The Philantrepreneur Journal - Page 21

TPF JOURNAL like best about them? Why was that important to you? • What about charities that disappointed you, or that you would be reluctant to invest in, other than their mission or cause? Why did they disappoint you, what were you trying to avoid? Remember, most larger funders support other charities. Be extremely diplomatic when asking the Right-Charity question. Don’t trash the competition. These funders will have to decide if it’s worth their while to add your organization to their portfolio, or even dump one of their charities and replace it with yours; you don’t want to call their earlier decisions into question. and recognition practices. SUMMARY The Three Simple Questions provide you with dozens of conversation starters and deliver probing insights. They are easy to ask, and prospects like to answer them – the focus is on them and not on you. Get everybody into the act – board, staff, even volunteers. The benefits are worth it. • You’ll foster a more intimate relationship with current donors; • Board members, volunteers, and even non-fundraising staff find these questions easier to use than the traditional “ask”; OMG – THEY SAID YES! NOW WHAT? Sometimes these simple questions succeed beyond expectations and the prospect leaps ahead to offer financial support. First, take a deep breath. Bursting into tears, falling down and kissing the prospect’s loafers is probably not a good reaction. Now, test for clarification. It is all right to say something like, “Are you saying you’d like to support us?” If the answer is yes, first say thanks and then start working on the details – how much, when ܈] XZH\H[B[\[Z\^X][ۜ[^H[\[[\YX\[HXY\^[Y[Y]]\\B(H[x&[؝Z[]\[Y[ۛ܂[]][ێ¸(H[x&[[]\Y\X\YY\[ܙBو[\[YH8$܈ۙH][ B܈[ܙH[Y\]\]˘\]YYܛ\ H܈۝X\] KNLKM͋HSSTSUTTSHH  H