Handling Questions about Your Non-Profit

March 13, 2010 20:58

You have to be talked about to get work-- Georgia O’Keeffe.  Whether your non-profit is still in the beginning stages or has been up and running for a while now, you will be asked questions about your organization.  How you answer questions will make a huge impact on your clients, your donors and your reputation.  Answering questions about your non-profit effectively will become second nature for you if you take a few minutes now to prepare. 

What do you do?  This question is often asked; but how do you answer?   Do you begin listing all the services you provide or do you use industry jargon?  If you do and have received bored or confused looks; you may have lost your audience’s attention.  Let others know what business you are in five words or less. 

Support services for battered women Provide money for non-profit startup Find employment for the jobless Find housing for the homeless Provide care for special needs

Those statements tell your audience what you do, but don’t lose the audience with industry jargon or long detailed descriptions.  By using only five words or less you create an atmosphere of curiosity.  Why do you want an atmosphere of curiosity?  If your audience becomes curious, they will remember more of what you say to them.  They will begin to ask you more in-depth questions about your non-profit.

Doesn’t (Competitor’s name) do the same thing?  Stand out from the crowd and distinguish yourself.  This question can set you apart from the rest if you have done your homework.  Who are your competitors?  What do you do that they don’t or what do you do better?  What is your niche that you want everyone to know about?  This is how you answer the question; focus on what makes you stand out.  Be careful to never criticize your competition; because no matter how you go about criticizing your competition it still comes out as criticizing.  You don’t want your audience to remember your competition; you want them to remember your niche. 

What sets us apart, is the ______________, we are the only ones at this time providing this service.  We pride ourselves on the unique position we take on _____________.  We have done our research and found we are the only ones that are taking this approach.  What we provide to our clients on a regular basis _______________is currently not being provided by our competition. 

I suppose you are always asking for money?  Non-profits often provide their services to their clients free or for a nominal cost as a result of donors, grants, or other funding sources.  But how do you share that information without being a salesperson trying to close the sale.  Share your excitement for your non-profit so they see that your excitement is for the non-profit not for bringing more donors; excitement is catching.

We always welcome donors who believe in our services.  We have seen progress being made and have our donors to thank.  Our donors have caught the excitement our services provide; we are thankful for the time, effort and money our donors share with us. 

It is a great honor to have someone donate their time, talents and gifts with your organization.  Putting the donor on a level of honor will encourage others to share with your organization.  Who doesn’t want to feel appreciated, knowing what they share with your organization makes a difference. 

What experience do you have to run this non-profit?  What they are really asking; why should I trust you, what makes you so special that you can run this organization?  Don’t fall into the trap of defending your experience.  Consider giving an overview of the experience of the whole team.  Your team is made up with professionals with accounting experience, marketing or sales experience, and experience in your “niche”.  When sharing with others your experience, use vague details. 

I am fortunate to have a very talented and experienced team to make sure that all of the different aspects of the non-profit are taken care.  This allows me to use the 15+ years in this field to better serve my clients. 

Handling questions about your non-profit can be rewarding for you and your organization provided your homework has been done.  Take time to get a notebook and write down the questions you think you may be asked.  After giving some serious thought to how you will answer the questions; write down your answers.  Review the questions and the answers until you feel comfortable answering.  If you have been asked a question you haven’t answered before, write the question down and the answer you gave.  The questions and answers can be used for website FAQ’s, written marketing materials and giving your employees talking points when they are discussing their positions within your organization. 

Never fear questions about your non-profit; it is a wonderful thing.  It leads to interest in your services and if you are prepared you will reap the benefits the interest brings.  Sidney Lanier, a poet and musician may say it best, “If you want to be found, stand where the seeker seeks “.

 

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