Donor Centric Musings
IN THIS PODCAST, Joe and Matt talk language. What you say is just as important as how you say it. It’s a we thing, you understand. So stop talking and listen – it’ll do your program some good.
In my experience, the best approach is usually the most direct.
Walking out of a convenience store recently, I was approached by a guy asking me if I wanted a hair cut. It turns out this fella owned a barber shop in the adjacent shopping mall and was beating the pavement, looking for customers. I was traveling, away from home and what hair I have left was sorely in need of some tending. Not exactly sure when I’d have the opportunity to head over to my hometown stylist, I agreed and ended up getting a great haircut.
But the quality of the cut isn’t the real revelation here – it’s the sales approach.
As I was sitting in the chair, I saw this very motivated barber snag another customer using the very same direct approach. Afterward, he told me he does it all the time. For every 10 people he asks, about 2 will get a haircut – about a 20% return on his FREE investment.
With the web, email and all manner of INdirect communication, it occurred to me that this sort of self-promotion is a modern day rarity. In fact, the vast majority of barbers, retailers and others sit in their shops and wait for customers – usually relying on some form of indirect advertising to sell their message. In contrast, this enterprising young man decided to go out and get the clients.
This reminded me of a quote: “Successful people make a habit of doing things others are afraid or just refuse to do.”
Fundraising, as we all know, is more competitive then ever. Because of this, we need to get creative in our donor outreach. If you keep calling a donor to set up a visit and they don’t respond, here are THREE other ways you can grab a donor’s attention:
It’s morning, you rise (and sometimes shine) and start in on your daily routine: Brush your teeth, take a shower, comb your hair. The usual ritualistic tasks that you undertake daily. You don’t skip these things because you’re too busy or don’t feel like it. They’re part of your daily routine (hopefully). They’re non-negotiable.
So why not make picking up the phone and calling current and probable donors a part of your daily maintenance routine? It should be a non-negotiable part of your everyday. HERE’S HOW:
Ever heard the name Tony Alessandra? If not, listen up. Alessandra publishes a lot of great content including The Power of Listening. There are plenty of books and content related to presentation and speaking, and those are the marquee topics we tend to focus on. But the flip side of that is far more important to our jobs. After all, we spend to vast majority of our workday engaged in verbal communication. Whether it be on the phone with a colleague or one-to-one during one of the many donor meetings we always seem to have on tap, we spend a great deal of time listening.
But is that time spent actively?
We make our living listening, and it’s one of the things we – as development professionals – consider a strength. Of course we’re good listeners. We have to be. It’s fundamentally essential to our work. We listen to develop relationships and further our organization’s mission. But according to Alessandra, most of us are not exactly overachieving. “The normal, untrained listener is likely to understand and retain only about 50% of a conversation, and this relatively poor percentage drops to an even less impressive 25% retention rate 48 hours later.”
That’s good, but certainly no where near great.
Which leads up to the obvious: “How can we be a great listeners?”
When we stand, we elevate ourselves above noises and distractions. We make ourselves heard.
IN THIS PODCAST, Joe sits down with Matt Hugg from ThinkNP.com to talk about how the simple act of standing can make your next pitch or meeting reach new heights.
Search the term “overcoming objections” on Google and you’ll get roughly 492,000 results. It’s an obvious issue in a multitude of fields, especially philanthropy.
IN THIS EDITION, Joe does his first ever solo podcast on a subject we all have to face, providing concrete tips on how you can overcome ANY objection.
More than 80% of all planned gifts are simple – and most donors want to keep it that way. So why don’t we spend most of our time dealing with the basics?
IN THIS PODCAST, Joe and Brian Sagrestano of Gift Planning Development, LLC (and a former attorney) discuss how many are eschewing the use of wills, preferring instead to transfer their wealth while living – in an effort to avoid the probate process. This talk deals with living trusts and other transfer vehicles (payable on death – POD – and transfer on death – TOD) – and how you can ensure your organization can benefit from staying ahead of this current asset allocation trend.
The scenario is common: A older donor’s finances soon become the purview of his/her children. Aware that this could mean they lose out on an inheritance, the relationship crumbles. Over time, they ignore your overtures and disregard your charity. In the end, a potentially sizable bequest is lost. But could it have been salvaged? Absolutely.
IN THIS PODCAST, Joe and Brian Sagrestano of Gift Planning Development, LLC discuss how different generations view philanthropy and present simple solutions to bridging the generational gap – without losing out.
While most keep their assets in cash and stock, real estate – whether it be commercial property, a second home or land – is often an area of significant opportunity.
IN THIS PODCAST, Joe and Brian Sagrestano of Gift Planning Development, LLC discuss how you can use your planned giving program to land – no pun intended – large real estate gifts from your prospects and donors. If you’ve been looking for unexplored avenues to grow your planned giving program, look no further.
Are you focusing all of your planned giving resources on individuals and pending retirees? You’re not alone. In the latest installment of Joe’s new series of Podcasts featuring conversations with Brian Sagrestano of Gift Planning Development, LLC the two discuss how focusing your efforts on small businesses and entrepreneurs can yield big results.
IN THIS PODCAST, Brian and Joe discuss the rules surrounding sole proprietorships and other business relationships and how various planned giving vehicles can offer not only huge tax benefits, but personal rewards as well.