Smart ideas from Hartsook Companies, Inc.

January 26, 2010

Be Nice, Even When They Say "No"

If the first three rules of fundraising are: 1) ask; 2) ask; 3) and ask ... then the fourth is be nice about the ask - regardless of the answer.

The relationship between a prospect and a fundraiser is unique. It has elements of a business transaction - written agreements, financial appropriations and income tax ramifications while at the same time, it has emotional and even spiritual components that distinguish it from any form of sales. Trust, confidentiality and integrity are essential ingredients to a healthy and prosperous donor relationship.

An organization should develop a true conviction of its worth and the services provided to others. Fundraisers should never solicit "cap in hand." However, they should also never presume that a donor has any obligation to give.

Solicitation should always be preceded with ample research and a clear-cut agenda. By the time a fundraiser is ready to solicit a prospect, he should already know more about that person than he or she knows about many of their closest friends or relatives - facts concerning finances, giving history, casual interests, passions, personal accomplishments and hopes and dreams. A good fundraiser knows their prospect well beyond the basic demographics.

And still, armed with this arsenal of information, even the best fundraiser cannot risk making a erroneous assumption: The prospect must say yes.

Trying to force a gift will always backfire. No matter how carefully a fundraiser may try to mask manipulation, donors will see right through the facade to the genuine article. A donor who feels they have given under mild-mannered duress will not be anxious to give again - they may not even be willing to meet again.

Never forget the donor still has the prerogative, and sometimes even the responsibility, to say no. Maybe they are not completely sold on the organization. Maybe they are not excited about the current project. Solicitors can sometimes allow the donor's financial capacity to overshadow their true humanity.

Donors, despite significant assets, are people dealing with their own trials and tribulations - family members in need, the sickness or passing of a loved one, a downturn in their business, a concern about their own health or issues involving their families. These, and a litany of other circumstances, may force donors to offer a qualified, "no." Discretion may hinder them from sharing the details.

Learn to take "no" as the answer they must make at the time of the request. Respect their decision and make the process as comfortable and pleasant as possible.

Do not hesitate to ask. Ask with conviction. But if a donor says, "no," leave them remembering the organization with fondness. Solicitation is never a waste of time - after all, as a result additional cultivation has occurred. Stay in contact. Continue to send publications. Chances are, if the interest is there, when circumstances take a turn, so will their answer.

Coming Soon
Matthew J. Beem, MPA, CFRE, President and Chief Operating Officer for Hartsook Companies, will soon release his first solo book. Produced by ASR Media, Performance-Driven Fundraising: Taking Control of Your Success, priced at just $29.95 (plus $5 S&H), will accelerate anyone's learning curve and serve as a handy, yet entertaining, reference tool for new and seasoned fundraisers. To reserve your pre-release copy for just $19.95, contact Tammy Weinman at tammy@hartsookcompanies.com noting "Performance Book Special" in the subject line.

On the Web

• Bob's Blog. Bob shares his knowledge and his perceptions candidly and passionately in his online blog. Learn more at www.hartsookcompanies.com/blog
• Examine This ... "It really is a small world, after all" proclaims Matt Beem recounting run-ins in the most unusual places in his most recent article for the Examiner. For the full article, visit our web site.
• Timely Tips and Tweets! Follow us on Twitter at HartsookTips. Tweet of the week: Volunteers like to give advice. The best thing you can do is listen and take the advice--regardless of whether or not you utilize it.
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• Searches Made Simple. We recently added Google Search as an easy way for site visitors to find relevant resources and information on our web site. Try it today!
• Global Reach. Empresas Hartsook, Inc. es una empresa de recaudación de fondos completo servicio de consultoría. Or as we say in our native language: "Hartsook Companies, Inc. is a full-service fundraising consulting firm." To better accommodate international clients and prospects, Hartsook Companies' web site can now be translated into 40 languages via the Google Translate button on our home page.

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

"We employ targeted, personalized mailings with an appropriate premium in the donor's language. This gives the perception of added value without being too expensive. - Victor Drury, CEO, Foundation for Research into Children's Diseases, Lachine, Quebec, Can.

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

• "Best Practices Coast to Coast," a compilation of best practices from every state in the union.

• "Hartsook Best Practices Collection," our original collection of 250 best practices and great ideas.

For a free copy of "Best Practices Coast to Coast" or the "Hartsook Best Practices Collection", please email Tammy Weinman, tammy@hartsookcompanies.com, or visit our web site. We also invite you to contribute your own best practice by emailing Annette Lough, annette@hartsookcompanies.com.

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 2,000 fundraising professionals bi-weekly. We welcome your contributions or comments. Send to Strategies for Success editor Annette Lough, annette@hartsookcompanies.com. 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 816.298.8045, Ext. 8225.

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