Overcoming Fundraising Fear

What scares you? No really...take a moment to reflect and name one thing that really makes you uncomfortable or scared. I’ll wait!

For me, I’m afraid of thunderstorms. I've hated them since childhood. Whenever there’s a severe weather alert or a tornado siren I immediately tense up, my stomach does a flip, and my hands get clammy. Thunderstorms are my cue to find a quiet room without windows, put in headphones, listen to music, and wait for the storm to pass.

Now, what did you think of? I’m pretty sure your first thought wasn’t “making a fundraising ask.” Maybe it was heights, snakes, or even zombies. For many of us, the fear of asking isn’t top of mind until we get to that donor meeting we scheduled two months ago or the fund-a-need section of the gala we’ve been planning for months.

When it came to thunderstorms, I realized that my fear didn’t just pop out of nowhere. Upon deeper reflection, I remembered how badly the opening tornado scene in Wizard of Oz scared me as a young kid. I watched that movie dozens of times as a child and didn’t connect the dots until well into adulthood.

When it comes to the fear of asking, it’s crucial to question where that fear comes from. Is it because we’re afraid of hearing “no”? Are we uncomfortable talking about money in general?

Now, just because I understand my fear of storms doesn’t mean I should become a storm chaser and run out into the rain every time the tornado sirens come on. Fear isn’t a switch you can turn on and off, and certainly anxieties about making a fundraising ask don’t disappear overnight. But I encourage you to think through a few things to help you combat any uneasiness you have going into calendar year-end:

• Do you believe in your mission? Hopefully your answer is a loud and proud “yes!” because that’s the basis of great fundraising. The beautiful thing about nonprofit work is that we get to enact our values and passions daily through our missions. Stand rooted in your mission and organizational values – that grounding will take you far.
• Get your safety net. Whether it’s your dog, a mentor, a colleague, or a trusted friend, having someone to practice your ask with and get feedback from is a huge asset. Fundraising is a team sport and that means each of us needs to have a network of people we can rely on, test ideas with, and process both our hopes and fears.
• Identify your fundraising superpower. No two fundraisers are the same. Some of us are great at making a huge ask on stage and inspiring event attendees to get out their wallets and donate in the moment. Others are great at donor research and understanding what individuals are passionate about. Think about what you do well. Maybe you’re a great listener, a creative thinker, or no matter what, you have a unique talent that makes you a great fundraiser. Lean into that!

Your audience wants to be helpful. They want to share their values with like-minded people. They want to make the world a better place. Right now, you hold an incredible power to give your neighbors the opportunity to be engaged, connected, and part of something bigger than themselves. Just remember that your mission matters, you have people who support you, and you are good at what you do.

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