “right thing to do.”
Perhaps if I were not on a quest for personal meaning, I’d give just because the person who asked is someone I know (though, not all that well); it would give them a feeling of success, and that would bring me some happiness.
Perhaps if I were not searching for a community of folks who share my values, I’d give without quite understanding the depth and breadth of values enacted by these charities or without having met more of the people involved.
Perhaps if I were not examining what it is that sparks joy in my life, I’d give whether or not this cause was currently at the top of my list or I’d been given opportunity for reflection and consideration.

But I’m not perfect.

I’m betting most of your donors aren’t either.

Donors have expectations… egos… personal meaning they’re seeking… communities they’d like to form… and cups of joy that need filling. Otherwise they wouldn’t be human.

And even if you could find a perfect donor prospect, in the instances where I was asked the case for why this was the right thing for me to do wasn’t even made all that well. The ask was about money, not impact.

There was simply an assumption that since I’d shown interest in the past, I would welcome this opportunity to demonstrate my interest even more passionately.

Okay. That’s not a bad starting place. But… you should never assume. You know what they say about the word “assume,” right?

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April 5, 2021 Leave a commentMajor & Legacy GiftsBy Claire Axelrad

Treat Nonprofit Board and Donors Like Family. Or Else.

People are more generous when they feel more connected.

Like members of your community. Or, if you will, your family.

This isn’t just an opinion;

In fact, it’s documented in a study in the Personality and Social Psychology Bulletin.

The study found people have three basic psychological needs: relatedness, competence, and autonomy.

Today I want to examine relatedness and autonomy as they connect to success in fundraising.

Relatedness

Relatedness is particularly important for promoting pro-social behavior. Like philanthropy. The study found certain words — community, together, connected, and relationship — invoked feelings of relatedness.

Sharing feelings of relatedness also promotes pro-social behavior. This is why asking donors to share their own stories about why they volunteer, give or help in any other way is an effective fundraising strategy. Likewise, when you share with donors how you feel related to them this will make them feel good about how they’re affiliating with you.

4 Action Steps to Invoke Relatedness to Trigger Philanthropy

Here are strategies to engender feelings of being part of a family or community:

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March 1, 2021 Leave a commentMajor & Legacy GiftsBy Claire Axelrad

Improve Major Donor Fundraising to Grab a Larger Piece of Philanthropy Pie

If I had to tell you what you need to do to succeed with major gift fundraising in one sentence it would be this:

Identify major donor prospects… qualify them so you know they want to build a deeper relationship with you… cultivate them… visit with them… listen to them… reflect back to them what you heard… ask them for something specific that resonates with their passions… steward their gift and communicate in an ongoing way to make them feel like the hero they are!

Whew – that was a mouthful!

A shorter way to say this is: Meet with donors. Listen to donors. Ask donors. Thank donors.

See — it’s simple!

It’s definitely not rocket science. It’s just good old hard work. Satisfying and rewarding work. And it’s a type of work anyone can learn to do. [If you want to learn, please sign up for the upcoming Certification Course for Major Gift Fundraisers. Use my exclusive Clairification School discount CODE Early10CA to save. It may be the most important investment you make all year. Just one major gift will more than cover the cost].

Over my 40 years in fundraising, 30 of them working in the trenches as a director of development for organizations with budgets ranging from $1 – $40 million, I have asked for a lot of major gifts. I know what works, and what doesn’t work. Today I want to give you:

(1) some of my best words of wisdom, and also

(2) answers to some of the questions folks frequently ask me .

I hope these tips will help you tweak your mindset and invigorate your systems so you can be more successful fundraising in the coming year!

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February 25, 2021 Leave a commentMajor & Legacy GiftsBy Claire Axelrad

How to Overcome the Money Taboo and Succeed with Fundraising

Most fear of fundraising boils down to two factors:

(1) fear of rejection, and

(2) fear of looking stupid due to insufficient knowledge/skills.

It turns out these fears are relatively easy to overcome. But it requires some serious reframing. A move away from begging and towards offering a gift of opportunity. The opportunity to feel joy, meaning and purpose.

The hard part is overcoming our deep-rooted psychological aversion to talking about money.

Most of us were raised to believe this is impolite. We’d rather talk about anything else.

In fact, many scholars argue money is the number one social taboo in America (see also Krueger, The Last Taboo). Even religion, sex and politics are better discussion topics as far as most of us are concerned. Where money is concerned, we tend to come from a place of “no.”

Alas, people think fundraising is all about money.

Here’s what I mean: Say the word “fundraising” and look at people’s faces. Their mouths will pucker up in a grimace. Their eyes will squinch closed as if in pain. Their brows will furrow. I recently tried this with a board of directors, asking them each to give me the first word they thought of when they thought of fundraising. Here are the (all) negatives:

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February 22, 2021 Leave a commentAnnual GivingBy Claire Axelrad

Are the Rich Motivated to Give Differently?

Probably not as much as you might think.

Yet people tell me all the time how much they’re afraid to ask wealthy people for major gifts. If you share those fears, it’s time for a little “Charity Clairity:”

Contrary to what your gut may be telling you, NOT asking is not making would-be donors feel good. Quite the opposite, in fact.

In this article, I’ll cover why you must stop short-changing your would-be major donors by not offering them opportunities to be the change they want to see in the world. Why you must stop robbing them of chances to feel good about themselves.

And we’ll explore how you can use six major donor triggers to make donors feel so good they’ll want to say “yes” to your solicitation.

Bottom line: When you don’t make donors feel good, they’ll go elsewhere.

The Rich Are Just Like You and Me (They Just Have More Money)

F. Scott Fitzgerald is famously supposed to have told Ernest Hemingway that “the rich are different than you and I.” “Yes, Scott,” Hemingway supposedly retorted. “They have more money.”

It’s good to remember that major donors are, first and foremost, just people.

Many of them actually don’t even feel “wealthy” (just as often so-called seniors don’t feel “old.”) In fact, a survey of 4,000 investors by UBS found that 70% of people with investible assets of $1 million or more do NOT consider themselves “wealthy.”

What most donors share (no matter their net worth) is

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January 25, 2021 2 CommentsMajor & Legacy GiftsBy Claire Axelrad