Today is the day Melchite Christians celebrate the Angel Gabriel. Legend describes Gabriel as the spirit that announced the Incarnation to the shepherds. His greeting is popularized in Christmas pageants: "Do not be afraid." My hunch is that he said this because when they arrived, with a twelve foot wingspan and a blinding glow, the shepherds got terrified. The fear does not come across in the pageants - to convey terror while saying nothing is beyond the theatrical talents of most elementary school thesbians.
Our work as fund raisers allows us, on a smaller scale, to face fear daily.
Will I say the right thing when I call a prospect for the first time, and will I be able to say it before he or she decides I am a telemarketer and hangs up? Will I ask for the right amount? Will all of this relationship-building produce enough money by the end of the year to meet budget projections?
The first time I asked for a six-figure gift, my stuttering added several extra syllables to the number. The donor smiled at me and asked, "Is this the first time you have asked for a hundred thousand dollars?" I admitted it was. The pledge confirmation arrived a week later. I have stuttered through several solicitations since then, always with some trepidation, but also with a thrill about the possible "yes."
Here are some tips for confronting fear:
- Conquer procrastination. Block out time on your calendar to do the hard thing. When that time arrives, avoid the temptation of busywork - rationalization is a powerful force.
- Learn the difference between stage-fright and caution. Are the butterflies in your stomach trying to tell you something important, or are they just fluttering around?
- Embrace humility. It is not your job to coerce or sweet-talk the donor into saying "yes". A fund raiser is not a puppeteer, but an inviter. Your job is to find out what motivates the donor, and invite him or her to move closer to your organization.
- If you hear a "no," try to find out what it means. It is probably not as absolute as your emotions tell you it is.
- Remember Anais Nin's invitation. "And the day came when the risk to remain in a bud was more painful than the risk it took to blossom."
May that day arrive soon for you. And do not be afraid!
