3 Steps to Develop a Nonprofit Sales Mindset

By November 28, 2013Uncategorized

As a nonprofit worker, you are in sales. Yep. You heard it. You may not wish to hear this, but the professional realm can no longer be divided from the tough salesperson and every other person who are able to miss being a part of the awkward business of prompting others to give resources to your organization. The most vital area of your job is about selling.

Everyone is in sales in some way. Remember, the biggest piece of advice you can take away from this is to use your time well.

Changing the Definition of Nonprofit Marketing to Sales

Selling involves more than pedaling products and schmoozing clients, everyone is in the business of persuading others. Think of it this way:

  • Executive Directors: sell the vision of the organization to their board.
  • Fundraisers: assist with selling the mission to donors.
  • Program coordinators: push program ideas for their boss and ask sponsors for help with ideas on fundraising events.
  • Every nonprofit employee: needs to show their value to the organization therefore selling themselves as valuable of contributing.

If you had never thought about the selling abilities of your work, you cannot remain exempt from it. In fact, if you do not know, you are missing out. You will need to be aware to improve your game.

If you lack a good sales guide, nonprofit professionals are unable to learn how to persuade others to see value in your organization and the change you hope to make in the world.

Steps to Develop Sales Mindset:

  • Buoyancy:

Resistance is common for nonprofits. You can attempt to persuade petulant board members, skeptical foundations, and apathetic prospective donors. Buoyancy remains the key to staying afloat. In other words, you need to understand that not everyone fits perfectly in your cause. You should remain encouraged and sell your mission despite how it may appear that no one
“buys” it.

One way to develop buoyancy means working on “interrogative self-talk” In other words, you need to reconsider how you phrase questions. Ask yourself: “Can I persuade a donor that our cause is vital?  Instead of a statement: “I can/can’t persuade the donor.” A question causes you to look for solutions: figuring out why you need to achieve something and the steps necessary to take it. Also, the key to buoyancy means keeping the positive and negative in a balance. We need more positivity to help with selling the causes, but negativity can help to keep improvements to keep going.

  • Attunement:

Attunement means being able to move your actions and outcomes into agreement with others and the setting you are in. Placing yourself in another’s shoes becomes the focus of nonprofit sales. If you need to persuade donors to help with your vision, you need a deeper understanding for who your audience is, the beliefs they hold, and what motivates them.

Whatever your emphasis is, you need to think of who your audience is. For example, if your nonprofit deals with neonatal care, you need to deal with serving new parents, but would they be the ones who fund your mission? If the people you’re working for are your primary donors, that would be odd. Usually, your donor pool remains different from your audience. Determine specifically who you should adapt to and focus on understanding them.

  • Clarity:

Clarity is important for nonprofit marketing. As a nonprofit, you must possess clarity to know how to utilize your time to create the best results based on your time spent on it.

Clarity remains the secret issue behind nonprofits. Clarity crumbles between Executive Director and Development Director relationship. Fundraisers tend to have a difficult time sharing the worth of their work in terms of how every communication interprets to eventual donations and sponsorship. Executive Directors can quickly become frustrated.

Clarity is important when communicating your task towards the public at large. It could be easy to emphasis on attempting to treat indicators of an issue, but it is significant to clarify how your nonprofit fixes the fundamental problem. Remember, in the end, your most important work works to change lives.

Sell it!

Being in sales is not terrible. Persuading people to assist them in finding deep and important truths about our world is not some lame quest. It is one that is honorable. Remember that the nonprofit work you do sells people on your mission.

Crystal Michels

About Crystal Michels

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