"Dear Curious in Cleveland, I still remember my first donor meetings as a new ED. I thought my job was to "wow" them with a polished pitch about our programs. I'd talk and talk, run through every bullet point, hand them a glossy packet-and walk out completely drained. Worse, I'd learned nothing. I didn't know what they cared about most, what drove them to give, or if the timing was right for them. There was no real connection, just a one-sided monologue."
"It took me years-and a lot of awkward coffees-to realize my role wasn't salesperson. It was philanthropic advisor. I'm not there to convince them of anything. I'm there to understand their why and help them reach their philanthropic goals. Think of yourself as Yoda. Yoda doesn't run around the galaxy handing out lightsabers. He listens. He asks the right questions. He helps Luke figure out who he currently is and wha"
Fundraisers often default to polished pitches that impress but reveal little. Effective donor meetings prioritize listening to understand donors' motivations, timing, and values. The role shifts from salesperson to philanthropic advisor, helping donors clarify their why and reach giving goals. Asking thoughtful questions builds genuine connection rather than delivering a one-sided monologue. Patience, repeated conversations, and guidance enable deeper relationships and more meaningful alignment between donor intentions and organizational needs. Framing interactions as advisory conversations fosters trust and more strategic philanthropy.
Read at Non Profit News | Nonprofit Quarterly
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