One of the greatest skills a professional Fundraiser can develop is listening. I find that I listen with not only my ears, but with my eyes and my intuition. Sometimes a donor says what they really think and sometimes they leave things unsaid so it’s good to be able to pick up on all the subtleties.
Listening also will help you get along better with Board members, volunteers, and co-workers. We all just want to be heard, and when you give someone your full attention, it is powerful. Let me give you a simple example.
My Mom, sister, and I took advantage of the long weekend to enjoy one of our favorite pastimes – quilting. We set up shop in my Mom’s dining room and sewed for hours on end (I thought my eyes were going to drop out of my head at one point!). It was tons of fun!
My Mom heads up the quilt ministry at our church and she has fabric EVERYWHERE in her house! She sort of mentioned in passing that it was overwhelming to have so much going on. My keen ears perked up and what I heard that was going unsaid was “help me get this organized so I won’t be so overwhelmed.” I asked her if she wanted some help organizing and I gave her a couple of suggestions, including getting an inexpensive shelf to go in her sewing room closet. Well, she jumped on that and within the hour, we were on a shopping excursion for a shelf and bins to sort fabric into. It didn’t take long and it wasn’t hard. And boy is she happy now!
When you find yourself with a major donor prospect, listening is your best tool. Pay attention to the words and the emotion behind them, body language, gestures, and so forth and you’ll find yourself learning at a deeper level about your donor.
Got a story you can share about a time when listening really paid off for you? We want to hear it! Click on the comment link and share.
This is SO true, Sandy. Listening for what is being said is one thing, but hearing those things that are not being said really requires tuning in with all your senses. And if that’s the difference between getting a major donation and not getting one, isn’t it well worth the effort and your undivided attention?
I think you’re absolutey right Linda!! Listening is ALWAYS worth it when it leads to a donation.
Listening really pays off, both face-to-face and online listening. You should absolutely listen attentively to donors and look for how you can best support them in their giving, but also listening to what others are saying about you online through tools such as Google Alerts and Facebook and Twitter alerts, you can also support those donors who are preparing to give, but just looking for the best match.
Great point Terri!
So very true. And, I want to point out that you seem to listen deeply with the ever-present question, “How can I serve?” That’s what I see in your story and that’s my experience with you! Imagine how a donor might feel being listened to with that kind of inquisitiveness. Even if there is no service evident, this kind of listening provokes a depth of presence that is precious.
Mmmmm. You’re right on, as always Melanie!
Keep on preaching listening Sandy. And thanks for doing it.
I find it amazing how people don’t really listen to themselves. So many times I offer something back to an individual and they respond on the astuteness of my observation … only to hear from me, “You said it; those were your exact words.” Thanks for being one of the world’s committed listeners. Jeff
Jeff, that is SO true!!
I love the story about your mom and how your listening ear perked up so keenly. Not everyone has that skill, you use your skill in service to others.
Sue Painter
Thanks Sue! Listening comes so easily to me that I’m happy to do it all the time.
Sandy
Great point, Sandy. When I worked at a community radio station, I would pay attention to which artists some of the major donors loved. I would just make a note of it in their record. If we ever got in an extra CD, poster or even concert tickets, I would send it along to the donor with a thank you note. It made a huge impact because they knew we were thinking of them and that we were very grateful for their support. I loved being able to do that for them.
Kristina
Thanks Kristina! That’s a great example of getting to know your donors and really taking care of them!
Sandy
Great advice Sandy. I think we get so caught up in wanting to be heard we forget how to listen. Thanks for the reminder.
Julie Hawkins
Good listening is truly a skill. Then there’s listening in-between the lines using your intuition. As a business owner, an individual, a friend, a peer, a sister and more, listening is a wonderful asset to have in keeping our relationships at their best. Thanks for your story.