Sometimes we’re so busy trying to improve our methods of communication with clever techniques and psychology, we forget the simple things! In a world where we’re inundated with thousands of messages every day, it’s easy to just be part of the noise. When connecting to potential donors, fundraisers need to make their communication clear, concise and easy.  Although essential to always follow fundraising rules and regulations, there are also some fundamental things to bear in mind that will always help keep things in perspective. Take note of these 5 things to remember when fundraising face to face for charity.

If you don’t ask, you don’t get

You can beat around the bush as much as you like, but the bottom line is if you don’t ask, you won’t get – this is particularly true of fundraising!

The amount of people who voluntarily step forward to give money with no prompting is minimal. We’re talking unicorn status.

A good fundraiser will have had training to help them know the best time to slip in the ‘ask’ as naturally as possible, but a great tip is to remember to make donations relatable and equable.

Donors like to know what their money will actually buy and what difference it will make.

For instance, you could explain that a donation of £20 will provide clean drinking water for a whole year like Charity:Water explains in their campaigning.

It’s not personal when you get rejection

People have got the right to say no (even rudely!).

Fundraisers should always remember that rejection is simply a part of the job – like the common cold is to a doctor.

Much as it’s easy to start taking offence and letting it get you down, it’s important to remember there are a hundred reasons why someone says no and NONE OF THEM are to do with you.

They might already support other causes. You might have just caught them on a bad day. They might just be in a hurry to get somewhere.

If you’re lucky enough to catch someone right at the perfect moment i.e. where they have plenty of time, they’re in a good mood, are feeling generous and are open to having a conversation with a complete stranger – then lucky you!

Realistically though, it’s far more likely to catch them on a less than perfect moment which is why you either attempt to turn it around with your silver tongue or let it go.

So next time a person waves you away or turns you down, visually just brush it off and remember you’re one step closer to the next yes!

Learn more on how to handle objections in face to face fundraising 

Donors aren’t cash cows

Wouldn’t it be lovely to be able to press a few buttons on someone’s face and have money pop out of their mouth like a human ATM? Well no… not like that, but you know what we mean.

The fact is, nobody likes being seen as a cash cow and it’s essential that our potential donors don’t feel like they’re being used for money.

If you want to fundraise properly – by that we mean gain a donor that will last, then you need to remember to really listen.

Ask questions that help you find out what’s important to your donor. Have they experienced anything related to your cause? Gaging this gives insight about whether they’re likely to be compassionate about a charity.

For instance, do they love animals? If so they’re likely able to empathise with a stray or neglected animal that needs looking after or rehoming.

Have they or their loved one experienced cancer? What was it that helped during this time? What is you charity doing to help people going through the same thing?

Have they visited countries where you may be campaigning for help for? What did they love about the culture or country? Could they see themselves sponsoring a child?

Based on their answers work out what makes them tick and show them how your cause aligns with their values.

If you can find something that helps them to connect to your charity, you can help put them on centre stage to feel good about the potential of giving.

Paint the picture where they’re the hero and their decision changes lives – because let’s face it – they can! Without donors, charities can’t achieve anywhere near what they need to.

Learn more about why fundraisers should be telling donors what they want to hear

People who are anti-fundraising often have financial worries

Talking of money, if everyone was comfortably well off then we like to think they’d all look to sharing that wealth with others in one way or another.

But the harsh truth is most of us are aware of our money situation, even more are counting the pennies and some have downright money anxiety.

Going through a cost of living crisis and recovering from a global pandemic means most people are tightening their belts.

The worry isn’t exclusively for the public either.

59% of charity leaders said they are concerned that people won’t begin or continue to donate because of the cost of living crisis.

This isn’t a problem that’s likely to go away, but as a fundraiser it’s important to remember there are always challenges in this arena.

Although there are potentially less donors out there, there are also those who will dig deeper because they know charities are struggling.

Try to understand that money can be a really sensitive issue for some and anything that involves them being asked to part with their cash can be a real trigger.

The only real way to overcome these kind of fundraising challenges is to explain (if invited to) as much as you can about how donations help your cause. Emphasise how even small donations can make the difference.

Offering up factual insights into how donations are spent and what this means to the individuals the charity is helping.

Assure them that although long term committed donors are the best kind, even a few months help is invaluable to the charity.

Fundraisers may find that people are willing to offer help for a few months at least which is definitely better than nothing.

Rinse and repeat what works

The ability to fundraise well often comes with experience. With that comes knowledge about what works and what doesn’t.

Sometimes this can be particular phrases, sometimes this can be particular venues or locations and sometimes this can be particular times.

If you find your own ‘patter’ and you’re getting results – keep doing it!

Although everyone is unique, there’ll be patterns a fundraiser begins to spot about the way people respond, the excuses they’ll make and which titbits of information that work.

Don’t be afraid to venture off the script to keep things fresh, but overall remember; if it ain’t broke – don’t fix it!  

Donors love to be appreciated

Finally a bonus tip – always always remember to say thank you.

We know from our previous blog ‘magic words that work for charitable fundraising’ ‘Thank You’ has much power when fundraising for causes.

In fact, research ‘Managing Donor Defection’ by leading researcher Dr. Adrian Sargeant showed that 13% of donors lapsed because they were never thanked for their contribution!

Taking the time to properly thank donors means not only will they feel great about what they’ve done, they’re much more likely to keep giving well into the future.

We hope this helps you reground and find your fundraising feet! Here’s a quick recap of these simple things to remember when you’re fundraising for charity:

• If you don’t ask, you don’t get

• It’s not personal when you get rejection

• Donors aren’t cash cows

• People who are against fundraising often have financial worries

• Rinse and repeat what works

• Donors love to be appreciated

Are you thinking of a career change? Professional fundraising is challenging, fun and can be extremely rewarding! Our fundraisers love knowing they’re making a real difference to those in need and enjoy that no two days are the same!

Charity Link are always looking for talented, hardworking and enthusiastic people who are willing to learn.

Our industry leading training academy ensures that every fundraiser is given the very best opportunity to do well. With ongoing support from our trainers, managers and head office team, fundraisers at Charity Link can and do thrive!

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