Sales gets a bad reputation and nonprofits often struggle with the concept. But the reality is everybody is in sales—even nonprofits. We’ve talked about sales before, but now Your Rally Point podcasts hosts James Martin and Jack Bobin explore sales for nonprofits. They talk about creating value for donors, that it’s about giving them the opportunity to be part of something bigger than themselves. They also explore different tones that can help you connect and explore what a potential donor is looking for.

What You’ll Learn

• Nonprofits often struggle with the concept of sales.
• Sales is about solving problems for customers or donors.
• The mindset should shift from taking money to creating value.
• Tone and personal connection are crucial in fundraising.
• Handwritten notes can enhance personal outreach.
• Using a curious tone can enhance donor communication.
• Three tones can help you connect: curious, confused, concerned.
• Leadership in fundraising is a learned skill.
• Personalized communication is more effective than mass emails.
• Pick up the phone and talk to someone—you’ll never know unless you ask.

Resources

• Episode 13: Everybody Is in Sales

Quotables

• “Speak the language that your client speaks, your donor speaks, your supporters speak, your volunteers speak.”
• "Personal outreach feels way better."
• “Good salesmanship is a craft of helping people solve problems—it’s actually not separating them from their money, but it's creating more value for them.”
• “Great fundraising programs start from a human perspective.”
• “You want to create automation but not make it feel automated.”
• "A curious tone conveys genuine interest in understanding your donors.”
• “The confused tone is a strategic tool used to clarify or expand on a point.”
• “The concern tone demonstrates empathy and care for your donor’s struggles.”
• “How do I know unless I have a conversation?”
• "It's not rocket science, it's just being human.”
• “I would encourage your nonprofits to just carry into their next conversation, the mindset that they're not separating me from my money. They're giving me an opportunity and a path to be human and participate in something that otherwise I'd not be able to. That's philanthropy.”
• “Our heart here is to make you better at what you do so you can make the world better.”

Skip to What You Want to Hear

• 00:00 - Introduction and Feedback on Sales Episode
• 01:52 - Sales in Nonprofits: Understanding the Concept
• 05:46 - The Mindset Shift: From Selling to Creating Value
• 10:05 - The Importance of Tone and Personal Connection
• 13:59 - Building Trust and Accountability in Donor Relationships
• 16:58 - Creating Opportunities for Connection and Humanity
• 18:03 - The Power of Collective Impact
• 19:00 - Understanding Communication Tones
• 27:07 - Empathy in Donor Relations
• 31:27 - Taking Ownership in Fundraising
• 36:34 - Leveraging Technology for Engagement

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