Don’t Assume … Ask!

Do you remember someone telling you as a child – or maybe you told others – “don’t assume; you will make an A** out of U and ME?”

As I get older, I have found a lot of wisdom in that old saying, less out of fear of making an a** of myself, and more because I find it important to let people make their own decisions.

This clearly applies in development and nonprofit work.

I think I could retire if I had a nickel for every time I heard someone say:

“We can’t ask so-and-so to join our board or committee; he or she is way too busy.”

Or

“So-and-so just gave to Organization A; we can’t ask them to fund us.”

In my experience, people have a way of finding the time – or the money – to support the things for which they have a real passion. How often have you said “I have no more time in my day” only to find the hours to have lunch with a friend, a night out with your spouse, or to complete that important-to-you volunteer task?

So how do you know if someone has or will find the time or money to support your organization. Ask them!

Worst case scenario: they say no. Then, you are no worse off than before you asked them. In fact, I would argue that you are better off because now you can stop wondering, dreaming about, or discussing this person as a potential prospect and move on.

However, you can ask in a way that increases your likelihood of getting a yes.

1. Find the right person to make the ask. Some people respond better to titles while others respond to relationships. I would error on the side of including someone who has a relationship with the person you ask, perhaps along with the CEO or board chair or someone who has the appropriate title, if you feel they would respond better.

2. Tell the person why you decided to ask them. Tell them what unique skills they will bring to your board or a volunteer assignment or why specifically you thought of them for a donation. A little flattery can go a long way. When you make them feel special and singled out (in a good way), you will more likely get a yes. (If you plan to ask them because they check the right boxes to diversify your board, find another prospect or another reason.)

3. Seek their advice. People love to share their insights and advice. Ask them about some board or volunteer scenario and how they would approach it. Ask them who might make a good prospect for your fundraising campaign. This strategy gets them more involved and invested in your organization – and more likely to say yes. If they say no, this strategy will also help you widen your prospect pool – and perhaps they will introduce you to the person they recommend.

4. Ask at the right time. Amid a work crunch or personal crisis, they may feel like they cannot take on anything else. Ask when they feel more relaxed, and you might get a better answer. While you cannot know everything that goes on in their life, you can take cues and ask on their timeline, not yours.

5. If they decline, find out why. Nos come in two varieties: “never” and “not now.” If they have no passion – or heaven forbid, distain – for your organization, then forget about them and move on. But, if they have some conflict or misperception that you can correct, perhaps they will say yes later. When you find out the reason, you can deal with it and often come to some kind of compromise. Maybe they join the board next year, not now. Maybe they will make a pledge and start payments in 6 months or pay over 3 years instead of one year. You cannot answer what you do not know.

How many great board members, volunteers or donors have you missed engaging with your organization because you assumed they would not accept rather than asking them and giving them the opportunity to say yes? Try it. And see if you get a yes from someone you did not expect.