Six qualities of a great fundraiser
It’s said that the difference between good and great comes from pursuing the things we’re passionate about. But if passion alone was enough, the world would be a very different place. As it stands, plenty of passionate people don’t achieve everything they want to achieve.
We’re not saying passion is a defunct quality. On the contrary, it’s essential for any fundraiser, but there are plenty of other qualities that distinguish a good fundraiser from a great one.
Let’s take a look at them.
1. Selflessness
If you want to be a fundraiser, you need to leave your ego at the door.
Fundraising isn’t about you – it’s about the people you’re trying to help and the wider cause. If you’re focused on doing things your way and getting praised for your achievements, you’re going to end up getting people’s backs up and potentially harming the charity.
That’s not to say there’s no place for career progression or personal ambition. You just need to be mindful that the mindset of a fundraiser in the charity sector is different to that in the corporate sector. i.e. charity fundraisers focus on organisational rather than personal success.
2. Social skills and emotional intelligence
As a fundraiser, you’ll spend a lot of time dealing with people, be it donors, beneficiaries, trustees, colleagues or suppliers. So social skills and emotional intelligence are a must.
You need to be able to:
Put people at ease
Be approachable
Have a good memory for names and faces
Listen and communicate well
Connect with people from all walks of life
Be self-aware
3. Adaptability
It would be nice if we lived in a world where everything went to plan all the time, but we don’t. Especially in the world of fundraising, stuff goes wrong – event funding falls through; grant requests get rejected; major donors withdraw their support.
Great fundraisers take problems in their stride and find ways to adapt, rather than getting stressed and letting things derail.
But adapting to unexpected changes isn’t the only form of adaptability that matters.
‘That’s how we’ve always done things’ is the enemy of progress. Being able to keep up with a changing world is a crucial skill for fundraisers. New information and new resources become available every day. If you can’t keep up, you’ll get left behind.
4. Great storyteller
Reeling off stats and figures can only do so much to convince people to part with their hard-earned cash. The best way to engage people with your cause is through storytelling.
Why? Human beings are wired to connect with stories. They evoke strong neurological responses in us. Our brains release the stress hormone, cortisol during tense moments, and oxytocin, the feel-good chemical that promotes connection and empathy, during happy moments.
Great fundraisers are able to relay emotive stories that demonstrate how their charities make a difference to the people they help.
Here’s a good example from Southern Pines Animal Shelter, Massachusetts:
This story packs an emotional punch by painting a vivid picture of the problem and how the charity (and the donor) can make a difference.
To be a great fundraiser, you need to find your organisation’s story, and it needs to be understandable, engaging, relatable, and impactful.
It’s also worth noting that, as fundraising is becoming increasingly digital, today’s fundraising professionals need to be comfortable telling stories across multiple mediums—from video calls to emails and live-streamed events.
5. Data-literate
This might seem counterintuitive considering I just talked about how stats and figures can only do so much, but it would be a mistake to write them off completely.
According to the Institute for Business Value, charities with more advanced analytics capabilities report higher effectiveness than those with basic ones.
In other words, data talks. A great fundraiser will notice patterns, and gain new insights from data, to drive future fundraising efforts.
6. Perseverance
It’d be great if we could see the results of our hard work right away, right? But just like you can’t lose ten pounds overnight, success in the fundraising world is rarely immediate. There are a lot of rejections and setbacks.
It can be easy to get discouraged.
Great fundraisers know how to avoid getting discouraged. They set manageable goals, try new approaches, and understand the need to be patient.
The truth is, a fundraiser with experience of failure may be better for your organisation than one that’s only ever succeeded. The fact they’re still trying shows they have that much-needed quality of perseverance.
Looking to recruit great fundraisers? Call us to discuss your needs on 0203 750 3111.