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I’ve seen my share of “donor death” due to the academic delivery of every specific detail relating to an organization’s mission. It’s not pretty. First, the eyes glaze over and the face slackens, the brow slightly furrows, then the fingers fret with each other as the donor begins to avert his eyes. This is quickly followed by phone checking, paper rustling, and long loving glances at wristwatches. When this happens, there is no question that the end is near.
When a donor goes into this death spiral, the organization must work harder to keep the donor engaged and interested. Hard work requires more resources and additional resources are expensive. It is far more effective for organizations to understand the dynamics of donor engagement before the meeting. Spending a minimum of upfront time, determining how to tell your organization’s story in an effective and engaging manner rather than reporting your organization’s destination will pay dividends.
Nonprofits as an industry are in love with our science. We love the academics and inner workings of our profession. It’s our passion for the science of what we do that drives us to perform. But frankly, for our donors, it’s the pedestrian, everyday results they can relate to that fires their engines. I am reminded of a 1970s advertisement produced by Crispin and Porter, that illustrates this point (see above). Telling someone you need to get to a destination is uninteresting and even boring when you compare it to sharing with someone your need to connect with humanity, your family, your loved ones. Same message, but a very different emotion attached to that message.
Check your language. Review your letters, materials, your website. Are you alienating and potentially killing off your donors with your technical speak? Are you telling them where you need to be, rather than sharing with them what or who you want to become? They don’t need the details or the destination. They need the information that will spark their emotions, encourage engagement, and keep them excited about your cause.