You Only Make a First Impression Once

The Principle
An agency may do tremendous work and be worthy of support, but if a fundraiser reflects something less impressive, the institution loses out. This is sad but true - and entirely avoidable.

Being disheveled or dressing inappropriately sends a message of lack of respect. A friend and colleague, Murray Blackwelder, used to say, "You can always take off your tie, but you can't put one on if you don't have it." When in doubt, dress well.

Words need to be chosen as carefully as clothing. "It is just a matter of semantics" is never an excuse for poorly chosen words. In philanthropy, words are always consequential. In demeanor, both insecurity and arrogance damage developing relationships. Humility and confidence are not incompatible.

The fundraiser also needs to have appropriate telephone skills. Often communication with a prospect is not in person. It is important not to talk too softly, too loudly or too quickly.

The Story
Several years ago, Steve worked as a philanthropic consultant to Karl Menninger for The Villages, a part of Menninger's program. In one telephone conversation with Menninger, his wife, Jean, joined the conversation on an extension. Steve indicated that something needed to occur in August. Almost 100 years old at that time, Menninger shouted to his wife, "Steve wants us to have an audit!" Alarmed, Steve said, "No, we need to do this in August." While the misunderstanding may sound a little humorous today, it illustrates an important point. Fundraisers must know how they are being heard.

Another example comes from a university president, Roger, who had a very soft, soothing voice. This was quite reassuring in person, but over the phone it could be counterproductive. When it came to phone solicitations, his gentle voice masked a sense of conviction and zeal for his message. In one setting Roger's voice was an asset, but in a different situation it was an impediment. Awareness of this allows for correction and adaptation where necessary.

The Lesson
Be conscious of appearance, attitude and verbal expression. Organize your thoughts before you make the call. Be sensitive to the particular needs of your donor. These add up to a positive first impression.

- Excerpt from "Million Dollar Gifts" by Bob Hartsook

Another Smart Idea...From the Hartsook Best Practices Collection^SM

"Try to arrange a visit with a donor on the anniversary of their first gift with the nonprofit. Then arrange for an article in their local newspaper or your newsletter." - Kathleen Leavell, Christian Appalacian Project (Lancaster, Ky.)

If you are interested in Best Practices and smart ideas, see these additional resources from Hartsook Companies:

"Fundraising Magic - 33.5 Strategies for Turning Board Members into Money Makers" by Robert G. Swanson (2007, ASR Philanthropic Publishing). This book shares proven strategies you can implement immediately to give Board members the confidence and tools needed to cultivate donors, solicit gifts and strengthen your organization's position in the community. To order this book, follow this link http://www.ASRpublishing.com.
"Reality Fundraising: Proven, Practical Ideas for the Enlightened Fundraiser" by Bob Hartsook (2005, ASR Philanthropic Publishing). The book features great ideas, insights and lessons learned through hundreds of best practices from nonprofit professionals nationwide. To order the book, follow this link http://www.ASRpublishing.com.
"Best Practices Coast to Coast^SM," a compilation of best practices from every state in the union.
"Hartsook Best Practices Collection^SM," our original collection of 250 best practices and great ideas.

For a free copy of "Best Practices Coast to Coast^SM" or the "Hartsook Best Practices Collection^SM", please email Tammy Weinman, tammy@hartsookcompanies.com, or visit our web site at http://www.hartsookcompanies.com/bestpractices2.shtml. We also invite you to contribute your own best practice by emailing Tami Druzba, tami@hartsookcompanies.com.

Interested in Speakers?

Hartsook consultants are available to speak to your organization on a variety of topics. To read more, visit http://www.hartsookcompanies.com/speak.shtml or email Tami Druzba at tami@hartsookcompanies.com to discuss the possibilities.

Visit the Hartsook Companies web site for:

• Educational opportunities
• Books/reference articles
• Conference/workshop speakers

Strategies for Success explores smart ideas, connecting with more than 1,500 fundraising professionals bi-weekly. We welcome your contributions or comments. If you'd like a free subscription to Strategies for Success - or its monthly companion, eHartsook on Philanthropy - contact Tammy Weinman, tammy@hartsookcompanies.com. You also can reach her at 316.630.9992.

Our web site is located at http://www.hartsookcompanies.com.