There are common misconceptions about what makes a great fundraiser. It is not just being extroverted and loving to talk—although many fundraisers have those traits. In reality, fundraising is a profession that requires a staggeringly diverse skill set, and the ability to talk with donors is just one facet of the work. You have to be able to synthesize large amounts of information, maintain excellent attention to detail, and communicate ideas clearly, to name a few. To my mind, the two qualities that drive fundraising success and underpin this broad skillset are a strong sense of curiosity and consistent follow through.
Curiosity Is Key
The benefits of curiosity in fundraising—and life—are numerous. Research shows that curious people are happier, more empathetic, and have stronger relationships. In terms of fundraising, we may think first about how the ability to build relationships with donors comes down to your curiosity about them. A genuine desire to know more about your donor, coupled with the listening skills that allow you to retain information, can be a large part of your work and a skill that you deploy daily.
However, the importance of curiosity goes much further. Many fundraisers will work in different types of organizations throughout their career. And, even if remaining in one sector—such as higher education—it is likely that you will work in a variety of roles that bring you into contact with different corners of the field. Being curious about all aspects of the mission you support is critical to your success. It is often in conversations with colleagues in seemingly unrelated areas where you uncover knowledge that links all of your work together and really brings the mission home. I find that curiosity naturally leads to greater enthusiasm for the work, as well as an open mind that helps to tackle any issues that arise.
For example, I once managed the fundraising program of a textile museum. I knew nothing about museum fundraising or textiles and I wanted to learn. I spent hours asking questions of the museum’s fundraising staff, its director, and curatorial staff. I asked questions like: How has this field changed throughout your career? How are these old textiles relevant to modern life? and What motivates you day in and day out? I learned a great deal from these conversations. All I had to do was ask and listen.
When I approach a prospective donor or a donor I haven’t yet met, I approach the conversation from a genuine sense of curiosity. Questions such as: Why do you care about this issue? What motivated you to study in your field? and What brings you joy and peace in today’s uncertain world? These questions help me to break the ice and establish a relationship. They also force me to sit and listen because the answers are often rich and complex. I have the tendency to talk fast, to want to get to the point, so questions where I need to stop and listen help me to focus.
If you feel like your own levels of curiosity could use some work, this article has great concrete tips for staying curious. You don’t need to be an extrovert to be curious. In fact, some of the greatest fundraisers I know are quieter. They don’t feel the need to lead or dominate a conversation. They are outstanding listeners, due in part to the fact they ask open-ended, thoughtful questions that allow them to get to know donors and build relationships with them.
A word about “genuine” curiosity. Approach each conversation with a colleague, a donor, or a stakeholder with the mindset that they have something to say and that you will learn something new from the conversation. If the end goal of a conversation is to learn new things and to listen, then your curiosity will be perceived as authentic and genuine.
Follow Through and Consistency Drive Success
Last month, I wrote about developing consistent work habits to build relationships (LINK), and how a regular cadence of communication with donors is essential to deepening partnerships. At a more fundamental level, having good accountability and follow through is essential to fundraising success. This sense of obligation—to your donors and the wider cause that you serve—shows your dedication to the work and respect for their support.
Follow through is critical to fundraising success, but unfortunately, many organizations do not display this trait. If you nurture and cultivate this quality, you will stand out. What does this look like in your day-to-day work? It is not responding to every email and request the second that it crosses your desk, but rather developing the skills to prioritize your work and getting back to people in a consistent and timely manner. In reality, this can mean:
- Running a list of gifts at the end of every week (or day) so you can quickly acknowledge them
- Looking at who opened an email update and then reaching out to engage, and potentially solicit, those people
- Reaching out not only prior to an event to encourage people to attend, but reaching out after an event to hear about their experience
- Tracking notes in donor records to remember key dates, how donors prefer to communicate, and any other important pieces of information
It takes time in any role, but you develop the on-the-ground knowledge to know how to communicate with your closest colleagues and key supporters. Does one person prioritize a very quick response, while another can wait but wants something more in-depth? This is something that you hone in practice, with a strong ethic for follow through to guide you.
Are there other qualities that you feel are at the foundation of fundraising success? Please let me know!