Just stop talking.
Talk less, raise more.
It’s not your presentation that wins funding.
It’s the two-way conversation that seals the deal.
In fact, author Jerry Panas says ~55% of your fundraising meeting should be spent listening.
But “asking for a contribution makes most people nervous, which causes rambling,” says Lori L. Jacobwith. “And together, we have the perfect storm to make the most common fundraising mistake: talking too much.”
“If you want to get a YES — use less words.”
How?
Here are 10 ways from Win Without Pitching. ⤵
1. Use a sticky note
“Right above my camera is a note that simply says STFU. Try it.”
2. Set a talk target
“If you feel everyone in the conversation spoke for an appropriate amount of time then you almost certainly talked too much.”
3. Go in with nothing
“Let go of it all. Try it just one time. Nothing you have to say, only questions to ask.”
4. Have a framework for questions
“Almost all sales frameworks are frameworks for the questions you will ask rather than the statements you will make.”
5. Get comfortable with silence
“Embracing silence — which will feel awkward at first but not after the fifth or sixth time you do it — is the single biggest little thing you can do to improve your sales outcomes.”
6. Allow the donor to elaborate
“Don’t be satisfied with brief responses to your questions, prompt [them] to keep going.”
7. Name that emotion
“Distract yourself from the urge to speak by playing the game of trying to name the emotion [they’re] feeling.”
8. Ask what they need from you
“After you’ve asked all your questions, ask ‘What else do you need to know about us?’ then ‘What else?’
9. Audit your conversations
“Have someone audit your sales conversations calls for precisely this issue. (You’ll be surprised at how many of your other sales challenges disappear once you reduce your talk time.)”
10. Can you gamify this?
“Can your auditor score you, perhaps giving points for lower talk time, pauses and questions, and demerits for statements or otherwise missing opportunities to get or keep the client talking?”
The heart of the matter:
Open ears, open wallets.
Dialogue drives donations.
Your silence is your strength.
💪🏽💛
The Daily Bonus
In our Acumen Fellowship, we learned the five levels of listening. It’s a mental model that works well in fundraising, sales, and life in general. 👇🏽
