--- title: Why silence is golden description: No matter how uncomfortable you may feel, just remember that you owe your prospect a few moments of silence so they can think about your proposal. image: https://info.imarketsmart.com/hs-fs/file-3555672737-png/blog-files/silence-is-golden-2-386x300.png --- ### Get weekly nonprofit marketing ideas straight to your inbox ** [301.289.3670](tel:+1-301-289-3670) / [888.618.2015](tel:+1-888-618-2015) [**Contact](http://imarketsmart.com/contact-us) [**  Careers](http://imarketsmart.com/careers) - - - [![Imarketsmart](https://info.imarketsmart.com/hs-fs/hubfs/images/logo-basic-300x451.png?width=300&height=45&name=logo-basic-300x451.png "Imarketsmart")](http://imarketsmart.com/) [Get a Demo](http://imarketsmart.com/request-a-demo/) # Marketsmart Blog # Why silence is golden [![Silence is golden for fundraising](https://info.imarketsmart.com/hs-fs/file-3555672737-png/blog-files/silence-is-golden-2-386x300.png?width=248&height=193&name=silence-is-golden-2-386x300.png)](https://info.imarketsmart.com/hs-fs/file-3555672737-png/blog-files/silence-is-golden-2-386x300.png) Silence is golden A couple of decades or so ago, I was fresh out of school selling advertising space for a local newspaper. A retailer asked me to write up a proposal and visit him. I laid the proposal in front of him and started explaining how the ad campaign I developed would increase sales for his business. He kept his eyes focused on my proposal and gently raised his hand suggesting that I should let him read it. I waited for a minute and watched him read it. But it was only about 50 words and he seemed to be staring at it a long, long time. I just couldn't help myself. I felt compelled to convince him of the merits of my proposal. So I blathered on about something or other. **What happened next was something I'll never forget.** He took a deep sigh and looked up at me. His face was turning red with anger. His eyes were seething with discontent. Then, he let me have it yelling, "Get the #$%!@# out of here! Don't they teach you anything about selling at that newspaper? You wouldn't even let me think about it!! Now get out!"   **That's when I learned that silence is golden.**   When people are making financial decisions, you have to shut up. You have to let them think. I think tons of sales (and donations) are lost simply because salespeople (and fundraisers) just don't know when to shut up. **No matter how uncomfortable *you* may feel, just remember that you owe your prospect a few moments of silence so they can think about your proposal. After all, it's about *them*, not you.** - [Tweet](https://twitter.com/share) **Posted by**Greg Warner May 07, 2015 [** Next](https://info.imarketsmart.com/blog/9-questions-to-help-you-determine-if-your-results-are-good/) [Previous **](https://info.imarketsmart.com/blog/case-missed-marketsmart-washington-post/) Tags: [Philosophy/motivation](https://info.imarketsmart.com/blog/topic/philosophymotivation) Search this site on Google Search Google #### Get Weekly Tips ![](http://11034n4348rz28bwol8ogod8.wpengine.netdna-cdn.com/wp-content/uploads/2015/07/majorgiftmotivatorCTA-e1438624761470.png)Get captivating motivational quotes~*hand-picked for major and planned giving fundraisers*~delivered via email every Tuesday.![](http://11034n4348rz28bwol8ogod8.wpengine.netdna-cdn.com/wp-content/uploads/2015/08/majorgiftmotivator-tile-sidebar-image-e1438802110804.jpg) [![Get Motivated](https://no-cache.hubspot.com/cta/default/1716178/3152951d-d234-4e33-8af5-19882b865e06.png)](https://cta-redirect.hubspot.com/cta/redirect/1716178/3152951d-d234-4e33-8af5-19882b865e06) ### JOIN THE CLUB Become a better fundraiser! Enter your email below for tips and tricks guaranteed to help you raise more money and keep more donors at lower costs. ### DOWNLOAD OUR FREE EBOOK [![eBook Image](https://info.imarketsmart.com/hubfs/images/Hardcover-Book-FundraisingIsBroken-e1438787940530.png)](http://imarketsmart.com/resources/ebooks/fundraising-is-broken-ebook/) **A Fundraising Guide for Nonprofits**[![Get My Copy](https://no-cache.hubspot.com/cta/default/1716178/3f31af11-258f-4651-911c-07db0c7c1785.png)](https://cta-redirect.hubspot.com/cta/redirect/1716178/3f31af11-258f-4651-911c-07db0c7c1785) ### Connect with MarketSmart ### Our Awards [![](https://info.imarketsmart.com/hubfs/images/2015_score_award1-1.jpg)](https://www.score.org/success-stories/marketsmart) [![](https://info.imarketsmart.com/hubfs/images/winner-1.png)](http://scoreawards.score.org/entry/8856382) ### Press Releases [![](https://info.imarketsmart.com/hubfs/images/washingtonpost.png)](http://www.washingtonpost.com/news/on-small-business/wp/2015/05/06/business-rx-how-to-manage-a-rapidly-growing-team/) [**](https://info.imarketsmart.com/blog/why-silence-is-golden/#top) ![](https://info.imarketsmart.com/hubfs/images/LogoWithSlogan.png) [![](https://info.imarketsmart.com/hubfs/images/winner.png) ](http://scoreawards.score.org/entry/8856382)[![](https://info.imarketsmart.com/hubfs/images/2015_score_award1.jpg)](https://www.score.org/success-stories/marketsmart) ©2015 MarketSmart | 9658 Baltimore Ave., Suite 360, College Park, MD 20740 | [301.289.3670](tel:+1-301-289-3670) | [Privacy Policy](http://imarketsmart.com/privacy-policy/) | [Anti-Spam Policy](https://info.imarketsmart.com/anti-spam)