Relationships!

I don’t care about the economy there are some things we can’t afford not to do!  We can’t afford to stop communicating or planning during the downturn. Now is the time to build/strengthen relationships.

I was talking to a development director the other day who was saying that she didn’t even want to call individual donors or foundations directors most days because of the economy.  After lifting my jaw off the floor, I went into a passionate rant about how now more that ever it was important to strengthen relationships and build new ones.  Economy be damned here are five quick tips you can do to make sure you don’t lose donors during the downturn and more importantly you still keep attracting new donors!

1.  Take a donor out for coffee.  Not lunch, not dinner – coffee.  Conservative cost and much easier to schedule.  It is also easier to talk over a cup of coffee rather than dealing with ordering and eating.  

2.  Make it clear that you are there to talk about your relationship and your organization not necessarily to make an ask. Let them know that you have been wanting to build a relationship with them – a LONG term one.

3.  Don’t rule out making an ask.  A major donor once told me the worst thing you can do is ask for too little from a donor.  It is insulting.  If you ask for too much it is a compliment that you think they have that kind of money.  Same philosophy applies in downturn.  If you stop asking or ask for too small of an amount you could very likely be insulting the donor.  Perhaps that particular person isn’t experiencing any particular issues or perhaps he or she doesn’t want folks to know they are experiencing problems. 

4.  Be completely honest about the state of your organization, but walk the middle line.  Don’t be overly optimistic or too pessimistic.  Share action steps that have worked and share your concerns.  Perhaps the donor has a perspective that could be enlightening.

5.  Follow-up!