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How to Fail at Donor Relationships—Part II

            Ron had finally managed to set up what he thought was one of those mountaintop meetings—a key major donor.  He thought he’d arrived.  This man was known to be generous and quick to give.


            But Ron was nervous.  He didn’t want to botch it.  So he called me for advice.  I told him simply, “Ron, ask questions, and listen.  Talk less.”  That was the extent of my advice.


            Ron was an eager student and promised me that he would follow my advice.  The big day arrived—the appointed time of the meeting.  Afterwards, Ron was the first to call me.  He was bubbling, beyond enthusiastic over how well the meeting had gone.  He was confident that the dollars would soon start flowing.  Ron promised me that he’d followed my advice to  the letter.  He’d asked questions, listened and did less of the talking…


            Funny thing.  A few days later I ran into my friend, the donor, who was the object of Ron’s meeting.  I asked him how the meeting went.  He laughed, and said, “Oh that!  It was horrible—he did all the talking and I could hardly get a word in, and all he wanted to do was talk about the ministry.”


            It bears repeating.  Ask questions.  Listen.  Talk less.

About Bill High

Bill is CEO of the Signatry: A Global Christian Foundation. He works with families, individual givers, and financial advisers to share the foundation’s message regarding biblical generosity and charitable giving. » Learn More. He is the co-author with David Green of Giving It All Away and Getting It All Back Again: The Way of Living Generously.

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