Mastering Virtual Donor Connections: 3 Essential Tips for Fundraising Success
So, let's talk about how to make the most of a virtual connection. You ready?
1. Prep before the call
By looking up info on the last time that you spoke, what you know or like or admire about them and share it at the beginning of the call.
This builds trust and connection too. It shows the person that you care enough to know what’s going on with them, and that you SEE them. Don’t we all want to be seen? It takes a few more minutes of intentionality.
Every person that I speak to I want them to be encouraged by me. Encouraging others is one of my natural gifts, and I'm not being myself if I'm not encouraging someone. I make space for this and allow myself to be authentic, and people feel seen. Building affection for the people you meet with will make for greater meetings. Period.
Pro tip: If you have meetings back to back, leave 10 minutes early from one-hour meetings (50 minutes is long enough anyway–if you need a reason, mention you have another call you’ve gotta get ready for) and use that time to prep for your next call. Get on Google, look at your old notes in the CRM, look up their social media profiles. Get in the frame of mind to think about and focus on who you are about to speak with.
2. Look at the camera when you're talking.
It is unnatural and feels less personal to you, but to the person on the other side, it appears you are making eye-to-eye contact. This will create a greater connection.
Pro tip: Move the Zoom application as close to the camera as possible on your screen. It will make it easier for you to look at the camera and make that eye contact. And close out all other applications--including that Slack app that will make noises and ping you while you're on the call.
3. Say their first name a couple times throughout your time together.
This is a sage tip. We listen and feel more included when people say our names. It's psychology. Do it where it feels more organic to you. Just make it a point to mention their name, for example, "Stefan, that is a great question. I think...."
Pro tip: If you don't know how to pronounce their name, start with that. Ask them, "Am I saying your name correctly?" Give them space to correct you. Getting someone's name right and committing to that, no matter what, can be one of the simplest ways to build connection, show respect, and build trust. For example, I met someone with the first name "Tige" which was a name I had never heard before. I wrote down the phonetic spelling in my notes so I'd remember how to say it; "Ty-Gee". I made it a point to say their name during our call. It's ok if you don't get it right the first try. Just commit to giving it your best.
Bonus tip: Ask great questions!
Don't you just love curious people? You can be one with every meeting you're in.
Here are some great questions I love most to get conversation going and will help you discover more about your donors.
What are you most passionate about?
Why do you give to charity? Why do you give to us?
If you could wave a magic wand and solve one problem in the world, what would it be? And why?
What's something you've been learning lately?
What would you like to learn more about in our work?
Here's to building authentic relationships with the donors you've got! Show up for them, listen, ask questions, let them know what's going on with you and your organization, share the wins and challenges, and get ready to answer the question "How can I help?"
More communication = more connection = stronger relationships = more impact
It's that simple. We want to make fundraising so complicated. But, it's good to get back to basics. You know I like to keep it simple around here. Connect with people, get to know them, keep them in the know, and you'll raise more money. That's it. That's the magic.
Happy fundraising, friends!
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