Key Takeaways: By truly listening and responding to donor concerns, organizations can strengthen their connections, leading to improved fundraising outcomes. Surface-level interactions aren’t going to cut it - we must always ask the question of “What lies at the heart of your donors’ concerns?” The “Three Pains” technique encourages understanding, rather than convincing when enrolling others in a shared vision. Understanding these three pains is the key to shifting from a transactional approach to a transformational one. Take note of the three pains: the pain that we openly acknowledge, the insecurities we hide due to fear, and the deeply ingrained issues that we struggle to recognize in ourselves. The journey towards understanding doesn’t stop at personal introspection. Addressing the underlying fears and insecurities can inspire confidence and effectiveness in interactions with stakeholders. “Remember, we're not pitching, we're not convincing, we're not selling. We're enrolling people in a vision.” “When you solve the top-level problem, you're not really solving the problem, because that really wasn't the problem, it was the physical manifestation of some deeper issues. And if we can get to those deeper issues, we can make the change that we want.” “Ask them questions to help them get to a clearer understanding of what the problem is. Here is the questions that I find the most helpful in uncovering the pain: ‘What makes you say that?’” - Maryanne Dersch Ask for and receive all you want, need and deserve without feeling rejected, ineffective, or pushy. Learn to manage your mindset, lead yourself and others more effectively and have the meaningful conversations that drive your most important work. Get your free starter kit today at www.theinfluentialnonprofit.com Connect with Maryanne Dersch: https://www.courageouscommunication.com/connect
Key Takeaways:
“Remember, we're not pitching, we're not convincing, we're not selling. We're enrolling people in a vision.”
“When you solve the top-level problem, you're not really solving the problem, because that really wasn't the problem, it was the physical manifestation of some deeper issues. And if we can get to those deeper issues, we can make the change that we want.”
“Ask them questions to help them get to a clearer understanding of what the problem is. Here is the questions that I find the most helpful in uncovering the pain: ‘What makes you say that?’”
- Maryanne Dersch