Introverts vs. Extroverts: Is there a better fundraiser?
This one made me think. I've met a new friend through one of our searches in South Florida who considers herself an ambivert, which is a mix of the two ends of the spectrum (extrovert and introvert). We talked last week about why that makes her such a good frontline fundraiser. If you don't have a mix, what can you pay attention to when it comes to being more aware and successful in development?
Something I've learned over the years is the importance of listening in conversations with prospective donors. I don't just mean hearing what they say -- but hearing what they communicate with the intent to act on it. Patiently listening with a purpose. Who else has found themselves asking their spouse or friend a question and not even remembering what their answer was (me!)? I appreciate that introverted people may be more likely to stay quiet longer, let others complete their thoughts, and not quickly fill in the empty space with chatter. I know this doesn't necessarily apply to every introvert, nor does it mean that extroverts are inherently bad listeners. Being a more intentional listener was my biggest lesson in closing gifts the first year I did this work. What good is a conversation if there isn't a specific next step? In order to check myself against how well I've heard someone, I always make a point to repeat back a couple of important takeaways from our conversation, and ask if my proposed next step is the right one based on what I believe I heard.
What about my fellow extroverted people? Well, the fundraisers who separate themselves from the pack are not shy about proactively making an ask -- they intentionally move relationships and are thoughtful about making a strategically aligned solicitation. It's intimidating, and it takes practice, but making an ask for a specific amount of money to fuel a certain initiative is imperative. It's not enough to generally suggest that they should consider whatever gift they want and you're hopeful for their support. This should be done face-to-face (yes, even Zoom meets that criteria these days) which makes the task even more challenging for some. Again, this doesn't apply as a blanket-statement to entire personality types necessarily. If you feel like this doesn't come naturally to you, but you want to grow here, practice out loud. Using a colleague, a friend or a family member for a role play will force you to make pretend asks out loud: you'll hear how you sound, you'll know which pieces feel uncomfortable, and when you get to the big moment in real life, you won't sound like a newbie.
So, maybe my friend is right: a combination of the two seems ideal, doesn't it? The days are gone when development shops have all of their introverts writing grants and all of their extroverts holding alumni events and working the room. Philanthropy is being carried out on an individual basis between real and growing relationships. Equal parts active listener and confident solicitor are needed!
