In nonprofits, our staff leaders, our board members, and most importantly, our fund development staff members need to get comfortable with fundraising. But it seems that many people avoid fundraising because of discomfort. Is this discomfort warranted? Are there people who are naturals at this and others who aren't? If you want to get good at it, what traits do you need to develop in yourself?

Are there personal characteristics that provide a good foundation for learning fundraising skills?

I believe the answer is yes, resoundingly. Let's jump right in:

1) Graciousness

It's not just politeness although the need for good manners is a given. Graciousness is more - it's a giving spirit towards others. It's an encouraging smile for the other person. It's noticing what they've been doing in the community and understanding how they would like to be acknowledged.

2) Genuine interest in other people
Are you able to have an entire conversation with someone in order to learn about their interests and what motivates them to give? In effective fundraising, we need to do this frequently and if you are genuinely interested in their thoughts, they will know it. And the inverse is true.

3) Enough self-confidence to take yourself out of the spotlight
Yes, it's self-confidence that enables you to step back sometimes. Narcissists don't do well in fundraising. Self-confidence allows you to listen to the other person without planning your next comment.

4) Passion for the mission of the organization
Your passion for the mission generates an interest to learn as much as you can about the need for this work and why this group is so special. An eagerness to say why you support the group naturally follows the passion.

5) A long-term, "sustainability" view of the world
Even if you are writing copy for social media or a weekly email to invite gifts, your attitude of urgency (why now?) combined with calm purposefulness is powerful. If you are a board member volunteering to go along on calls to major donors, your brief story about why you support this group needs to have the same quality. It's all about building enthusiasm and confidence that your group's work is making a difference and with more support can make even more. And a long-term view, shared with the donor, allows you to exercise persistence (see below) without feeling or being aggressive.

6) Persistence
If you think something is important, you stick with it. By listening carefully to the donor, exercising graciousness and genuine interest in them, you can get good results, even great results over time. In addition, self confidence and a long term view allow you to make plans for responding to the donor's interest and carry them out at the right time, adjusting as you need to. Persistence, of course, may need to be tempered with patience and graciousness, but it's critical to keep the work moving forward.

Notice anything in common about traits 1 through 6 above?

Bingo! These traits are all related to personal maturity and an enthusiastic, respectful attitude towards this work and towards your donors. These traits are not about sales technique, manipulation, or tricks. They are not about performing or even presenting.

Why is this important? Well, it means that most of us can learn to raise funds successfully from others as long as we care about the mission, are genuinely interested in others, and stick with it.

If you are a board member, a leadership volunteer or an executive level staffer NOT directly involved in fundraising, you are someone who needs to be comfortable with being part of your group's "culture of philanthropy" and representing your mission to current and prospective donors.

With support and guidance from someone who is experienced, you can do it. Let me know if you'd like to discuss this topic.