Two Things to Help Your Major Gift Officers Improve: A Coach and Video Replay

What do professional athletes and major gift officers have in common? Both can improve their performance by watching themselves on video. While video replay is already common in sports, it seems impossible in the private, one-on-one interactions where major gifts are solicited. But you can use video replay to train your fundraisers—and to improve your advancement shop’s overall performance.

Learning through video replays in sports

See solicitations through new eyes

Solicitations for major gifts tend to occur one-on-one and behind closed doors. Simulating these scenarios allows fundraisers to watch themselves at work. Plus, reviewing video allows them to assess their performance in a low-risk environment.

The impact of nonverbal communication

Focusing on verbal communication is easy. Recordings, scripting, and practice mean that fundraisers are often comfortable with the vocabulary needed to cultivate a donor. However, nonverbal communication could mean the difference between a principal gift and no gift at all.

Filming fundraisers at work allows development leaders and frontline fundraisers to notice nonverbal strengths and weaknesses, including gestures, facial expressions, and body language. Afterwards, fundraisers can continue to build on strengths, while improving their weaknesses.

High-impact video review

In order to gain a holistic view of their communication strengths, fundraisers should watch their own video three times, focusing on different aspects each time:

• First viewing: with the sound off, fundraisers focus on physical gestures, body language, and emotional connection with the prospect
• Second viewing: with the sound on, fundraisers listen to what they said and how they reacted to what the prospect said
• Third viewing: with the sound on, fundraisers look for areas of strength in the overall solicitation

No risks, all rewards

Filming a major gift solicitation simulation allows fundraisers to see their strengths and weaknesses in a risk-free environment. Everyone is nervous in front of the camera at first, but the experience lets fundraisers see their own work, for better and for worse. As a result, problems are prevented before they arise in front of a donor, and fundraisers have a clear idea of their own strengths—and areas for improvement.

Learn more about improving MGO performance

Watch our on-demand webinar “Laying the Foundation of Major Gift Officer Performance with Metrics,” part one of our “Making Meaning of Metrics” webconference series. Learn how to set expectations for major gift officer performance, select appropriate performance metrics, and choose goals that will motivate and guide your fundraisers. Watch now.