Dr. Douglas M. Lawson: Crafty asylum

[Евгений]

Dr. Douglas M. Lawson - Chairman and CEO of the well-known consulting firm in the field of fundraising (Douglas M. Lawson Associates, Inc.), A famous orator and one of the leading experts on U.S. philanthropy. Author of the book «Give to Live: How Giving Can Change Your Life.» Regularly performs in front of non-profit and charitable organizations on issues of working with donors, training volunteers and getting large donations.
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What is so different fandreyzera successfully collecting large donations? There are several features common to all great.

If they know, and you can work better.

"Charity - is a mysterious blend of joyful donor skilled asylum and a grateful recipient."

America - the country with the most advanced charity. We are nearing the end of the century, but the spirit of philanthropy is alive. However, with increasing amounts of donations and acute insight donors. Donors are becoming more sophisticated. They ask precise questions. They want to use their resources in order to change the world. And they will learn everything they can to make the right decisions. They will be ready.

And we must be prepared, those who represent the needs of the nonprofit sector. We must strive to become "skilled asylum."

For most of us, the worst thing in any campaign fundraising - is requesting. Very few inexperienced volunteers like the idea to come into another room and ask for money. However, when volunteers begin to understand what the charity, and when they are able to develop the simple skills of the request for a donation, their fear disappears. Im really beginning to like the process of transformation of potential donors in the inspirational members of the mission of the organization.

But how to prepare successful asylum? How to arm the volunteers who will meet face to face with prospective donors, the ability to work confidently and succeed?
Over 35 years as a professional fandreyzera I learned that the mystery of charity consists of three parts: a donor joyful, skillful petitioner and grateful recipient. And I think that the problem of "skilled asylum" - the most exciting of all, and gives the highest returns.

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However, people are most afraid of the work itself. I remember your own excitement and anxiety, when as a teenager, first asked someone to help my church. To my surprise, I soon learned: people want to do good work within the organization that they care about. I was seized by the delight of this discovery, and I forgot to fear. Today I am most happy in those days when I sit at someone at home or in the office and request to take part in a serious matter. I feel able to ask - it is a privilege.

And the art too.

Need to make donations

Long ago I revealed the secret that has defined my life and filled it with meaning: most of us feel the need to make donations. That this is the life. When I ask someone to make a donation, I suggest a golden opportunity-the opportunity to experience the meaning of life, the joy of the donation.

My compatriot Tom Jefferson of Virginia declared in 1776 that one of our inalienable rights is the "pursuit of happiness." Too many of us do not understand the essence of his words and spend time on the vain pursuit of happiness. Those who found it, too, know the secret, you know, and Jefferson: the only way to find love, peace and happiness - is to give, not take.

Can I get a state, but if you keep it for yourself, then wealth will ruin me. Only when we give, wealth makes sense, just giving, we know: does it matter what we do and who we are. There is no greater joy than knowing that we have changed the world for the better.

So I'll never beg for a potential donor support for the cause or organization, no matter how important he or she may be. I do not need to beg, when I can offer something valuable.

An old Chinese proverb can express this idea better than I: "Do you want happiness for an hour - take a nap. Do you want happiness for a day - go fishing. Do you want happiness for a month - get married. Do you want happiness for a year - inherit the state. But if you want happiness for a lifetime - help someone. "

How to overcome fear to request

For many years I have been fortunate to meet a huge number of wealthy people to induce them to make a donation. People often ask me if I do not get shy in the face of great wealth and the concomitant

his power. The answer is quite simple: no. I've long since realized that all of us, and the poor and the rich, in a day the same 24 hours. We all have some problems. Is the rich are better? To some extent, yes. But for all the blessings of wealth and bring their money - especially - the problem. Some of the richest people live in humiliating fear of losing their wealth. People with large salaries can get into terrible debt. Applicants for a share of the state (usually family members) can poison the relationship and leave the rich alone, and angry relatives.

Poor or rich, we are all alike. If you ever had occasion to visit the sick, you know: the least of his worries, rich or poor.

Skilled asylum wealth will not be intimidated. They feel at ease in an atmosphere of plenty, and it helps potential donor also feel relaxed.
Fear of failure

One of the greatest obstacles to the success of the request for a donation is fear. We are all more-imsya failure. "If I ask a potential donor can say no! The truth is that even when we feel confident, even when we know the potential donor, all you can, even when doing everything correctly, we are often denied. Perhaps we should learn from Babe Ruth.

Before Hank Aaron broke the record of Ruth, he was winning more often than anyone else in the history of baseball. But most people do not know what he repeatedly slapped. You know the name still unrivaled king of baseball? Babe Ruth. You remember the Nolan Ryan, who knocked off more players than anyone else? Nolan Raheen lost more games than anyone in baseball history.

Artful petitioners are not afraid to fail. They know: bad - it's part of life. If you're going to ask a large sum, do not expect that it will give you every time you ask. And still continue to attack: in this way to greatness in baseball, the appeal for donations and in life.

"Method"

When I meet people who want to be successful fandreyzerami, they are often surprised when I tell them that, in seeking donations, there is no special method and proven techniques that can be used to achieve results. You can not "call" charity just because you say the right words.

Then why are some people more successful in the role of the asylum?

Judging from my experience, the successful petitioners draw courage primarily from the fact that they are both giving. We are, perhaps, not rich, but to make donations in proportion to our possibilities.

While we ourselves have not experienced the joy giver, we can not pass this joy to others by asking them to also make a donation.

Artful Asylum confident. Their confidence grows when they give the trouble to understand what motivates giving the largest donation by the donor. Who are the people most likely to make large donations?

A common misconception is that rich people behave like rich people. They ride in expensive cars, no? Rich people wear clothes from top designers, eat gourmet food and live in expensive neighborhoods. Everyone knows that.

But people make mistakes. I was very surprised when 35 years ago learned that the truly wealthy people among us often do not behave. Modest does not cease to be a modest gain wealth.

So who are major donors in America? I have met thousands and here are my impressions:

They are over 50, they are married or single (usually - the first marriage) and they are very religious: regularly attend church, synagogue or mosque. Families (children and grandchildren) are very important to them. They are children and grandchildren are an important part of their lives. The millionaires who have made themselves, often patriotic and do not hesitate to so many of them will tell you that made money with our free enterprise system. These are people who have invested large capital and got huge dividends.

Many wealthy philanthropists America consciously reinvested its considerable revenues in that nation which has enriched them.

Risk-word, of course, for most people, making large donations, in fact, many of them welcome the risk. Most of those people to whom I applied for large donations, risked his life. Many have lost and gained the status several times. They know that in life there is nothing sustainable. They know that any significant capital investment involves risk - both in business and charitable activities. They seek to minimize risk, but they know: to take drastic measures needed to create an organization, you need courage.
Elements of successful requests

How to organize a meeting and who should host? Where is scheduled to meet? Who should ask? These components of successful treatment of the donation is probably the most underrated-

mi.

I firmly believe that the appeal for donations to two. Ideally, a visitor must be fandreyzerom a professional, the other - as a volunteer. That is the volunteer should arrange a meeting.

Volunteers often say: "I can not ask for money from his friends." Well, fine, but an appointment can be a volunteer? Or at least take part in it? Volunteers need not ask for money, but their participation can help one to gain acceptance of a potential donor for a donation, and their presence gives confidence in the visit.

Arranging a meeting with a potential donor, make sure that you can offer him a choice of dates for the meeting. Never call and ask to meet at 2:00 on Wednesday. To offer donors a choice. Seeing that you are trying to cram it into my schedule, the donor immediately goes on the defensive. Schedule of meetings should involve convenient for the donor while.

The desire for money can be world's most powerful factor. Freud was wrong: no sex is the main driving force of our lives. The most powerful motive - money. Search Money burns most of the time when we are awake. We spend a lot of time thinking and planning how to get enough and more than enough money.

Believe me when I ask someone to part with a fair part of what is so mind at least, if not the heart, I want this person was comfortable with me, that he as much as possible to trust me and feel safe.

Thus, the venue must be convenient to the donor. If you want to ask for money, I always meet with the donor on his field "- if possible in his office, at home, in a club or at his favorite restaurant. Donors have the best feel, where, in their view, the situation under control.
First, prepare yourself, then be careful

Another way to more confidently address the role of skilful Petitioner - make sure you are prepared. Learn as much as possible about the donor and his ability to make donations.

If you learn that the assets are valued by millions of potential donor, then he can donate a six-figure sum. But it would be regrettable mistake to ask the same amount of a person who owns the assets, only 200 or 300 thousand dollars. Prepare for the meeting.

Continue to study at the meeting: listen buddy how attentive. Potential major donors are often raised his hand and show the level of donation. They do it very quickly, and you can easily make a mistake. "You know, it's not for me" or "I can not give a six-figure sum."

How should we react? Crafty Petitioner says: "I understand. Which level is right for you? "But if we have missed the qualifying remark, or decide not to pay attention to it, we can immediately ask for a six-figure sum. And what answer possible donors? "I just told you I can not do that." Donor who could provide 50 thousand, in the end will not give anything. When collecting large donations from first listen, and then to speak.

I call the most successful fandreyzerov Skillful asylum "because it is convinced: the ability to listen is an art. This is a basic skill that must master fandreyzery.

And the best students use not only the ears but the eyes. How to communicate love and friends? Eyes. Both parents and children interact. Eyes - the windows of the soul. Watching the eyes, we give the speaker to understand that listening to him. When we're talking eyes, less distracted, more focused attention. We grasp the nuances that could be missed.

Those who practice the art of listening, and encourage donors to speak. Ask leading questions about something important for the potential donor. This means that you are prepared to talk. And if you "to his field, then tips all around you.

Let's say you go to someone in the office and there is a place of honor on the wall above the host of the office, notice the fish is ugly in my life have seen. Why would a man stuffed fish hanging above their heads? The fact that he caught that stupid fish, and hung it here because I'm proud of it. And what happened? You ask him a leading question: "Did you just catch it yourself?" "Yes," he smiles. "Tell me!" That's what he wanted.

You go to someone in the office and see the big picture of two children, whose terrible in my life have seen. "How can you keep a photo of the monsters in your office?" You ask yourself. The fact that these children master the office, and he has no children in the world more beautiful. "These are your children?" "Yes." "Tell me about them. That they are now de-bark? .

People do not hang a stuffed fish or pictures of children in the office, if you do not want you to talk about them. And in the course of this cozy and quiet conversation you become buddies.
Visualize success

Confidence creates success. It is important that the petitioner was convinced that his request will produce results and that the campaigns of a success.

I firmly believe in creative imaging. Never shall I forget the figure of a lanky young man who stood in the middle of the stadium and rocking back and forth, eyes closed, and a hundred thousand people followed him. It was in Mexico City, and he was going to jump higher than anyone jumping up to him. If he did, he would become an Olympic champion. So he stood and swayed back and forth, twenty seconds, thirty, forty - it seemed hours passed and still he stood there and rocked back and forth. People in the stands began to think: what happened? He is sick? And then he rushed to the bar, picked up speed, bounced off and flew through it. He broke the world record.

Then he was asked what he did in those long seconds before jumping. "I never jump, while not mentally imagining each step to the bar. I can imagine how the foot falls, and the body flies over the bar. I think over every muscle, which will carry me over it. Until then, until I introduce myself over the bar and in the pit, I do not start. "

Petitioner is a skilled mental success. He believes he will win the match even before they will take the first shot. He knows that he will receive a donation. If fandreyzera have serious doubts about his ability to describe the work of organizing and to establish contact with the donor, in this case it fails. But if he believes in what he does, in the importance of the campaign and the role that could play a major donor, then his enthusiasm can be passed on to others.
Reaction

Believe it or not, but when the conversation eventually turns to a request for a donation, the longer a potential donor is slow to respond, the more money you can get your organization.

One of the greatest mistakes in fundraising - and, incidentally, in the trading agent - to break the silence. We say: "Listen, I know that you need time to think. We can talk later. "You have interfered in a fundamentally important process.

The rule is simple: you should never say anything else after was asked to make a donation. Now all donors say.

What do they think during the pause, which seems to be stretched indefinitely? They do not contemplate a negative response. They reflect on the donation. To say "yes", you need more time than to say "no." And more time is needed to say "yes" to a large sum. If you develop the art of patience, then you are waiting for some amazing surprises.

When a potential donor has inspired a supporter of the campaign, it is important as early as possible and as often as possible to thank him.

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The European Commission appealed to the charitable organizations for help in the digitization of European cultural heritage. The total price of conversion into electronic format collections of libraries, museums and national archives will cost around € 100 billion because of the economic crisis of the initiators of the project are recognized - the authorities of the EU itself did not fund the. All hope for a non-governmental organizations, charitable foundations and the generous contributions of all who care.

However, this is not the first time that government institutions can not cope with existing problems. For example, to fight malaria in Africa last year, according to experts, required more than $ 6 billion, while the "found" only $ 1.5 billion because assistance from nongovernmental organizations and business philanthropists is simply necessary. American billionaire Warren Buffett and Bill Gates has been calling like half of the richest people in the world to share resources for the benefit of mankind. After a lot of money - it's also a big responsibility.

Only in the U.S. is now more than 400 billionaires. 40 of them have already signed on to a charitable initiative of Giving Pledge, organized by Buffett and Gates. The rich are not required to enter into any contract or transfer to anyone else's account money. The campaign being offered only to take a moral obligation to give half of his savings to charity. In this case, Buffett is very optimistic: "I'm in the safe there are a few of the securities purchased about 40-45 years ago. Now their value increased tenfold. If these pieces of paper to invest either in the fight against childhood diseases, or in improving the education system and people will live better - it will be amazing. I think many people think in the same spirit. " Billionaire in 2006 stated that 99%of their capital (and it's $ 47 billion) will give to charity, mostly - the Gates Foundation. The latter spends more than $ 2 billion on programs to improve health care and social development. Overall, among those who supported the initiative, New York City Mayor Michael Bloomberg, media mogul Ted Turner, founder of Facebook, Mark Zuckerberg, filmmaker George Lucas, David Rockefeller and others. The founder of online auction eBay, Pierre Omidyar, for example, explained that he decided to do charity work, seeing themselves in the Forbes rating and realizing that he has no idea how to proceed with its own state. ( More ...)

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Toni K. Goodale, president of Goodale Associates

Volunteers - are part of the development process of the organization. They help plan and carry out almost all the activities of fundraising, whether it's charity bake sale, an official reception, an annual marathon to raise 100 thousand dollars or a multi-million dollar campaign to replenish the capital of the organization. Volunteers can be our best allies and most effective "getters" donations, they can be our biggest challenge and a huge disappointment, and they can combine - and often combine - all these qualities. We can love our volunteers, to hate them, but to succeed without them we can not, especially if you intend to conduct a serious campaign to raise funds. Therefore, we must teach them the secrets of craft.

For more than 20 years of work in this area, I trained hundreds of volunteers how to ask for money, and he did this at a seminar on preparing and holding meetings to ask for donations. This proactive approach, especially if you use volunteers to call for large donations during the campaign, and I would like to share this experience. ( More ...)

[Евгений]

The European Commission appealed to the charitable organizations for help in the digitization of European cultural heritage. The total price of conversion into electronic format collections of libraries, museums and national archives will cost around € 100 billion because of the economic crisis of the initiators of the project are recognized - the authorities of the EU itself did not fund the. All hope for a non-governmental organizations, charitable foundations and the generous contributions of all who care.

However, this is not the first time that government institutions can not cope with existing problems. For example, to fight malaria in Africa last year, according to experts, required more than $ 6 billion, while the "found" only $ 1.5 billion because assistance from nongovernmental organizations and business philanthropists is simply necessary. American billionaire Warren Buffett and Bill Gates has been calling like half of the richest people in the world to share resources for the benefit of mankind. After a lot of money - it's also a big responsibility.

Only in the U.S. is now more than 400 billionaires. 40 of them have already signed on to a charitable initiative of Giving Pledge, organized by Buffett and Gates. The rich are not required to enter into any contract or transfer to anyone else's account money. The campaign being offered only to take a moral obligation to give half of his savings to charity. In this case, Buffett is very optimistic: "I'm in the safe there are a few of the securities purchased about 40-45 years ago. Now their value increased tenfold. If these pieces of paper to invest either in the fight against childhood diseases, or in improving the education system and people will live better - it will be amazing. I think many people think in the same spirit. " Billionaire in 2006 stated that 99%of their capital (and it's $ 47 billion) will give to charity, mostly - the Gates Foundation. The latter spends more than $ 2 billion on programs to improve health care and social development. Overall, among those who supported the initiative, New York City Mayor Michael Bloomberg, media mogul Ted Turner, founder of Facebook, Mark Zuckerberg, filmmaker George Lucas, David Rockefeller and others. The founder of online auction eBay, Pierre Omidyar, for example, explained that he decided to do charity work, seeing themselves in the Forbes rating and realizing that he has no idea how to proceed with its own state. ( More ...)

[Евгений]

Toni K. Goodale, president of Goodale Associates

Volunteers - are part of the development process of the organization. They help plan and carry out almost all the activities of fundraising, whether it's charity bake sale, an official reception, an annual marathon to raise 100 thousand dollars or a multi-million dollar campaign to replenish the capital of the organization. Volunteers can be our best allies and most effective "getters" donations, they can be our biggest challenge and a huge disappointment, and they can combine - and often combine - all these qualities. We can love our volunteers, to hate them, but to succeed without them we can not, especially if you intend to conduct a serious campaign to raise funds. Therefore, we must teach them the secrets of craft.

For more than 20 years of work in this area, I trained hundreds of volunteers how to ask for money, and he did this at a seminar on preparing and holding meetings to ask for donations. This proactive approach, especially if you use volunteers to call for large donations during the campaign, and I would like to share this experience. ( More ...)