Are You Scrambling or Celebrating?

Let me share a couple of stories. Make-A-Wish WI held a new Radio-A-Thon After Party December 2nd at the Fred Astaire Dance Studio, an event sponsor. My band, Marcy and the Highlights, dished out the dance tunes and over $300,000 was raised! We partnered with local celebrities Michelle Corolla, Fox 47 TV news anchor and Z104 radio personality, Aaron Rogers. Their commitment to success was amazing. Aaron and his partner purchased several of the silent auction items and Michelle, also a terrific dancer and singer, added a dance to the show. And (and only I would find this noteworthy) she was still there helping until the place was cleaned up!

Michelle shared, “It’s important to know that you can always believe in the future.” This is a mindset that she demonstrates with these kids who see some real challenges in their futures. Again…you see what you want to see.

Nancy Gerard, Director of Alumni and Development, Georgia-Cumberland Academy and one of my VIP coaching clients has had some mixed messages in her December visits. Zeros missing, zeros added – Different than our relationship action plans and asks. Sound familiar?  Most recently one donor delighted her with his plans to provide a major 6-figure gift in the capital campaign even though another family may not participate (as WE had planned).

“This proves your point, Marcy,” Nancy said. “We make assumptions and give ourselves messages about what we think people may or may not want to give.  And we are often wrong!” 

This changes how you show up, how you sound on the phone, what you bring to the visit.  You see what you want to see…and then act accordingly.

Marcy’s December Major Gifts Do’s and Don’ts Decisions

(Remember, the Latin of the word decision means, “to cut off.” So we cut off alternative actions –like procrastinating or complaining when we DECIDE to do something)

1. DECIDE to really believe that your donors want to invest in your mission.

A confused donor doesn’t give. It’s your job to present a clear and artful ask that helps them decide what they want to do – now or perhaps in 2017, or perhaps for a different amount. The point is, decide they want to invest and help THEM get clear so THEY can decide, too!

2. DECIDE who still needs what action before January 1 rolls around…and who can wait until 2017.

My second son, David, was due December 25 and arrived NOVEMBER 25. What!!?!! I still made my year-end totals, but it forced me to get real clear, real quick on who HAD to be visited, who HAD to be called, who HAD to be written and WHO COULD HELP ME! You can’t connect with everyone and you’ll just sound scrambled. But, do this evaluation AFTER step one based on a clinical, not emotional, evaluation of where your relationships are.

3. DECIDE not to lollygag.

“Are you planning to invest in (helping battered women, our students, our capital campaign, our building project, us) yet this tax year? If so, I want to do everything I can to help you make this happen!” Decide to get the conversation started.

4. DECIDE not to join in with the Drama Queens (and Kings).

“Oh, I just don’t know HOW I will get it all done!!” “People are just too busy now.” “I didn’t get in touch with them sooner – it’s too late now.” “I don’t even have (whatever – gifts bought, the decorations up, cookies made, cards sent, whatever your holiday looks like…) yet!”  “I think they have changed their minds about a gift yet this year.”  “If I call again I am really going to make them angry, I think.”  Pull yourself back to what you want to see.

5. DECIDE to take the time to stop, breath and soak in all the magic of this year-end time.

Have you ever noticed how someone can enter a room and the whole energy changes? When you engage your major givers, you can be that positive, excited presence. YOU can make talking to you about a gift the best part of their day!

May you bask in the JOY you inspire in the world this holiday season!

Choose to Celebrate!