Keepin' It Real
Carol Burnett was a guest recently on one of my favorite podcasts, “Conan O’Brien Needs A Friend”. Conan was talking about how much he loved the question and answer time Carol conducted before every live show. “How did that come about?”, he asked. Carol explained that one of her producers came to her with the idea and she was initially terrified. “My producer suggested planting a few people in the audience, yet, the more I thought about it, I realized we needed to keep it real.”
Carol then recalled an interaction with a young boy who came to her show.
“How old are you?”, she asked.
“Nine,” he responded.
“And you know who I am?”
He didn’t miss a beat - “Surprisingly, yes!”
Those unscripted, real-time interactions between Carol and her audience set the stage for memorable, genuine moments that resonated deeply with viewers. She didn't shy away from the unexpected; instead, she embraced it, understanding that authenticity often lies in the unplanned and the real. This approach, though seemingly simple, carries a profound lesson for us as major gift fundraisers. We must have meaningful engagements with donors and prospects.
Much like Carol’s live Q&A sessions, the field of major gift fundraising thrives on genuine, open dialogue. The readiness to engage in real conversations reminds donors and prospects that their thoughts, concerns, and curiosities are valued. It builds trust between you and the folks you are interacting with. MIT’s Media lab provides valuable research on building trust and fostering engagement (MIT Media Lab). In these unscripted moments the true essence of a person's willingness to support a cause comes to light.
Embracing this level of openness requires a deep understanding of your cause, and builds confidence to navigate any question that comes your way. It requires you to be ready with thoughtful, genuine responses. Are they asking a question you did not anticipate? Excellent! Now is the time to explore the question together, fostering a sense of partnership and shared discovery. Remaining open to the unexpected is where true engagement lies.
Do you know your donors and prospects well enough to anticipate their questions?
The SToR Assessment (Strength of Relationship) is a great tool to help with this, underlining the importance of relationship strength and readiness before making a stretch ask.
Ultimately, much like Carol Burnett's approach transformed the live sketch TV show format into an experience of genuine connection, major gift fundraisers have the opportunity to transform the fundraising landscape. By welcoming the unexpected and engaging deeply with donors' and prospects' inquiries, we not only honor the individuality of each person, we also lay the groundwork for meaningful, lasting relationships that go beyond financial contributions.
Have a great week!
* * * * * * * * * *
If you haven't taken advantage of some of the resources I've created to help major gift fundraisers, take a look now! My goal is to provide best-in-class training and coaching at accessible price points. The return on investment is truly extraordinary. Here are the available options to energize and multiply your efforts in major gift fundraising:
* The Catalyst Course - an online course for those who are tasked with major gift fundraising. The cost is $500 and you can take it at your own pace. This is the full enchilada - everything I have learned and succeeded and failed at over the years. The reviews on this course have been outstanding. The return on investment is exponential.
* The Catalyst Course, "Bitesize" style. Don't feel like you need the whole course? It's now available in separate modules or sessions which you can engage for as little as $50. Some of my most popular teachings are on "Systems" (in the Fundamentals module) and "The Ask" (in the Sacred module).
* Live Coaching. Or as I sometimes call it, "Brain Rental". I'm not going to be modest here. When people rent my brain to talk about major gift fundraising strategies, they have a significant return on investment. It's $400 per 90m session and if you purchase 6 or more sessions up front you get a sweet discount. Let me know if you're interested.
I look forward to hearing about your good work.
Blessings,
