Asker Types

In my experience working with nonprofit organizations of all sizes, I've found there are four basic asker types.

Although there may be some overlap between them, these are the four basic types of fundraisers I work with most often.

• Transactional
  This asker type likes to get down to business. Get into the numbers - financial documents, income statements, balance sheets. This asker believes money will follow money. That fiscal facts and data are the most important contributing factors in a prospect's decision to invest in an organization.
• Emotional
  This type of asker appeals directly to the emotions of a prospect by sharing the story of the organization in a compelling, engaging way. An emotional asker masterfully weaves together the prospect's narrative with the narrative of the organization, highlighting shared values. The main focus for an emotional asker is the history of the mission, the community served by the mission, and how they make the prospect feel. This asker type feels the money will follow the passion.
• Just Do It
  The just do it asker is one who doesn't much care for a lot of prep. Ironically enough, this takes a lot of work. This type of asker has to be so deeply attuned to the ins and outs of an organization and its mission that a lot of prep work isn't needed for each individual ask or prospect visit. This asker type trusts that the right words will come at the right time.
• Unicorn
  A unicorn asker is rare find in my experience. This type of asker tends to be more intuitive yet down to earth and grounded at the same time. They represent a perfect balance of art and science. They are a perfect blend of the other three asker types. This asker knows when to talk figures and when to share a story for extra impact. The amount of prep that is just enough and how to harness nervous energy so that it serves the exchange with a prospect. A unicorn intuitively feels what the prospect needs to make a decision as she mindfully listens to and connects with her prospect.

I'm going to give an honorable mention to the Nervous asker type. The reason this type didn't make the top four is because the nerves more often than not come from not yet knowing what type of asker they are. I'm there to help them figure that out.

If you're a big fundraising shop with many fundraisers, the key is to match up prospects and fundraisers who speak the same language.

If you're a small shop with one or no fundraisers, the key is to make sure you have members on your team who have superb communication instincts so they can work and fundraise with all types of prospects.

Do you see yourself in any of the four asker types? If you identify with one type, what can you do to embrace some qualities from the other three?