Recently I was working with a client who supports non-profit organizations in expanding their donor base and increasing per donor contributions. As we were completing our strategy session, my client brought up one of his biggest concerns. “All the charities we speak to want to know how we get paid. What do I say?”
Each of us, whenever we are doing our best to persuade someone to do what we want or adopt our point of view, have questions that we hope, with fingers and toes crossed, we won’t be asked. Rest assured, those questions will be asked! I call them The Rude Q & As, because quite frankly, the questions can sometimes feel a little rude or maybe give a rude awakening!
Part of being ready for any successful presentation is preparing for The Rude Q & As. I’ve included five questions to ask yourself to prevent being put on the defensive. By answering these questions, you’ll be able to approach the Rude Q & As with confidence and will also give consistent answers rather than making up something new each time.
Here they are:
1. “What question would potentially be most damaging to me, my company, or my cause?”
2. “What is the subject I’d most like to avoid and the reason I’d like to avoid it is?”
3. “What question requires the most research on my part so I can answer with authority?”
4. “What is the most delicate or challenging question about my personal opinion that could be asked?”
5. “The most logical questions in relation to the circumstances and my organization’s products or services are?”
By first listing these questions and writing out the answers, you will be able to craft the response that will put you in the best light. You’ll face sticky issues skillfully with well thought out, sensitive answers. For my client, one of the coolest things about his preparation is that he no longer feels the need to apologize for being paid for the results he produces! Bottom line, there’s nothing to lose but your stress, and everything to gain.