Paradise

Paradise, to quote Laurie Anderson, is where you are, only much, much better.  I think about that a lot lately.  Without getting political, so much seems fraught, and too much makes me sad that rage seems to be the only logical response.  And yet…

Working in the nonprofit sector as I have for the past almost 40 years reminds me how very much many people care about making things much, much better.  I spend a lot of my time talking with staff, board members, clients and their families.  Even on bad days, these conversations generally make me smile.  The passion for their organization and the cause the organization serves pushes my rage far away.  Rage means angry fury, violent anger—and how can you feel that way when all these people only want to improve the way things are?

Of course, that imp on my left shoulder whispers that isn’t that what even those you disagree with want to do?  And maybe, if only we could all talk instead of…well, rage at each other.

I often have a fantasy that if i can just in front of someone who—to my way of thinking—is wrong, dangerous, perhaps a touch of evil, I would magically find the words that would make them see (my) reason.  Talk about magical thinking.

However, fanciful that is, the right words can make a nonprofits various audiences better understand the needs, the impacts, the purposes of the organization.  And that, in turn, can help to create a more generous donor, a more engaged ambassador, someone who has been on the fence to jump down firmly on your side.  Words, in short, do matter, and how we use them do make a difference.

I’m often asked how to start that conversation.  My answer is always the same:  with clarity and transparency.

“I really want to talk with you about my organization, which means a lot to me.  Could we arrange a time where I could share with you why it is so important to me?”

If they already know about your organization and your goal is to get them to give a gift, tell them that.

“I want to have a conversation with my fundraising hat on.  I’m hoping that you will join with me in making a generous gift to our organization.”

I do always think it best to ask for either a specific dollar amount or a range.  “A generous gift of $50,000” or “would you consider a gift in the $25-25,000 range?”  Add or subtract zeroes as appropriate.

If you are not (yet) asking for a gift, say what it is you are asking for.  A time to speak, an opportunity to pick that person’s brain, if they would like to take a tour, meet the program director, or see the program itself.  You might be asking if they know so and so who you think would be a great addition to your donor pool or maybe even your board.  Their help in opening that door would be fantastic.

If you are asking for an introduction, also be clear what your intention is.  “It would be great if you could introduce me to Xan.  I would like to have the opportunity to show him what we do here and see if he has an interest in getting involved.”  This way, you take the fear that you will say, “Great to meet you.  Would you give us $100,000?” And again, add or subtract zeroes as you see fit.

Words, all words, need to be clear.  They need to be carefully selected to ensure that what the person hears is what you meant to say—at least as far as you can control for that.  It should go without saying that you must be truthful.  Alas, that is not always the case.  And, for fundraising at least (though undoubtedly for many other things) your words need to convey why what you do matters, how someone can be part of that, and why they would want to.

In a world where words mean what they said, we would all be a lot closer to paradise.