I had an experienced gift officer proudly share this comment with me recently. I don’t think it was the flex he thought it was.
I’m pretty sure I understood the sentiment behind his statement: He engages donors in such compelling ways and with such skill that he doesn’t need to ask for the gift. They come to their own conclusion about offering a gift instead.
And, in some instances – with some donors – this is the best possible approach.
But not all instances. Not all donors.
Some donors need more direct communication. Some donors need more clarity around a potential next step (i.e., giving). Some donors need to be invited.
And, when a gift officer uses the words, “never,” or “always,” I know immediately they have not been as effective as they could have been.
Our work is not to “crack the code” that works in all situations with donors. Our work isn’t to come up with the one best approach with donors. There isn’t a single code, formula, or best approach.
Our work is to build a set of diverse skills and approaches that will work in a variety of donor situations.
Because every donor comes to the giving process with a slightly different perspective, a slightly different motivation, and a slightly different interest.
We aren’t most effective when we use a “one size fits all” mentality with all donors. Far from it.
We are most effective when we have curated the diversified skills and approaches to match the donor’s perspectives, motivations, and interests.
