Fundraising rewards silence, not speeches.
And listening, not selling.
But “asking for a contribution makes most people nervous, which causes rambling,” says Lori L. Jacobwith of Ignited Fundraising. “And together, we have the perfect storm to make the most common fundraising mistake: talking too much.”
“If you want to get a YES — use less words.”
Learn how with 10 tips in this guide.
Less presentation.
More conversation.
Listening is half of all communications with your donors.
So here’s a helpful mental model. There are various versions of this over the years: Covey’s Five Levels of Listening:
1. IGNORING
We completely ignore what has been said.
2. PRETEND LISTENING
We use the right body language, but we’re not listening.
3. SELECTIVE LISTENING
We listen to the parts that interest us and switch off for the parts that don’t.
4. ATTENTIVE LISTENING
We pay attention and really take on board what was said.
5. EMPATHETIC LISTENING
We concentrate and listen to understand the intent behind the message.