By listening you build rapport. You build trust. This is important later on as it will alleviate tensions when you ask for a major contribution to your organization.
This site is designed for individuals and organizations that are meeting with donors and prospective donors. It’s all about sitting in the living room of a donor or getting together over a meal. I have no schemes or “get rich quick” tricks. It’s all about personalization and meeting face to face.
I care about the donors I call on. And when you care, you listen.
What happens when you don’t listen?
- You don’t learn anything about the prospect
- You aren’t hearing any concerns because you’re not probing
- You won’t uncover any giving clues
- Your prospect is more likely to “buy” when he is talking than when you are
- You won’t understand that the donor is willing to invest in
- You raise negative issues the prospect hadn’t thought of
- You don’t allow the prospect to gain ownership.
- You provide more opportunity for you to say something that the donor actually disagrees with!
- You dominate the conversation instead of guiding it
- You don’t give yourself breathing room to think ahead
- You don’t put the spotlight on the prospect and give the donor center stage