From the course: Nonprofit Fundraising: A Beginner’s Guide
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Needs discovery
From the course: Nonprofit Fundraising: A Beginner’s Guide
Needs discovery
- Have you ever been in a conversation with a group of friends and found yourself tuning out whenever they began talking about someone you didn't know or a hobby they shared that you had no interest in? You're not alone. After all, you are a human. If you don't think it's important to you, it's harder to listen. That's why need discovery is the heart of the cause selling process. It helps you gain an insight into your donor's desire to partner with your nonprofit. As you approach this stage, you'll need to know the right questions to ask as you discover a prospect's motivations, needs and priorities. These five steps will help you navigate the need discovery process so you are listening more than talking in a face to face meeting. They include creating a list of questions based on your pre-approach research, preparing for responses, establishing clear goals for the meeting, getting permission to ask questions and…
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