Professionals who give back to their communities are well liked by all business people.
You are often called upon to donate time and money to not-for-profit (NFP) organizations.
This is a good thing, but as the joke goes, “Not-for-profits means not-for-profit for the service provider, too.”
I do not want to limit or discourage your participation and support for religious, civic, and social causes, but I can help you turn your not-for-profit engagements into for-profit investments.
Stop Discounting Your Fees
Rather than discounting your fees, make a contribution to your client that equals the discount you have been taking.
When you contribute to the NFP, you will appear on the contributors list, and you may be allowed to present your check to the board.
Discounting makes you appear to be a low bidder (cheap fees), whereas making a contribution tells the client you are a benefactor.
There is a huge difference in the perception by the governing board and the people they refer to you.
Support Your Partners’ and Staff’s Activities
When you have staff members involved in charitable organizations, support their activities with firm donations or services.
Too often, professionals spread their support among too many organizations. Contributing $100 to 10 organizations will not be as effective for you as $1,000 to one group. Backing a firm member will create even more impact.
Offer Your Office for Meetings
Making your office available costs you nothing and can benefit you in big ways. When board members of an NFP visit your offices, they may think about accounting or tax matters.
Getting them on your turf will encourage them to talk to you about their business or personal needs.
Get To Know the Board Members
Usually the board members of NFPs are movers and shakers in your community. Take them to lunch or breakfast and get to know them.
When you share a common interest in an NFP’s mission, you have a theme for your visits. These board members can be valuable sources of referrals and new business.
Wrapping up
Appearing to use an NFP agency for selling new business is not a good image to convey.
When you are getting to know the board members, refrain from talking about your services until someone asks.
On the other hand, don’t take this word of caution so seriously that you use it as an excuse not to get to know each board member. Tom Hopkins says, “Sell like a lion, but act like a lamb.”
If you are going to serve on an NFP’s board or donate fees to their cause, you should make it your marketing mission to develop relationships with everyone.
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