Asking for Donations with Ease is a 4-part series that will help you overcome your fear of asking and gain so much confidence that asking will become second nature.
In part one, you learned about the seven deadly fears of asking and you were reminded about another fear you had that was just as daunting when you were younger — learning to drive.
The key to overcoming your fear of driving was to know the rules of the road and to practice. The more you drove, the more confident you became.
Having a System Makes All the Difference
Today, driving is easy. But imagine what it would be like without a system — a framework for the rules of the road.
When cars were first invented, there was no system. Driving was scary! There were no lines painted on the road. No crosswalks or traffic lights. The first STOP sign didn’t even exist until 1915 – more than two decades after automobiles hit the road. Two decades!
Back in those days, car accidents were the rule rather than the exception. People had serious fears about driving — and rightfully so.
But eventually, a tried-and-true system of rules and regulations emerged. It took years to develop, but now it’s a system that we all take for granted.
Today, we have speed limits, road signs, traffic lights, turn signals, brake lights, rules for passing – it’s hard to imagine a time when these things didn’t exist. They keep us safe and allow us to drive almost effortlessly.
Imagine if you had a system like that for asking. Sure, you’ll still have some fear at first as you learn the system, just like when you first learned how to drive a car. But once you understand the essentials and get some practice, asking becomes second nature.
It did for me — and I know it will for you, too.
Practice and Experience Matter, Too
Just like when driving, there are a number of rules that should be followed. But knowing the system isn’t always enough. You’ll sometimes need to go with your gut. That’s when experience really counts.
Asking for a donation involves interacting with other people — just like driving. And people are unpredictable. That lack of predictability is the source of many fears…
- What if they say no?
- What if they are bothered by my asking?
- What if I damage the relationship?
These are things you cannot control — unpredictability.
When you’re driving, things you cannot control (i.e., other drivers) can cause accidents. The good news is that when you’re asking for a gift, there are rarely life-threatening accidents.
And just like with driving, there’s some risk. But the reward is far greater. That’s why experience — practice — goes hand-in-hand with having a good system.
But it Starts with a Good System
Practice only matters when you know what you’re doing. You need to understand the rules of the road first. Once you do, you’ll gain confidence quickly — with every ask you make.
- You need to know how to get a meeting and what to do in that meeting.
- You need to know how to ask for what you need, in a way that complements the donor’s desires and dreams.
- You need to know how to ask for just the right amount.
- What about planned giving or a blended gift? Do you know how to ask for a gift of stock, a bequest, or a charitable gift annuity?
If these seem like foreign concepts, it’s time to buckle up and learn the rules of the road. That’s how truly great fundraisers raise major gifts.
All of this plays a pivotal role in asking. A good system takes these things (and much more) into account. Best of all, anyone can learn this stuff!
In part three of this series, An Asking System That Works, I’ll walk you through the system I’ve developed to teach you the rules of the road so you can ask with ease.
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