Everyone wants to work with successful leaders of industry, the wealthy professionals with high incomes and others. In fact, I’ll bet that your top 20 prospects are similar to the person right next to you. Section 18A Donations
We are frustrated by their lack of enthusiasm to our mission, plans and organization. Even with our best efforts we put in time, energy and money but have no tangible results from our efforts. Why do people seem to be not willing to stand behind your cause?
Charles Ratner, JD, in a talk to the group of professional advisors told the group of advisors, “The biggest reason people don’t plan is the advisor is so intent on pushing their personal agenda they completely overlook the client’s agenda.” If you only have the hammer, everything starts to appear like nails. If you’re all calling the same list of potential donors What can you do to approach your prospect so that they don’t think of them as a nail in your hammer? What can you do to alter your method so that the potential donors see your organization as one that puts their interest ahead of the interest of your company? What is more important, how do transform a donor into one who is a donor?
A donor might help fund a capital campaign auctions, or a “fund a need” appeal however, they can be fickle and could not make an ongoing commitment to your cause. They could be on the board , but they are not able to establish long-lasting connections in the organization.
Philanthropists are driven to make a the difference through their charity. They are emotionally attached to the cause or charity, and not only financially invested. They develop a sustainable patronage which extends across generations in their family. It takes a deliberate efforts on the part of the non-profit organization to turn an individual donor to an the philanthropist.
What fuels this passion? The source of passion is the fundamental values. The process of philanthropy is conveying fundamental values. If you are able to match the values of a donor with the core values of your organization You will be able to assist in the definition of their purpose.
“What was the earliest or most impressionable role a charitable organizations or philanthropy played in their lives”? This is the one you must to answer and the answer is crucial to establishing a relationships with donors. Through all the years that I’ve been involved with charitable organizations, just one person has inquired why I am so passionate regarding philanthropy or supporting their cause.
Most Plan Giving Officers create connections to achieve their “ask” and they usually receive a gift. If you develop relationships with your donors to understand their priorities, their donations will increase exponentially. If you’re looking to receive more substantial gifts, ask your donor to discuss with you how their contribution to your cause has been for them. What is the reason their donation was important? What was it meant for their kids?
A donor can contribute to a capital campaign an auction even a “fund-a-need”. A philanthropist has a passion for making a difference to and through the institution. They are emotionally attached to the cause or charity, and not only financially invested. If a person is passionately and emotionally connected to the organization, they’ll make transformative donations. A transformative gift is one which has the same, or more influence on the individual giving the gift as will have on the charity.
Values and Principles
The author and lecturer Russ Alan Prince, did research that revealed that financial advisors are more successful in clients and business clients when they understand their clients ‘ core values. I have observed that non-profits receive an increased level of commitment (through donations, volunteering or any combination of the two) as well as more opportunities for introductions when they understand the values of their donors and link those values to the donations to the organization.
For me, philanthropy is an expression of an individual’s fundamental values. Each decision that a person makes will be influenced by their values and principles. If you engage in a conversation with your donor regarding “why” they support your organisation or charity as a whole If you pay attention to their conversation, you will hear their fundamental values come out.
What are the things you can listen to show what you believe?
- Giving back is a tradition in the family.
2. Philanthropy teaches obligation to manage the wealth.
3. Giving to charities is a way of reaffirming the personal blessings.
4. Philanthropy defines your purpose in life.
5. Participating children in charitable giving gives children the chance to control the act of giving money away.
6. Your legacy of philanthropy is a lasting one. the rest of your life.
7. The power of philanthropy is to reduce the notion of entitlement.
Ask questions to discover your donors’ values. Try to determine if this doesn’t create stronger and more intimate connections between your organization and them and their families.