True story.<\/p>\n
I’m at a major donor event. \u00a0I am a brand new executive director. There are prospects to engage and current donors to appreciate.<\/p>\n
I am well prepped by my Development staff. I have an index card folded in my breast pocket. Handwritten notes like “Patrick O’Donnell, lawyer, $2,500 ask” and “Suzie Johnson and Bob Mellman, thank you, major donors for 10 years.”<\/p>\n
I find Patrick, like the obedient ED I am. He is lovely and he seems very knowledgeable about the organization. But he is not looking at me. He is staring at my breast pocket. \u00a0This goes for on uncomfortably long time. Finally, I can’t take it any longer.<\/p>\n
“Are you reading my pocket?” I ask sheepishly.\u00a0 He smiles. “Sure am.”\u00a0 I have figured it out without looking. I have folded the card the wrong way. I try to compose myself.\u00a0 He is still smiling. I ask the obvious question. “So what does my pocket say?” \u00a0He reads clearly. “Patrick should be a major donor.” \u00a0So what did Patrick say next?<\/p>\n
Time for you to guess the answer.<\/p>\n
I won’t leave you in suspense. He laughed. Patrick told me he was impressed that I was prepped, well informed, engaging and passionate about the work. \u00a0“Patrick should<\/em> be a major donor, ” he said. And that night he became one.<\/p>\n There it is, my most embarrassing ask. \u00a0See how well it turned out?<\/p>\n I get it. Board members find asking for money stressful. \u00a0Maybe it feels like there is something inappropriate about talking to people about money? Let’s tease it out. \u00a0What could go wrong?\u00a0Here are five possible scenarios:<\/p>\n 1)\u00a0 You screw up the ask.\u00a0 (See scenario above)<\/p>\n 2) They stop liking you.<\/p>\n 3) It impacts your business relationship with them.<\/p>\n 4) You are completely unprepared to answer any of their questions and look like a total idiot.<\/p>\n 5) They say “no” and you feel really bad.<\/p>\n <\/p>\n Let’s take them one by one.<\/p>\n 1) Screwing up the ask<\/strong>. Happens all the time. \u00a0An executive director shouldn’t do it – that’s bad. \u00a0But a board member is a volunteer. \u00a0You are only expected to do your best. A flawless ask is rare.<\/p>\n 2) They stop liking you<\/strong>. I have seen board members write this\u00a0 concern on index cards during fundraising trainings. \u00a0Why on earth would someone stop liking you for being committed enough to a cause to ask you to participate? \u00a0Come on. \u00a0 Please let me be blunt:\u00a0 that’s not a worst case scenario. \u00a0(NOTE: One exception. If the person is blindsided, and has NO IDEA WHATSOEVER that she is going to be asked, this could be a worst case scenario) (That is the subject for another day and another post).<\/p>\n 3) It impacts your business relationship<\/strong>.If asking a colleague for money for an organization you support with time and money has an negative impact on your relationship, it wasn’t a good one to begin with. \u00a0In addition, remember: your rolodex is one of the most important assets you bring to an organization as a board member. \u00a0If you are going to leave it home, reconsider board service.<\/p>\n 4) You’re completely unprepared<\/strong>. Don’t sweat it. Assume<\/em> you will be. \u00a0You’re a volunteer. \u00a0In your day job, you are paid to be prepared. As a board member, you don’t know the details. \u00a0So try this. \u00a0“Great question and to be honest I don’t know (easy to find out though). \u00a0But here’s what I do know <insert compelling anecdote, sticky fact that draws the prospect in><\/em>. \u00a0And don’t prolong the process by volunteering to send more info. \u00a0Your story may be all you need.<\/p>\nWORST CASE SCENARIOS: BOARD MEMBER MAKES AN ASK TO FRIEND OR COLLEAGUE<\/h2>\n<\/p>\n
HOW TO HANDLE WORST CASE SCENARIOS<\/h2>\n<\/p>\n