Want to Know What Your Major Donor Is Thinking? Try This Question!

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Three Easy Secrets to Major Gift Success

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Dump the Cliches: Words and Phrases Fundraisers Love to Hate!

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Wow, I hit a nerve last week when I talked about my Least Favorite…

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Consultant and author Sandy Rees is the queen of fundraising…

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Social skills matter. Appearance matters. Graciousness…

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Last week's post on the "Fundraiser's Kiss of Death - Talking…

The Simple Strategy That Makes "Asking" Easier and Much More Effective

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Face-to-face asking is by far the most productive and efficient…

If You Ever Want to Raise Big Money, Do This Now!

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I've been thinking a lot about major gifts this week preparing…

A Fundraiser's #1 Skill: The Lost Art of Listening

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What are the skills the best fundraisers have?

You'd be surprised at my answer: Listening and followup skills are tops on the list.

My recent posts about advice visits and asking donors their impressions are all about listening.

"Listen your way to the gift."

Did you know that listening is actually a gift to the other person?

And who really listens any more?

The 4 Golden Words That Will Open Your Donor’s Heart to Your Cause

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I'm about to reveal my Golden Formula for opening a donor's heart to my cause.

I also use this to find out what a donor is thinking about my presentation.

I use these 4 words all the time - and I get terrific benefits and feedback! I can't tell you how valuable they have been to me.

It's a very simple, single question. And it is guaranteed to evoke a response from your donor that tells you where he stands.

But more importantly, it generates the donor's own thinking about your issue.

It encourages him to ponder your presentation, to digest your material, to think about it, to react to it. It encourages him to embrace what you have just said.

Here is my key to success.

I ask this Golden Question:

"What are your impressions? . . . .

And then I shut up and listen carefully.

This question encourages the donor to think more deeply about what you've presented. She is not going to get hot and bothered about your cause just by listening to YOU do all the talking.

Questions to Ask in an Advice Visit

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Here's more on the subject of Advice Visits: If you are talking …

Three Rules for Successful Advice Visits

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Advice Visits are my GOLDEN KEY to opening any donor or potential donor's heart to my cause.

I wrote about Advice Visits in my newsletter this week. (if you are not a subscriber, you can sign up here.)

I have used Advice Visits time and time again. They are based on the old adage:

"If you want money, ask for advice.

If you want advice, ask for money."

Rule One: Make Sure You Are Interesting, Not Boring
As you tell your person about your cause and seek his advice, you should be watching carefully for his reaction.

If your prospect seems to not be very interested in your cause, then you should not drag on.. If you are perceived as boring or droning on and on, you will never be welcomed back!

The kiss of death for any fundraiser is to be boring. You are the one listening, not talking!