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Too often, we spend so much time worrying about how to ask for a gift that we forget the most important part of the equation: listening. There’s really no point in asking unless you follow up with active listening. This involves three important organs…
your ears, eyes, and heart
True listening involves combining these three separate avenues, thus achieving our highest goal:
Genuine donor-centered fundraising.
You can’t fully connect with a donor’s heart until you gain a deep knowledge of the giver’s aspirations, motivations, and philanthropic intentions. The only way to know is to ask purposeful questions . . . then listen to the answers.
Listening with our ears happens by default. We gather facts and data from what we hear, which is important, but it doesn’t go far enough.
Listening with our eyes allows us to catch visual cues to embellish our understanding and takes us deeper than head knowledge. Our eyes reveal the meaning behind the facts.
Listening with our heart focuses on the emotion behind what is being said. This gives us a window into the soul – we perceive the true intent and motivation behind the donor’s words.
Without the ears, eyes, and heart, we fail to get the complete message.
My definition for real success in fundraising is helping donors make well-informed decisions. And we simply can’t help donors make well-informed decision without engaging all three forms of listening. But when we do, we create lasting, meaningful relationships. Relationships that go far beyond dollars.
Here’s to your success in true donor-centered fundraising!
Your friend,
PS: For more practical tips, check out my first book, Asking About Asking – available on Amazon right now.