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It ain't friendraising… it's fundraising

Greg Warner is CEO and Founder of MarketSmart, a revolutionary marketing software and services firm that helps nonprofits raise more for less. In 2012 Greg coined the phrase “Engagement Fundraising” to encapsulate his breakthrough fundraising formula for achieving extraordinary results. Using their own innovative strategies and technologies, MarketSmart helps fundraisers around the world zero in on the donors most ready to support their organizations and institutions with major and legacy gifts.

Popular opinion is wrong.
Usually, it is believed that extroverts make the best sales people (and fundraisers).
But, according to tons of recent research including this paper written by Adam M. Grant (The Wharton School, University of Pennsylvania), there is actually a weak and inconsistent relationship between extroversion and sales performance.
 
My take on it:
Extroverts tend to be very outgoing, social and overtly expressive. They want to be friends with people. But friendship can get in the way of your efforts to close gifts. Tweet This! Friendship calls for too much empathy. And, since most fundraisers are not multi-millionaires, if they are extraverted they won’t be able to imagine what it’s like to part with large sums of money ($1 million for instance). If they are extroverted they might feel empathy toward a donor that isn’t necessary because the donor actually wants to give the money away. They just need a facilitator to help them do it.
 
Here’s what I’m saying:
Don’t be the person who only makes friends with supporters but never asks for the gift. Tweet This! Realize that asking isn’t what some might think. Rather, asking is really facilitating. Tweet This!
 

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>> Time to Change the Way You Communicate With Donors: From Multichannel to Omnichannel Communications
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One response to “It ain't friendraising… it's fundraising”

  1. Enock AJAYI says:

    Fundraising requires fundamental principles and skills that leads to professionalism. Being a good MARKETER does not translate you neither qualify you as resourceful fundraiser.

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