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Happy Gabriel Day
Reflections on Fund raising and Fear 
Angel GabrielToday 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:
  1. 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.
  2. 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?
  3. 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.
  4. 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. 
  5. 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!
UPCOMING PRESENTATIONS: 
 
"Fundamentals of major gifts fund raising" in Washington, sponsored by the Center for Non Profit Advancement August 6th, 9:30 - 11:30 AM. 
Click here to register
 
"Starting a planned giving program" in Baltimore, sponsored by Maryland Non Profits November 5, 9:30 - 12:30 AM. 
 
 
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Free Consultation 
Are you treating your twenty five best donors and prospects  right?  Are you getting as much money as you could from your major gifts program?  Could there be undescovered major gift prospects among your members?
 
Let's talk.  Call 301.758.3410, or email me