Lesser Known Tips To Stand Out with Major Donors
Ever feel like you're competing for a slice of the pie with your major donors?
There's a certain amount they can or will give, and you wonder: How can we be top of their list?
There are ways to stand out that hardly anyone uses and work for me and my clients:
🚨 Fair warning: These require courage and the willingness to be uncomfortable. Key ingredients to changing the world, as we know.
1. Pratice Identity Philanthropy
Ever had a donor go back on their word or tell you they plan to give less money to your organization because x, y, z reasons?
Yah, me too. It's more common than it should be.
What do you do?
How do you respond?
Do you just graciously accept the crumbs when your organization is among the most effective in their philanthropic portfolio?
I say No. 😬
My clients and I practice *ReMiNdInG ThEm oF WhAT tHeY sAiD* and who they are.
It's called: Leadership
We choose to lead donors to match their actions with their words.
Most don't do this because:
It's risky
It's uncomfortable
It can feel pushy or aggressive
They don't see themselves as a leader in their donor's lives
It actually calls donors back to who they said they are and what they are about. You'll easily stand out because most organizations wouldn't even dare challenge their donors. ::clutches pearls:: 😱
My clients learn how to have these kinds of conversations in a kind, respectful yet, firm way. You can, too.
You don't have to settle for billionaire or multimillionaire crumbs.
2. Negotiate
You know that moment when someone gives wayyyyyy less than they could or less than you were planning on asking?
We've all been there.
Here's how I handle it:
Don't accept a lowball offer.
Negotiation with major donors has a positive effect:
Shows the donor your organization is serious about impact
You can be trusted with difficult conversations and don't crumble when it gets tough
Creates a win-win, leading donors to give their best gifts
Again, most folks are not going to do this because it's uncomfortable, or they just don't know how.
How do you negotiate without burning a bridge or overstepping?
Shouldn't you just accept the smaller gift and be grateful?
My clients learn to negotiate, and donors double or triple their gift in conversation. 🔥
The donor typically steps into greater ownership, not less.
This is what happens when you have the:
right strategy
right approach
practice curiousity
My clients can stick to their original plan (ask for more) while adapting to what's needed (ask the right questions and find the next best step).
3. Act as a Philanthropic Advisor and Equal Partner
This is both a mindset and a strategy.
Become knowledgeable in:
How wealth works
More sophisticated forms of giving (DAFs, appreciated stock, IRAs, profit-sharing, etc.)
Walking with donors in helping them make the impact they want to make (and not making it about your organization)
Inside CourageLab 2.0, clients learn how to do this and it allows them to raise 10x the size of previous gifts. In the time and effort it took to raise $250 gift, you can raise a $15k annual gift.
Consider fundraising as an act of service.
Mission-aligned donors are on your team, and you wanna make giving as easy and beneficial for them and you.
TL;DR Stand out by becoming a leader in your donors' lives, step into greater courage, and become a bolder advocate for your mission.
The future belongs to the bold.
Which one resonates most with you? 1, 2 or 3? What action step will you take? Reply and let me know.
Need help developing these skills? Could use some coaching and mentorship?
Join us inside CourageLab 2.0, the 6-month program designed to help EDs and DDs raise more major gifts faster without burning out. Make major gift success a habit.
In your corner,
Julie
