Posts tagged ‘Bernard Ross’

September 2, 2016

Let a 12-Year-Old Competitive Chef Show You the Way

The fundraising profession is not for the faint-of-heart. Ours is a field full of rejection. Every time we ask for a donation, we know there is an excellent chance we will hear, “No!” Even when we receive a positive response, it might not be quite as positive as we had hoped.

A fundraiser who has not learned how to deal with rejection, obstacles, and defeat is a person who is destined to burnout, who will become reticent to ask, who will ultimately fail at the job.

One of the greatest skills a development professional must learn is how to cope with inevitable rejection.

The Screaming Man by Walt Jabsco via FlickrI once attended a seminar led by sales-guru Tom Hopkins. He told us not be disheartened when receiving a rejection. Instead, he told us to celebrate the rejection because it brings us one-step closer to achieving a success. In other words, sales, or fundraising, is a bit of a numbers game. We know we will encounter rejection no matter what we do. So, when we do encounter one, we know we’re getting it out of the way and getting closer to finding a “Yes.”

In sales and fundraising, maintaining a champion’s attitude is a key to success.

Recently, I was watching the Food Network show Chopped Junior (“Beginner’s Duck,” Season 3, Episode 3). In this program, children compete to determine who is the best chef of the group. I’m always amazed by the high-level of talent on display. We’re not talking about making a peanut butter and jelly sandwich; we’re talking about real cooking.

Ellie Zeiler, a 12-year-old cooking enthusiast, competed against others her age this week. Despite her enormous talent, Zeiler was cut following the second of three rounds.

When watching the show, I was struck by how Zeiler handled the rejection. She did not whine. She did not complain. She did not blame her defeat on unfairness, time, the judges, or her competitors. She did not bury her feelings, nor did she become consumed by them. Instead, she handled her defeat with extreme grace and wisdom:

I’m really sad that I got chopped. This competition has inspired me to really focus on my cooking. And I want people to know that I never quit, and I keep moving forward.”

Here’s what we all can learn about dealing with rejection from Zeiler’s fine example:

Do not bury your feelings. Recognize how you feel and accept it. However, do not let yourself be defeated by how badly you might feel. Move on. Zeiler acknowledged her sadness, but did not let it consume her.

“Life is 10 percent what happens to you and 90 percent how you react to it.” — Charles R. Swindoll

Do not focus on the negative. Find and focus on the positive. Zeigler found inspiration in the competition. It inspired her to concentrate on her cooking and to further develop her skills. Whenever we face rejection, we have an opportunity to examine what we did and how we can improve our own skills.

“If you’re trying to achieve, there will be roadblocks. I’ve had them; everybody has had them. But obstacles don’t have to stop you. If you run into a wall, don’t turn around and give up. Figure out how to climb it, go through it, or work around it.” — Michael Jordan

Never quit! Zeiler made it perfectly clear that she is not a quitter. Rejection is all part of a development professional’s life. If you’re not used to it, get used to it. To find the next “Yes,” you need to move forward with another ask.

“Winners never quit, and quitters never win.” — Vince Lombardi

The next time a prospect tells you “No,” I want you to think about three things:

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March 18, 2015

Bernard Ross Reveals the Next Big Thing in Fundraising!

Have you ever wondered what your donors are thinking? Life would be so much simpler if you could read their minds.

Now, we’re actually a step closer to knowing.

To understand what your donors are thinking, you first need to understand how they think. That’s where veteran consultant and author Bernard Ross, Director of The Management Centre, and fundraising consultant Alan R. Hutson, Jr., Principal and Managing Partner of The Monument Group, can help.

Thinking-Please Wait by  Karola Riegler Photography via FlickrIn a preview of their session “Behavioural Economics: Everything You Know about Donor Decision Making is Wrong” at the AFP International Fundraising Conference (Baltimore, March 29-31, 2015), Ross told me the duo will show attendees how they can apply the work of Dr. Daniel Kahneman, author of the bestseller Thinking, Fast and Slow, to better understand their prospects and donors and, thereby, enhance their fundraising efforts.

Kahneman, a psychologist who won the Nobel Prize in Economic Sciences, says we have two complementary processes by which we make decisions in life, including fundraising decisions. He refers to these as System 1 and System 2. System 1 operates automatically and quickly, like an autopilot. System 2 allocates attention to effortful, conscious mental activities. We think System 2 is at work most of the time; however, Kahneman has found it is, in fact, System 1.

Ross asserts:

Hutson and I believe that Kahneman’s insights are the next big thing in fundraising.”

Ross observes that most fundraising professionals think donors are making rational judgments when they are not. Think of the old sales axiom: “People buy based on emotion then justify, after the fact, with logic.” A similar process is often involved with philanthropic decision-making.

Donors make philanthropic decisions based on six to eight key mental heuristics — or System 1 short cuts — that we all use. Ross says that fundraisers can learn these heuristics and use them to transform response rates, gift sizes, and more. In their session, Hutson and Ross will introduce participants to these key heuristics and show them how that knowledge is being used to remarkable effect by charities around the world.

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December 28, 2012

Top Ten Posts of 2012, and Other Reflections

We’ve survived another “Doomsday”! Now, as 2012 draws to a close, I thought it would be interesting to look back briefly before we march into the new year.

 

Champagne Toast by viking_79 via Flickr

Happy New Year!

 

For starters, let’s look at which of my posts have been the most read in the past year:

1. Survey Sounds Alarm Bell for Nonprofit Sector

2. Can a Nonprofit Return a Donor’s Gift?

3. 10 Essential Tips to Protect Children from Real Monsters

4. Garth Brooks Sues Hospital for Return of $500,000 Gift

5. 8 Valuable Insights from a Major Donor

6. Overcoming the 9 Fundraising NOs (Bernard Ross)

7. Breaking News: Brain Scan Study Gives Fresh Insight into Charitable Giving Behavior

8. What NOT to Do in Your Email or Direct Mail Appeals

9. 20 Factoids about Planned Giving. Some May Surprise You.

10. Two Major Factors that Demotivate Donors

I invite you to read any posts you might have missed by clicking on the title above. If you’ve read them all, thank you for being a committed reader.

I’m honored to know that I have readers from around the world. (I love the Internet!) While I appreciate all of my readers, I thought it would be interesting to look, beyond the United States, to see my top ten countries for readership:

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March 23, 2012

Are Zombies Philanthropic?

If a person is philanthropic while he’s alive, will he continue to be philanthropic if he were turned into a zombie?

Well, since zombies are soulless and not particularly bright, I think it’s probably safe to say that zombies would not be great philanthropists. However, I have discovered that zombies just might enable philanthropy.

Runner chased by zombies.

Before I explain, let me just say that you don’t need to check your calendar. I know Halloween is not just around the corner. However, the first of a series of nationwide zombie-infested 5K races of 2012 is coming up in May. And, a portion of the proceeds will benefit the American Red Cross.

“Run for Your Lives” is a 5K race through a zombie-infested obstacle course. The races will take place throughout 2012 in 11 cities around the U.S.A.

In an Oct. 26, 2011 article in The Daily, Derrick Smith, co-founder of the race, said that the first race in Maryland in 2011 was expected to attract about 1,000 participants. Instead, the race attracted far more interest and the number of racers had to be capped at 10,000. In addition, tickets were sold to approximately 1,000 spectators. This generated approximately $800,000 in gross revenue for the production company in addition to revenue generated from other related activities.

Race participants, who pay $77 each for the experience, are equipped with three “health flags” similar to what kids wear when playing flag-football in school. To be eligible for prizes, participants must finish the race with at least one health flag, which the zombies will be trying to seize. If a racer has all of his flags snatched away, he’s still allowed to complete the race, but he won’t be eligible for prizes. And, he’ll need to suffer the humiliation of being listed among the undead.

While these races are for-profit events, the race’s website lists the American Red Cross as a “Charitable Partner” with a portion of the proceeds going to the charity in an exhibition of corporate social responsibility.

This looks like a fun series of events. Not only will participants get to enjoy a fun race, they’ll also get to hear live bands, attend an after-party, and can even camp-out.

While the “Run for Your Lives” races look fun, they raise a number of questions:

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February 24, 2012

Overcoming the 9 Fundraising NOs

I’m a huge, long-time fan of Bernard Ross, author and Director of The Management Centre. I first met him years ago when we were both speaking at the Institute of Fundraising Conference in the United Kingdom. His presentation was thoroughly entertaining and packed with valuable insights from his years as a nonprofit consultant with some of the world’s largest and most prestigious organizations. Later that evening, we shared adult beverages in the hotel bar, swapped stories, and discovered a great deal of common ground.

Since first meeting Bernard, I try to attend whenever he speaks at an Association of Fundraising Professionals International Conference or when he presents a webinar. I’m also a big fan of his books, Breakthrough Thinking for Nonprofit Organizations: Creative Strategies for Extraordinary Results and The Influential Fundraiser: Using the Psychology of Persuasion to Achieve Outstanding Results.

I’m honored that Bernard has agreed to share some fresh insights here about how fundraisers can better handle rejection:

 

People won’t always agree with your fundraising proposition. The implication is that even when you use the most targeted approaches the reality is you are still likely to get a “No” more often than a “Yes.”

The difference between a successful and an unsuccessful fundraiser is that they don’t necessarily accept the first “No” as a definitive answer. The successful fundraiser responds by being curious about what exactly the donor means.

There’s Darwinian logic to this, at least in fundraising. Put simply, if you only asked people who you knew would definitely say “Yes,” or if you only asked for the size of gift that you were sure they would definitely give, you’d:

  • be working off a very, very small sample of potential donors,
  • probably tend to “under-ask” by framing your proposition very low.

And, the negative payoff is you’d possibly:

  • be letting down your cause and the people you’re there to help.

So, to be successful as a fundraiser you need to learn to deal with the possibility of rejection. And, in particular, you need to deal with initial rejection and be able to analyze it more closely. That first “No” may not be as bleak as it appears.

To help you manage and interpret the possible rejections you might experience, we’ve created a “No” typology. In our experience, there are essentially nine fundraising “No”s that prospects use. With the first eight of these, if you follow up with a better question you may well get a better result. Only one of these responses – the last one – genuinely means “No, go away.” And if you hear this “No,” you should leave.

The 9 Fundraising “No”s are:

  1. No, not for this.
  2. No, not you.
  3. No, not me.
  4. No, not unless.
  5. No, not in this way.
  6. No, not now.
  7. No, too much.
  8. No, too little.
  9. No, go away.

Each of these “No”s has an underlying reason or explanation that a skilled influencer will seek to uncover. And, that’s why dealing with “No” properly requires that you ask a different or better question rather than simply giving up.

So, how do you get from a “No” to a “Yes”?

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