When you’re a fundraiser, time is of the essence. Not only are you asking someone for their time, which let’s face it, is a precious commodity these days, you’re trying to get your message across in a powerful, succinct way. Charity fundraising is a challenge in any format, but the face to face fundraiser has the extra challenge of achieving all of the above in a few minute if they’re lucky.

So how do you build a positive relationship quickly?

We’ve put together a top tips speed building relationships to help win the ear, trust and heart of a potential donor.   

The first thing to remember is that your recipient has their own needs, experiences, beliefs insecurities and doubts. That means connect, you must focus your efforts on showing up as a respectful, honest and (hopefully!) likeable person.

Building rapport must entail several things that help breathe positive energy into any exchange. These habits include:

Showing respect

Respect is the number one way to speed build a good relationship. Everyone wants to be respected and we should ultimately aim to treat others as we would like to be treated.

Being respectful can include thinking about which words and terms you’re using. Watching tone of voice. Being courteous and polite is important, along with not interrupting.

Smile

Smiling isn’t just about arranging your face. It’s a communicator that holds enormous power and potential when looking to build a relationship well.

Science shows us that smiling releases chemicals in our brain that not only make us feel happier through smiling, it significantly improves the way others see us.  Smiles help us appear friendlier, more confident, more competent and more attractive.

Smiling with the eyes as well as your mouth is more genuine and helps to kickstart a relationship well.

Body language

Think about how you’re standing and gesturing to speed build a positive relationship.

In particular, avoid blocking your chest, crotch or the throat with arms or anything else. This sends the subliminal message ‘I like you’ and ‘I trust you’ which gives the best chance of reciprocating.

Other good body language skills to show openness are nodding, smiling, standing confidently, open arms with palms facing upwards, and eye contact.

Mirroring

This is a subtle but effective one, based on the theory that people are inclined to like those who are like them.

By mirroring another person’s body language, such as standing on the same leg, or leaning in the same direction.

The trick here is to be subtle – too much mirroring will come across as odd!

See other ways fundraisers can use psychology to gain more donors

Touch

Another one under the body language bracket is touch. Sometimes, touch is a physical reminder of a good relationship, but should only be practiced in the lightest and most subtle of ways, such as a hand shake or a brief touch on the arm if appropriate.

It should also only go ahead if the interaction is going extremely well, or if the potential donor has offered touch first.

Touch should be brief and gentle with the intention for friendly connection and fundraisers should always consider cultural sensitivities, genders and age. If there’s any doubt, avoid touching altogether.  

Confidence

The more confident a person is, the more persuasive they can be because they make people around them feel secure.

For fundraisers to be able to articulate the message behind their charity, whilst enabling the donors to see the value in their role as contributor, they need confidence.

This doesn’t mean being overly assertive or salesy – definitely not a good idea for charity fundraising jobs. It does mean having the right balance of knowledge, empathy and passion to build the trust and encourage the donation.

Listening

An obvious but vital one. Listening to everything the potential donor is saying and how they’re saying it gives so much information about where best to take the conversation.

Watch for their body language and facial expressions as well as your own non-verbal language. You can physically show you’re listening with nodding, leaning in slightly and repeating back to them what they’ve said in your responses.

Tell them something about you

As mentioned a good way to show you’re listening is in your response. Sharing a simple fact or thing about yourself is an offering that can personalise an interaction and encourage a potential donor to do the same.

Things like mentioning a child or a spouse or preference like a favourite food can all be little ways to secure trust and a positive and open dialogue.  

Let the donor teach you

You already know what you know. What you don’t know is about the person you’re hoping will become a charity donor.

Aim to ask questions that provide you with insight over telling them what you think they should know.

Showing interest in what another person is saying is not just respectful, it’s just generally good communication.

Flattery will get you everywhere

Who doesn’t love compliments?

Although it’s tempting to compliment a person’s appearance, that should probably be avoided, except for perhaps a colour the donor is wearing or a handbag they’re carrying rather than beauty.

Fundraisers can offer healthy compliments that flatter a persons personality – such as thanking them for coming over, they must be a lovely person. Be sincere!

Compliments are a lovely way to lift another persons energy and confidence so try and offer at least one to build a good rapport.  

Show honesty

If you don’t know the answer to something, just be honest and let them know you’re not sure so will find out.

This small act of vulnerability shows a potential donor that you’re honest and that you have integrity.

Learn how to keep your face to face charity fundraiser job interesting

Offer a gift

Gifts come in many forms, a compliment or an offer to help with something is all good, as is something tangible.

Many private site fundraisers or door to door fundraisers have access to charity marketing materials such as stickers or keyrings, but they could also purchase some sweets or chocolates to offer as well.

Offering a small gift like that is a small but effective way to speed build a bond.

Manners cost nothing

Please and thank you are very effective ways to create good communication (especially here in the UK!). Just thanking someone for stopping to listen is a great conversation open and makes a good impression.

Basically, when we model the behaviours we’d love everyone to have it makes for a nicer society and a better feeling whilst at work.

Being a face to fundraiser is an incredibly rewarding role that directly helps charities deliver their services. If you’d like to know more about this fulfilling career, we’d love to get to know you. We’re on the look out for people who love talking, enjoy working outside, have some sales ability and most importantly, want to make a difference.

What are 13 qualities of good fundraisers?