Long before the recent rash of scary clown sightings, I have found masks of any kind to be unsettling. Be it a circus, holiday parade or Halloween trick-or-treater, I get uncomfortable when faces are covered. While I have learned to expect and even tolerate masks at these types of events, I struggle most with people hiding who they really are in my work as a fundraising consultant.
Successful fundraising at the highest levels depends greatly on our ability to develop and nurture honest and meaningful connections with people. Relationship building of this kind has no place for inauthenticity, hidden agendas or manipulations. To build real and lasting connections, we must learn to embrace a high level of vulnerability and honesty. Put more simply, we need to drop the mask!
On some occasions, I have witnessed good leaders unknowingly abandon who they really are in exchange for failed attempts to appear smarter, wittier or overly empathetic in an attempt to find connection with a potential donor. When they stray from who they are, the often squander the opportunity to make a real connection.
Hiding behind a mask, it’s easy to miss what is really happening and it’s hard to show your true self. These two factors often lead to missed opportunities to discover a shared passion, connect on a deeper level and build the trust needed to consider meaningful donor engagement.
When preparing for a donor visit, I have had both staff and volunteer leaders share with me that they are fearful that they may not be great at this. They are most often surprised when I agree with them! To be successful at this level of fundraising, you are not expected to be perfect; you are expected to be authentic.
Authenticity is attractive to donors.
Authenticity builds trust.
Building trust begins with dropping the mask.