The nonprofit community is rightfully scared that the market and economic problems will mean a big hit for charities. If my portfolio is down 40% the first thing that might go is my annual gift.
But nonprofits would be wrong not to ask for those gifts. Organizations need to redouble their efforts to grow their donor file and expand the number of supporters. (Which also means that organizations must be aggressive online and begin using the web to grow their donor list.) Even in a downturn many people can afford to make charitable gifts.
You’re devoting your life, your spirit, your energy, your faith into making the vision you have of a better future into a reality.
So why are you so scared to ask people for money? Why do you feel afraid to say: “This problem is so important and so urgent that it is worth your time and your money to fix it. I’m devoting my whole life to fixing this problem. I’m asking you to devote some of your resources to my life’s work too.”
Maybe it’s because:
1. People think that asking for money is all about asking for money. It is and it isn’t. Most of the time it is about inspiring someone to see the world the way you do – with the same understanding of the problems and the same vision of how it can be overcome – and convincing them that you and your organization can actually make that vision into a reality. The resources come second.
2. People think that storytelling is a gift, not a skill. Learning how to do this – to be an effective storyteller, to consistently connect with different people from different walks of life and convince them to see the world as you do and walk with you to a better future – is hard, but it’s a skill like any other. It’s true that some people are born with it. But it still can be learned and practiced, and if your nonprofit is going to succeed, you’d better have more than one or two people who can pull this off.
3. Money = Power. Our society has done a spectacular job of creating enormous amounts of wealth. At the same time, wealth is associated with power, and not having wealth can feel like not having power. So going to someone who has money and saying, “You have the resources, please give some of them to me” doesn’t feel like a conversation between equals.
How about this instead: “You are incredibly good at making money. I’m incredibly good at making change. The change I want to make in the world, unfortunately, does not itself generate much money. But man oh man does it make change. It’s a hugely important change. And what I know about making this change is as good and as important as what you know about making money. So let’s divide and conquer – you keep on making money, I’ll keep on making change. And if you can lend some of your smarts to the change I’m trying to make, well that’s even better. But most of the time, we both keep on doing what we’re best at, and if we keep on working together the world will be a better place.”
4. I’m terrified you’ll say ‘no.’ We all hate rejection. Being rejected when asking for money is a double whammy. You were already scared to ask, and then the person said no. They have all the power. You walk away, head down, empty hat in hand.
Get over it. You’re still devoting your life to this work. You shared an idea with someone. You didn’t convince them today, but you probably got their attention. Maybe you’ll convince them tomorrow. Maybe they’ll tell a friend. Maybe you learned something that will make your pitch better the next time. At least you got your story out there to the right person.
You made a change – you just didn’t get any money in return.
