The Philantrepreneur Journal - Page 20

20 TPF JOURNAL got it. You would like to know something about such and such, how we produce these outcomes/those statistics, what other major funders support us, etc. etc…. Let me tell you… / I’ll get back to you… / I’ll provide you with that ….” Then, keep your promises! • When you think about the causes you support, what do you want those causes to fix, wipe out or resolve? • What is it about the [issue, problem, disease, social condition] that bothers or concerns you so much; how does that affect your charitable decisions? MORE ON THE THREE SIMPLE QUESTIONS • What’s at stake if your preferred charities are not able to achieve their mission? Question #1: The Success Question, to elicit the donor’s positive motivators. • What do you think or fear might happen, if [this social or medical, etc., issue] is not resolved? This question is very simple: “What do you want to achieve?” Like all three Questions, these six short words offer enough variations and options to keep your prospect talking for hours. Here are some variations and elaborations on the Success theme: • Why is that important to you? • What inspires you to give to charity? What causes or missions are most likely to draw your attention? Why? QUESTION #3: THE ‘RIGHT CHARITY’ QUESTION, to elicit donor expectations about service and recognition. • What do you want your gifts to accomplish? • Why is that important to you? • If the nonprofit that you support were to be completely successful, what would that do for you? Why would that be important to you? As you can see, the Success Question alone will open up enormous amounts of back-and-forth discussions with your prospect, and just as well with a current funder. In fact, there is no limit to the number of times you can find a use for some variation of the Success Question. IF AND ONLY IF: If you are interviewing a current donor, it is legitimate for you to ask specific questions about your agency, such as “what inspires you to give to our agency year after year?”“Why is our agency important to you?” and the like. Current donors are the best source for learning what motivates future donors. QUESTION #2: THE ‘AVOID’ QUESTION, to elicit the donor’s negative motivators The second question is the ‘Avoid’ question: “What do you want to avoid?” This question elicits the flip-side of the ‘Success’ questions, giving more perspective into motivation. It offers many variations. THE PHILANTREPRENEUR JOURNAL NOTE: Some people respond better to Success Questions, while some open up and exhibit more trust with Avoid Questions. Using both techniques produces more complete insights and engages trust more deeply and quickly. The Avoid Question is highly unexpected, demonstrating your meaningful grasp of and respect for the prospect’s reasons for charitable giving. Use both approaches. The ‘Right Charity’ question asks: “How do you decide which charities to support?” Like the first two Questions, it can be presented many ways, but its real purpose is to find out how the prospect makes the decision to give. Some variations: • How do you choose the charities you want to support? What would you need to see or hear from a nonprofit in order for you to make a significant commitment? • What would a charity need to show you, after you’ve made your gift, to convince you that you had made a wise investment? • When selecting a charity, what is uppermost in your mind? • Have you ever decided not to invest in a charity, or even withdrawn your support from one? Why did that happen? • When you think about other charities that you have supported or currently support, what did you | J U LY 2 0 1 6