Every day there are hundreds of opportunities to be optimistic or pessimistic … to see the glass half full or half empty.
If you are aware of your attitude and general demeanor, you can train yourself to be more optimistic than you are now, and it can really help your fundraising results.
Is the Glass Half-Empty or Half-Full?
Yesterday, I was in my local Trader Joe’s in anticipation of what I hope will be the final snowstorm of the season. It’s been a doozey here on the northeast coast, as we’ve been pounded by snowstorm after snowstorm. Many of my neighbors, and those in surrounding towns, have lost power multiple times this winter — sometimes for days at a time. I’ll admit, it’s getting old and I’m ready for spring!
While I was wandering the aisles of Trader Joe’s, I bumped into a friend who had a full cart and looked miserable. I asked her what was wrong. She said she was stressed about the impending storm and confident she was going to lose power, especially after filling her fridge and freezer with groceries.
Honestly, it hadn’t occurred to me that we might lose power. Although based on the winter we’ve had, it was a very real possibility. I asked her if she’d lost power yet this winter, and she said no, but it was probably “her turn.”
We were facing the same storm, in the same circumstances, and she was seeing the glass half-empty.
As I was checking out, I was making small talk to the cashier about the storm. The store was packed and the lines were long as everyone was filling up on milk and toilet paper. I said something to the effect of, “It’s going to be a long day” — meaning the store would be crazy. “Oh no,” she replied, “the day will fly by! It will be over in a minute.” Glass half-full!
Optimism and Pessimism Impact Your Fundraising
When you call a donor, do you assume they want to meet with you?
Or that they don’t?
If your attitude is…
I know they won’t meet with me. Why would they meet with me?
That thinking will come across loud and clear on the phone. You’ll immediately accept their excuses not to meet. You’ll hang up the phone and affirm to yourself…
I knew they didn’t want to meet with me.
On the other hand, if you believe donors do want to meet with you, that will come shining through in the conversation as well. Instead of asking…
Will you meet with me?
You could ask:
When will you meet with me?
Those are two different questions, which are likely to have significantly different outcomes.
Optimism Comes from Belief
Similarly, when you’re asking for a gift. Do you believe your donors will say ‘yes’ or ‘no?’
Do you think…
Why would they give a gift?
- They have other charities they love
- I don’t really know them that well
- They may not have enough money
Or do you think…
“Why wouldn’t they?”
- This is a really important cause
- They seem interested
- They give generously to other causes, so why not us?
So what’s the key takeaway?
BELIEVE Your Donors Want to Give
If you BELIEVE your donors want to give, your questions will focus on how much and for what purpose.
If you BELIEVE your donors want to give, you behave differently than if you believe they don’t.
Your beliefs impact your actions and your words. Your attitude becomes a self-fulfilling prophesy.
With that in mind, how does your attitude impact your fundraising? Do you see the world as half-empty or half-full? Please share your thoughts in the comments.
I recently led an outstanding development team. We stayed together for years and set many new records for our organization, an independent school. During my first week with them, we set our messaging as “Donors Make a Difference” and were committed to demonstrating how that was true in all our activities. It worked! Donors love to learn about impact, so it filled our glass and theirs.
would love to hear more about how you delivered that message!!!
Several ways:
1. at the launch of the annual campaign, explaining that the goal was the amount of the athletic department, or the libraries, or the arts program, and asking them to think about what the school would be like without any of those
2. then all year long, highlighting photos of activities in each of those areas in the weekly school newsletter, with a special little icon (like the good housekeeping seal of approval) that said “Donors Make a Difference.”
3. The annual gala also featured short video clips of projects funded by donors.
4. I left 4 years ago, but photos on the Giving pages still have the slogan and new photos of students holding up signs saying “Donors make a difference”!
Hooray! Thanks for sharing.
Hi Amy,
I like your post on optimism. Optimism provides courage and is an antidote to doubt and unnecessary consternation that some of us feel when we make an Ask.
I would like your permission to share this post to our 2018 Fundraising Academy class which starts next week in the form of a letter from you to each one of them. I will simply use your text and turn it into a letter. Do you have any objections? This will introduce them to you and the extensive work, writing, and training that you have been doing in fundraising and philanthropy.
As we discussed offline – yes, with full attribution and a link to my website. Thanks!
This is a great reminder how our thinking really impacts our confidence, the actions we take and the results we set ourselves up for. I’ve had days where I’ve thought both way (“Why wouldn’t they give!? It’s a great cause!” and “Oh, I’m sure they won’t want to meet with me,”)
Thanks for the reminder, Amy!
The “key takeaway” is, if you see the glass as half empty, or ask – why would your Donor prospect want to give money to your organization…
Well, it is time for you to clean up the Resume, and go look for a new job.