Flipping The Script: Less Pitching. More Curiosity.
Here’s what you probably already know you need to do to prepare for meetings with funders or donors:
- Practice what you need to say
- Make sure you have a polished pitch
- Be able to explain your mission clearly
- Know your numbers and funding needs
And yes, you should do all that.
But once you sit down to talk to a potential funder or donor, it’s a different game.
The most effective fundraisers I’ve ever met shift their mindset from pitching to getting curious the second they start their meeting.
When you listen to donors, something powerful happens. Trust builds. You learn what they care about. You pick up clues on what they might value or be interested in contributing to in the future.
And then, you can show them exactly how your mission aligns with those interests and values.
Listening is a gateway to an authentic relationship – one that doesn’t feel transactional. Research shows that donors who feel a deep connection
4 Questions to Ask Donors
Listening isn’t just good manners. It actually unlocks some of the most powerful drivers of donor psychology: A desire to be heard, understood, and find alignment.
Asking the right questions is how you start.
Here are four simple ones to try in your next donor conversation:
1. “What drew you to support our cause in the first place?”
This question invites donors to share their personal story and values. When you understand what motivated them to give, you can connect their passion directly to your mission, and that connection is powerful.
2. “What impact do you most hope to make?”
Donors give because they care about outcomes. This question helps you understand what matters most to them and gives you valuable insight into how to communicate your work in a way that resonates.
3. “Is there anything you’d like to know more about?”
This one is simple but often overlooked. It shows donors that their curiosity matters, opens the door to honest conversation, and gives you a chance to address any questions or concerns before they become barriers to giving.
4. “What would make you feel more connected to our work?”
This might be the most powerful question of all. It invites donors to tell you exactly what they need to feel engaged and valued. And when you act on what they share, you show them that their voice genuinely matters to your organization.
At the end of the day, donors don’t just want to give to a cause. They want to feel connected to it. And listening is how that connection starts.
Try it this week 🚀
In your next donor conversation, pick one of these three questions and lead with it. Then do the hardest part….listen. You might be surprised at what you learn and how much stronger the connection feels afterward.
