As you are meeting with a prospective investor, determining how you are going to approach the eventual proposal, listen twice as much as you talk (after all, you have two ears and one mouth!). The folks from Jerold Panas, Linzy & Partners tell us that “Effective Listening: (1) is the ultimate mark of respect you can pay a person; (2) puts the other person in the spotlight; (3) is the heart and soul of engaging a person; (4) makes you an outstanding conversationalist; (5) allows the other person to gain ownership; (6) demonstrates your thoughtfulness; (7) is the basis for a true partnership; (8) is a skill that can be learned; (9) turns an objection into advocacy; (10) provides giving clues; (11) is the springboard to securing the gift; (12) is the key to renewing the gift; (13) helps you learn something new; (14) can turn a negative into a positive reaction; (15) enables you to develop a strategy; (16) is the most important element in being empathetic; and (17) ensures your success! These fundraising experts close by saying: “Listen with your entire being. Listen with your eyes. Listen as if you are hard of hearing.”
Tom’s Note: Jerry Panas recently passed away – but his colleagues will keep this amazing firm moving forward. You might want to subscribe to their newsletter.