Leaders often have to ask outsiders to invest their time, energy, or financial resources to promote the good work they are doing. These requests range from fundraising to capital investment, and from investing time to serving as advisors to a new project or enterprise.
Asking those on the outside for money or time is one of the hardest tasks to achieve. Most leaders and fundraisers dread it, even when they know that without support their project won’t get off the ground.
Those on the receiving end of these requests are naturally suspicious as to what the ask involves. Most people are highly reluctant to part with their cherished resources. They have limited time and finances and protect themselves from commitments they might later regret.
They typically slow-walk their responses to any request for resources and cast doubt on their desire to become involved. As the number of requests pour in, they become ever more disinclined to invest in anything that smacks of self-interest. Their reflexive response is to say “No,” or to only feign interest until the other party gives up and goes away.
Breaking through this inertia is no easy task. To make matters worse, the more desperate a leader or fundraiser becomes, the more suspicious the other party becomes. Sadly, too many worthy projects and initiatives die because they lack the resources to launch or sustain themselves.
So how do those who consistently overcome this resistance do it?
Those who prevail and achieve their investment goals have learned a counterintuitive fact that is worth noting. We can summarize the wisdom like this: Ask for money and time from people, and you will most often get advice and counsel about your project. Ask for advice and counsel about your initiative, and you will often receive money and time.
Getting others excited about an initiative requires a highly engaged set of conversations where both parties can fully explore the upsides and downsides of an investment. By asking for advice, and not for money, time, or other investments, those seeking a commitment eliminate the need for others to protect themselves. Because they are being asked for their wise counsel, and not for an investment, they let down their guard and engage with an open mind.
While their long-term interest will depend on the value proposition of the project, the ability to discuss the benefits of the initiative without the need to be on guard is worth its weight in gold. Even when the investment does not materialize, the advice and direction leaders often receive is of tremendous value. Not uncommonly, those asked for their advice but who decline a direct involvement will point the leader to others who might be highly interested in investing.
So the next time you want to raise capital or gain the time commitment of those who hold valuable resources, consider asking for advice and not for money. You might find the power of a fully engaged conversation about the possibilities produces more results than the direct assault of asking for an investment.
