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like best about them ? Why was that important to you ?
• What about charities that disappointed you , or that you would be reluctant to invest in , other than their mission or cause ? Why did they disappoint you , what were you trying to avoid ?
Remember , most larger funders support other charities . Be extremely diplomatic when asking the Right-Charity question . Don ’ t trash the competition . These funders will have to decide if it ’ s worth their while to add your organization to their portfolio , or even dump one of their charities and replace it with yours ; you don ’ t want to call their earlier decisions into question .
OMG – THEY SAID YES ! NOW WHAT ?
Sometimes these simple questions succeed beyond expectations and the prospect leaps ahead to offer financial support . First , take a deep breath . Bursting into tears , falling down and kissing the prospect ’ s loafers is probably not a good reaction . Now , test for clarification . It is all right to say something like , “ Are you saying you ’ d like to support us ?” If the answer is yes , first say thanks and then start working on the details – how much , when , for what . Make sure you understand their expectations , and they understand your gift acceptance policies , payment methods , stewardship and recognition practices . SUMMARY
The Three Simple Questions provide you with dozens of conversation starters and deliver probing insights . They are easy to ask , and prospects like to answer them – the focus is on them and not on you . Get everybody into the act – board , staff , even volunteers . The benefits are worth it .
• You ’ ll foster a more intimate relationship with current donors ;
• Board members , volunteers , and even non-fundraising staff find these questions easier to use than the traditional “ ask ”;
• You ’ ll obtain flawless insights into donor motivation ;
• You ’ ll find out fast if this prospect justifies more of your time – or none at all .
For more insights , visit us at www . bristolstrategygroup . com or contact us at 305-935-6676 .
THE PHILANTREPRENEUR JOURNAL | JULY 2016