A successful capital campaign is a team initiative requiring leadership, a clear strategy, a committed donor base, excellent research, and a plan that guides each step. We provide this for our clients. But even after we have identified good prospects, laid out a cultivation plan, and determined the intermediate steps toward the goal of the ask, the question remains, “How do we go about asking…?”

For some strange reason I am never afraid to ask for money. It does sting when I get a no, but not enough to deter me from wanting to ask someone else. The ratio of yes to no responses is still high enough that I remain brave.

My secret to successful donor meetings can be summed up by a statement from an interview I heard with the long-deceased Fred Rogers. Yep, that is Mr. Rogers – the one some of us grew up with (I’m dating myself, I know). Turns out Mr. Rogers once said, “I think we’re really attracted to people who will share some of their real self with us.”

This was the secret to his success and we feel it’s the key to success for a great meeting with a prospect. No one wants to hear from a huckster, who talks at them with a slick sales pitch. The problems nonprofits seek to address are complicated and nuanced. The solutions are rarely straightforward. When meeting with a prospective donor or possible board member, we encourage those we coach to be brave enough to always tell the truth. Share your concerns, bumps in the road you have encountered, and challenges. But also share the progress and success and your hopes and dreams. Most importantly, remember to listen.

At any given “ask” meeting, 25 percent of the time should be spent presenting the case for support and 75 percent of the time should be spent listening to the potential donor’s reason for caring about your capital campaign. What are their worries and aspirations for a better world? We are pretty sure that Fred Rogers would agree that listening closely is just as important as telling the truth when seeking to influence a person.

To learn more about our capital campaign and fundraising services, visit: www.growthforgood.com.

PHOTO CREDIT: Photo by rawpixel.com on Unsplash

“Growth for Good has been incredibly helpful getting our Capital Campaign off the ground—strategizing, developing campaign materials, identifying prospective funders, and everything in between. Katherine is an all-around player who is ready and willing to pitch in wherever needed. Her experience in government is an incredible asset and she is delightful to work with.” – Stephanie Ehrlich, Queens Botanical Garden director of development