Karen Osborne is president of The Osborne Group Inc., a full-service management, consulting and training firm in Mt. Kisco, N.Y., and Port St. Lucie. She is scheduled to speak Wednesday at an all-day workshop of the Florida First Coast Chapter of the Association of Fundraising Professionals at the Florida State College at Jacksonville Deerwood Campus. For information, visit www.afpfirstcoast.org.
Nonprofit executives are told that “no” really means “not now.” What do you recommend as the initial response to a “no?”
“No” means one of your “rights” is wrong. You asked for the wrong purpose. Get the right purpose and the rest falls nicely into place. Perhaps you asked for the wrong amount, or had the wrong solicitation team or asked at the wrong time. Did you ask the wrong person (you failed to engage and solicit the decision-maker)? When you hear “no,” ask about the “rights.”
How has the recession honed the skills of nonprofit fundraisers?
The good ones used this downturn to focus on the fundamentals. Stay in touch with donors. Engage and thank again. Share the impact. Set new goals for balancing the revenue portfolio. A recession provides an opportunity to sharpen focus and deliver on best practices.
What do donors want from the people who solicit them for funds?
The latest Indiana University study reports donors want to make a difference and to give to organizations that are efficient and will help the community. Women want to set an example for young people. As a philanthropist, I give to organizations that engage me in meaningful and productive ways. But mostly, we all want to solve a problem, change and save lives.
What is the one question that a fundraiser should avoid in order to avoid a “no?”
Questions are our friends. Asking questions helps us get a joyful, inspired and generous “yes.” The only question that would be bad is, “I guess you wouldn’t want to give us any money, right?”
Share your most important example of turning “no” into “yes.”
It is better to never get to “no.” Come to the AFP conference and you’ll learn how to never, ever, get a “no” again.