Better Fundraising Conversations: Not What You Say But What You Ask:The Influential Nonprofit Ep.144

Key Takeaways:
✭Ask and listen instead of pitching and selling. People are more likely to when they feel seen, heard, and understood. Your only job is to tap into somebody and have them feel seen, heard and understood.
✭People decide based on their emotions. Listen to them and lead the conversation with empathy. If people feel misunderstood, they’ll become frustrated and guarded, the opposite is also true.
✭First, ask a vision question to know what their pain is or what they want to gain. Second, ask about the gap - the challenges that make the vision difficult to materialize. Third is the cost, ask them what is the cost of not solving this issue.
✭After asking those three questions, that’s when you can involve your organization in the conversation. Ask a qualifying question: “What do you feel is needed in order to close the gap?”
“If you want to increase the quality of the conversations that you have with anybody in your life, it is not what you say, it is the quality of the questions that you ask.”
- Maryanne Dersch
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