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Asking is something I’m passionate about, and asking the right person, for the right amount, at the right time, in the right way is what sets great fundraisers apart from the crowd. The 10 Step Staircase is a tool I’ve developed to help fundraisers prepare for the big ASK. These 10 questions cultivate relationships with donors that go way beyond dollars and cents. If you aren’t familiar or want a refresher, start with this video.
Recently, I added a “bonus question” to the original 10 Step Staircase, and I suggest inserting this early in your process with any prospective donor. Here’s the question:
“What are your philanthropic goals for the next 12 to 18 months?”
The beauty of this question is that it’s easy to ask. There’s no hidden meaning. It isn’t threatening. And it stimulates donors to share their greatest aspirations.
After listening to their hearts’ desire, follow up by asking:
“As you think about what you want your giving to accomplish over the next year or so, how should we be working together?“
There are two purposes to this. The first is discovery. You’ll gain insight to the donor’s heart and motivation. Second is the educational dimension. You’re training them to give careful, strategic attention to their charitable objectives. What a great discipline! Regardless of who you’re talking with, the question will stimulate some truly robust dialogue.
Remember, transactions aren’t the ultimate goal; helping donors make good decisions is.
Your friend,
PS: What about you? What are your philanthropic goals for the next year? I’d love to hear your thoughts.