Turning Intel into Insight

How are your questioning skills?

When you meet with a colleague and they’re giving you a perspective only they have, do you: a) tune out to nowhere world, b) think about that butterfly from last Tuesday, or c) half-listen while wishing you had a cup of coffee? If none of those seem like the answer that should be the focus of a blog article, then you’re on the road to recovery. Keep reading.

A hot topic right now — well, always — is active listening. You might assume that’s what this blog post is about. Plot twist: it’s not. Active listening involves concentrating on the speaker, absorbing all their communication (verbal and nonverbal), maintaining open and affirming body language, and contributing in a way that shows you want them to continue the dialogue.

It’s a vital first step toward what we want to accomplish, but I want to focus on the second step — the part where you keep them talking, but in a direction that leads to progress. As a researcher or prospect management team member, that most often looks like asking a thoughtful question.

A probing or expansive question can take a conversation in a beautiful and enlightening direction. But there’s one major pitfall: if your question doesn’t fit the topic, the whole discussion falls flat. So how do you know what to ask? You know your audience, and you understand your role with them. Start with active listening. Did you truly hear them, or did they simply speak at you?

Remember that listening is only the beginning. Every time a fundraiser offers intel from their side of the fence, it’s a learning opportunity — so take it. Listen carefully, and you can learn who their prospects are, which prospects they spend the most time with, the priorities of their fundraising area, the donors they believe are ideal for their area, and so much more. If these facts don’t spill out naturally, then you know what to do: ask thoughtful questions.

Did your audience tell you who they are, what they want to know, and what you want to know? No? Then here’s your chance. Every time they speak, you have an opportunity to glean data from their expertise. If they mention that Donor A is who they wish all their donors could be, the stage is set for a thoughtful question. Your role involves prospect identification and strategy.

You need criteria and data to produce results. Your fundraiser has a bank of information about Donor A but may not know how to translate it for you. Be the translator. Ask a thoughtful question that yields results valuable to both of you: “What characteristics of Donor A make them an ideal prospect for your area?” Then watch the magic unfold.

It’s not just about being an active listener; it’s about being a thoughtful questioner. Your fundraiser has a relationship with the donors; you have a relationship with your fundraiser. Let them be the bridge to the data. Your data output is only as good as your data input. Contribute worthwhile input so you can both reap the rewards.

If you want to be truly impactful in how you support your liaisons, you must practice what you question, how you question, and the purpose behind each question.