Dear [First Name],

Sometimes words seem meaningless. These days, almost everything sounds trite knowing the magnitude of loss we're all facing. But I do need to say I hope you and yours are well, and that your nonprofits can sustain themselves. We are an incredibly wonderful part of society in every way. Can you imagine what wouldn't exist without the nonprofit world ? I can't.

Many of your peers have asked me whether you're worthy of funding now. Whether it might be unseemly in some way to be asking at this time, especially if you're not providing life-saving services.

I strongly believe you should ask. It's all about how you ask, not whether you do. If you acknowledge the horrific situation while also talking about the impact your organization has…and will have when we get through this pandemic…you are being respectful while underscoring the importance of your organization.

I would propose if you don't ask you are signaling you're not important – that your survival is not important. If that were the case, why did you exist before today and why did they support you then? Your work is important to society and we need you here next year.

On March 23rd, I ran a webinar to reach out to our community and hear their thoughts. It was incredibly heartwarming to connect with so many members of our wonderful non-profit world, though I am deeply saddened by the incalculable challenges you all are facing.

During the webinar I covered six topics:

• need vs. vision and the need to still talk about the future
• the board taking leadership
• focusing on major donors
• asking at this time
• dealing with cancelled fundraising events
• doing everything now to be ready to hit the ground running when things are “normal” again

If you didn’t get to join me live, the video and slides are available below, along with several video recordings and resources to help you and your organization. I even wrote seven scripts/emails to use with various donors in the context of asking for gifts.

Oh my, how life has changed in such a short time as we deal with the current realities of physical distancing and social disruption. We keep hearing “we’re all in this together” and for the nonprofit sector that has never been more true.

Many of you are struggling to serve clients who are impacted more directly than others. Many of you are trying to figure out how your agency is going to pay salaries and the bills and, well, just survive. And you may be conflicted about what stories you should be telling now and how (or even if) to move forward with your fundraising appeals.

Stories are the lifeblood of our sector’s work and stories are helping us stay hopeful and positive. And using stories for raising funds is now more important than ever as people seek ways to connect and give back.

During this horrific time, when you can't meet our donors face-to-face, phone (video chat is even better) is preferable to email, especially if you're talking to your donors about contributing. Though many of us loathe the phone, we need to have these conversations in real time whenever possible. On the phone you can hear your donors' questions and answers and respond to them immediately. Through the phone you can also gauge where they're at emotionally much more readily than by email. What does that mean based on your Asking Style?

Rainmakers – Comfortable with the phone, and though you don't usually use it exclusively you understand strategically the importance today. Don't forget to allow time for the chat to unfold. Some donors, especially introverts, will be slow to warm up on the phone and it might take longer to move the meeting along.
Go-Getters – Easy for you. You are most comfortable with the phone…in fact prefer it to email. One caution – don't create a wall of words by talking too much. You might not realize you're doing so since you can't see their face, so be extra caution. Give the donor the floor.
Kindred Spirits – Challenging for you and me, but we'll do it because we care and feel a responsibility to fulfill our duties. Make your calls early in the day so the anxiety of them doesn't build.
Mission Controllers – Toughest for you. Be sure to write out a script of sorts to guide you, but remember to allow the conversation room to develop.

Well, this has certainly cut down my travel schedule. I was so saddened for the cancellation of NAYDO, the YMCA's North American Development Conference, which would have been held this week. I've been going for years and love the Y folks…so next year is already on my calendar. St. Louis, here I come.

I was also headed to Montana later this month for four trainings with the Montana Nonprofit Association and the Billings Public Library Foundation. I was psyched to get to Montana for the first time – I'm told you can actually see the true colors of the sky. We are trying to reschedule to late June but of course no one knows what will be possible.

I'm taking this time to finish my second book, which talks about Asking Styles in the context of boards. The goal is to release it this summer.

With all my good thoughts,
 

Brian

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