How can you stay motivated when potential donors reject your fundraising efforts?
Fundraising can be a rewarding and fulfilling career, but it also comes with its fair share of challenges and frustrations. One of the most common and difficult ones is dealing with rejection from potential donors. Whether it's a polite no, a rude hang-up, or a silent ghosting, rejection can take a toll on your motivation, confidence, and morale. How can you stay motivated when potential donors reject your fundraising efforts? Here are some tips to help you cope and bounce back.
Rejection is not personal, even if it feels like it. There are many reasons why potential donors might say no to your fundraising pitch, and most of them have nothing to do with you or your cause. They might have budget constraints, competing priorities, different preferences, or simply no interest. Instead of taking rejection as a sign of failure, try to understand the reasons behind it and learn from them. You might discover new insights, opportunities, or feedback that can help you improve your fundraising strategy and skills.
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First, I try to remind myself there are many outstanding nonprofits seeking the same dollars. Then, I use this opportunity to build a relationship with the donor. A dream week would be one where I have the time to devote 40 hours to connecting with potential donors whether it's following up to ask questions about a decline in funding or to build a relationship before asking for support. You may discover you didn't connect with a point the donor cares the most about, or maybe they need more clarity about about how your nonprofit impacts an entire community rather than only the population you serve. Taking the time to build relationships will be the greatest thing you can do to improve fundraising successes.
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Firstly, remember that when someone says "not now," they're not necessarily shutting the door completely; it's more of a timing issue. Whenever faced with what seems like a rejection, inquire if you can reconnect after a specified period, like six months. Additionally, seek clarity by asking what conditions would lead to a definitive 'yes' from them. Rejections can be discouraging, no matter how experienced you are in seeking approvals. Consider it a prolonged courtship that demands patience. Once you align and establish mutual understanding, the relationship can be fruitful and enduring.
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Instead of wallowing in "why me?" land, flip the script! Use rejection as a detective's magnifying glass. Did your pitch need some polish? Maybe their priorities lay elsewhere. Every "no" whispers potential insights, hidden pathways to a stronger fundraising strategy. Think of it as feedback, not failure. Did you miss a key point? Can you tailor your approach to resonate better next time? Maybe a fresh angle is waiting to be uncovered. Remember, a closed door doesn't mean the whole building's locked.
Rejection can overshadow the positive aspects of your fundraising work, but it's important to celebrate the wins, no matter how big or small. Whether it's a successful donation, a positive response, a referral, or a thank-you note, acknowledge and appreciate the achievements that you and your team have made. Celebrating the wins can boost your mood, motivation, and morale, and remind you of the impact and value of your work. You can also use the wins as examples and testimonials to inspire and persuade other potential donors.
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Apart from celebrating the wins it is important to track the conversion rates like what’s the percentage of Yes received after outreaching to X number of donors. Secondly, what is the % of donations received after receiving X number of Yes. Tracking KPIs like these will help you and the team understand that how many Nos they will receive before getting a Yes and a donation.
You don't have to face rejection alone. Fundraising can be a lonely and stressful job, but it can also be a supportive and collaborative one. Seek support from your colleagues, mentors, managers, or peers who understand what you're going through and can offer you advice, encouragement, or empathy. You can also join online or offline communities, networks, or groups of fundraisers who share your challenges, goals, and passions. Connecting with others who have similar experiences and aspirations can help you cope with rejection and stay motivated.
Rejection can affect not only your motivation, but also your well-being. It can cause stress, anxiety, burnout, or depression. That's why it's essential to take care of yourself and your mental and physical health. Make sure you have a healthy and balanced lifestyle that includes enough rest, sleep, exercise, nutrition, and hydration. You can also practice relaxation techniques, such as meditation, breathing, or yoga, to calm your mind and body. And don't forget to have fun and enjoy your hobbies, interests, and passions outside of work.
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It's a common refrain to hear, "Don't take it personally," but when your work feels deeply personal, it's challenging to separate emotions from outcomes. Having a supportive network who comprehends and empathizes with your challenges is invaluable. I've invested immense effort and passion into numerous grant proposals only to face disappointments when they weren't funded. On such occasions, I found it necessary to take a breather and connect with my colleagues in Programs for a rejuvenating boost before diving back into crafting the next proposal.
Rejection can be a setback, but it can also be an opportunity to grow and improve. Instead of letting rejection discourage you, let it challenge you to keep learning and developing your fundraising skills and knowledge. You can read books, articles, blogs, or podcasts on fundraising topics, such as storytelling, persuasion, communication, or relationship building. You can also take online or offline courses, workshops, or webinars on fundraising techniques, tools, or trends. Or you can seek feedback, coaching, or mentoring from experts, peers, or donors. By keeping learning, you can enhance your fundraising performance and confidence.
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And learning can sometimes come directly from the voice of refusal. Oftentimes a refusal will come with a statement along the lines of "We cannot offer further guidance at this time." And I understand why, foundations receive so many applications it would be unrealistic to get back to them all! But occasionally, they are open to providing feedback, and generally it never hurts to ask. I have received excellent feedback from many funders on the reasoning for the refusal or advice on how we could strengthen our ask to other organizations. There are also excellent networks, podcasts, blog posts, and more that you can find online to learn from. I've enjoyed some by Joan Garry with the Nonprofit Leadership Lab.
Rejection can make you lose sight of your purpose, but it can also remind you of it. Why did you choose to become a fundraiser? What is the cause or mission that you're passionate about? How are you making a difference in the world? These are the questions that can help you reconnect with your purpose and motivation. When you face rejection, remember your purpose and the positive impact that you and your organization are creating. You can also revisit your vision, goals, and values, and align them with your fundraising activities. By remembering your purpose, you can overcome rejection and stay motivated.
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