• Writing & Graphics Services
  • Branding & Strategy Packages
  • Self Publishing
  • Extras
    • Katie’s Books
    • Great Garden Speakers
  • Blog
    • Email
    • Instagram

The Garden Of Words

Business Writing for Busy Bees

  • Home
  • About
  • Services
    • Writing & Graphics
    • Branding & Strategy Packagaes
    • Publishing & Packaging
  • Portfolio
  • Contact

October 2, 2018 By Katie Elzer-Peters

Dirt On The Carpet

“Would you consider a $30,000 gift to support rehanging the historic gates at the end of the garden allee?”

I asked the question and then I stopped talking. You could hear a pin drop over the phone.

I couldn’t ask in person because the donor was in Japan or Quebec or maybe Spain.

I’d been working up to that ask for a year.

I knew it was coming. He knew it was coming.

The moon knew it was coming. 

When you learn about how to properly raise funds for a nonprofit, one of the first things you learn is that you ask the question and then you stop talking.

It’s one of the hardest things to train yourself to do. Nobody likes silence. There’s a massive urge to fill it. 

You can’t do that when you’re asking for money. You have to let the other person respond.

When you’ve done your job, the question asking is really a formality. You’ve done the donor stewardship, the research, the prep work. Everyone pretty much knows what’s coming. The donor doesn’t always say “yes,” but when you’ve laid the groundwork, usually they do. 

The fastest way to turn a yes into a no is to talk before the other person does. 

The fastest way to undo the agreement is to immediately backpedal it by talking and apologizing and saying, “Oh I didn’t really mean that.”  

If you didn’t mean it, you wouldn’t have asked the question. 

Backpedaling undermines the authority of your ask. 

Why are we talking about fundraising, Katie?

Because fundraising is basically sales and we all have to sell work in order to get paid. Step one is not talking someone out of hiring you for the work before they’ve even had a chance to speak.

The freelancer equivalent of “the ask” is “The ballpark we’re talking about is between XXX and XXX. Is that in your budget?” 

Ya gotta be quiet while they answer because if the answer is, “No,” then the conversation might not need to go any further. 

If the answer is “Yes” then you can move to part two, which is: avoid  doing what one of my colleagues used to describe as “Throwing dirt on the carpet after you’ve already sold the vacuum.” 

This is like saying, “Thank you. I’ll send over the proposal and/ or contract” and then following that up with 15 minutes of chitter-chatter about how they’re gonna love it, you can’t wait to work with them, they’ll be so happy, they’ll be so glad they spent the money. (I have to fight the urge to do this, myself.)

They already said YES! Yes—they want the proposal or they want the contract. Don’t talk them out of it.

Thank them, briefly say you’re looking forward to the project, and then get off the phone. 

Why do we keep talking? 

Because we’re scared. Suddenly things have become real. We’ve put something out there for people to respond to. If we talk, we don’t give them a chance to respond in a way we don’t like.

The best thing you can do for yourself is to get off the phone and send the contract as fast as you can.* 

I vary in my success with speed of contract sending. I’ll fully admit that. I’m working on procedures to make that piece of the puzzle faster and more efficient.

When I get a contract out quickly after the verbal agreement it always has a higher completion rate. Everyone’s excited. It’s good to capture the momentum for everyone’s sake. (You’re probably excited to get going, too.)

Practice Makes Perfect

As a follow-up to last week’s email: if sales calls make you nervous, practice saying, out loud and with some frequency, “The ballpark is between XX and XX. Is that in your budget?” or “The price for your requested services is XXX. Is that in your budget?”

In case you were wondering, the donor said, “Yes.” 

Bookmarks of the Week

My go-to screencast Chrome extension.

My favorite free project management software.

Email marketing metrics you should be measuring.

Relax! You’ll be more productive.

Latest book I read and loved.

*Uprooting my life put a damper on my quick contract sending over the past few weeks. Luckily I have the best clients in the world!

I’m settled and enjoying time with my family. Developed a new habit of walking my dogs 2-3 times per day. Right after I get up, right before bed, and sometimes at lunch. It’s been amazingly beneficial for me and for them. 

Every day is a new opportunity to start a new habit and I’ve learned that, even when relocated, it’s good for me to establish and keep a routine. 

And remember: if you don’t ask, you don’t get.

Have a great week!

Filed Under: NEWSLETTER

« The Easiest Thing In The World
Room Temperature »

Schedule a Call

Click here: gardenofwords.as.me

or email her at katie@thegardenofwords.com

Quick Links

  • Writing & Graphics Services
  • Branding & Strategy Packages
  • Self Publishing
  • Extras
    • Katie’s Books
    • Great Garden Speakers
  • Blog

Stay updated!

Get the somewhat every other week GOW newsletter always with a seemingly random but surprisingly relevant story and helpful links.

Katie’s Instagram

katie_gardenofwords

Book-obsessed, email ninja, plant lover, author, editor, art appreciator & Harry Styles enthusiast #digitalmarketing #greenindustry #emailmarketing

Instagram post 2194762246985353981_299415525 Dress for success!
(@indy_symphony)
The 2020 #yuletidecelebration is beyond fantastic. Basically Broadway in #Indy but created by our own fabulous orchestra. (#hellomynameiskatieandiliveintwoplacesrightnow)
Instagram post 2194514138309469076_299415525 Deck the halls!
Instagram post 2193982391536766101_299415525 The Valley of the Sea, 1862 by Edward Moran. The only 19th century panoramic underwater landscape painting. Popped upstairs @newfieldstoday to have a look around when I picked up something from the lost and found today. That’s the good thing about a museum membership: you can just go in and look at one painting and leave and it’s OK.
Instagram post 2190453290343594026_299415525 Sculpture by The Droops at the @thealexanderhotel
Instagram post 2189356619383452999_299415525 Mural by @nickwalker_art outside the @thealexanderhotel #streetart #indianapolis
Instagram post 2187236336107336351_299415525 Sparkle and shine ✨
Instagram post 2186827233224645247_299415525 Paper poinsettias
Instagram post 2186818550579231120_299415525 Papercraft
Load More... Follow on Instagram
Helpful Pages

Writing & Graphic Services

Branding & Strategy Services

Publishing & Packaging Services

contact info
Call Katie (317) 313-8366 or email her at katie@thegardenofwords.com

The Garden of Words, LLC

  • 407 Kelly Road
  • Wilmington, NC 28409

Copyright 2018 · TheGardenOfWords.com · Sitemap · Privacy Policy