Myths about Major Gifts
I recently ran across excerpts of Richard E. Matheny’s 1999 book on Major Gifts, entitled, Major Gifts Solicitation Strategies.
He does a good job of talking about the psychology of fund raisers and of donors. Starting on page 21, he examines some of the myths that keep fund raisers from building good relationships with donors. Here they are:
1. Most people are too busy and not interested in being friendly with me.
Counterpoint:
Don’t let the donors’ busy lives become an excuse for not calling them.
Also, here’s an important point, especially for those new to major gift work:
While friendship is often a byproduct of meeting with prospects it is not the objectives. Matheny quotes a donor saying to a group of fund raising professionals at a conference: “We are not friends. We never will be friends but we can achieve a close professional relationship over a common concern.”
2. Most people don’t like to talk about themselves.
Counterpoint:
(Most people in fund raising know this to be dead wrong.) People love to share their life stories with those who are truly interested. The more open you are to listening, really listening and drawing others out, the more enthusiastic people will be about sharing with you.
It’s all about hopes, dreams, aspirations, visions.
3. People will reject personal support and attention.
Counterpoint: Everyone needs support and attention and rarely are these rejected unless they are offered before there is trust in the relationship.
4. If I could learn the right words to say I would be more successful in calling on major gift donors.
Counterpoint: There are no magic words. Building relationships, establishing trust and seeking mutual answers are more important. People know when you are genuine.
This link gives you a preview of the book. Enjoy!
Great post.
O.
July 7, 2009
Thanks for sharing the information on myths about Major gifts. It was great going through your blog. CHeers
Hampers
July 31, 2009
Dear Hampers. Thank you so much for your good comments. I wonder: are you a development officer in the UK? I would like to know how you are experiencing the global recession.
Jackie Ostrom
jacquelynostrom
August 11, 2009