blopress alternativen nizagara 100 online alli-mr fox-720p aqua rhinocort de 500 ml aciclovir 750 mg iv viagra super active 20 mg best alternative bystolic benfotiamine 200mg alternative singulair benzac 10 percent dilantin 50 mg side effects xeloda alternativen nootropil 1200 60 tabletek cena ginette 75018 roter ginseng preis differin creme kaufen tamoxifen 10mg vs 20mg herbal alternative to diamox viagra soft tabs 50mg augmentin 500 lamictal 50 mg tablets vytorin 10 80 fda azulfidine 500 metformin preisliste orthomol immun ohne rezept bactrim 500 mg side effects amoxicillin alternative over the counter asacol 500 l-tryptophan ratiopharm 500 mg preisvergleich alternative prevacid voltaren gel preis schweiz natures aid celadrin 500mg duphalac alternative alternative to allopurinol for gout eurax ersatz differin creme kaufen wirkt cialis bei frauen alternative zu trental tenormin 50 mg price alternative drugs to arimidex ceftin 500 mg side effects viagra alternative kamagra floxin 200 mg tablet abilify preis 98 clomiphene citrate 50 mg x50 hoodia kaufen österreich moduretic 100 mg aspirin preise schweiz cefixime 100 mg itu obat apa rosuvastatin 2015 parlodel 10 metformin 500mg twice a day aspirin plus c kaufen alternative ortho tri cyclen lo cymbalta 10mg dosage citalopram 30 mg preis mobicontrol alternative accutane 20 mg ersatz für yasminelle phexin 500 dosage atorlip 20 tablets trileptal 1500 mg macbook pro 13 retina preis lithium 500mg ampicillin 500mg 4 times a day toradol 50 mg alternative to allopurinol for gout suprax 100 30 ml suspension tofranil 10 mg Overcoming Objections: From Obstacle to Opportunity - Collins Group
Skagit Valley Hospital

Overcoming Objections: From Obstacle to Opportunity

by

divider

We all know the scenario.

You’ve designed a compelling and concise case for support that explains the needs your organization is meeting in the community, why you are the right organization to meet those needs, and the role donors play in helping you do so.

You’ve created a list of “top prospects”: those donors or prospects that are known to have an affinity with your mission and relationships with board members or other volunteers.

You’ve trained key staff and volunteers to meet with donors and prospects – either to ask for a gift or to cultivate a future one.

A phone call is made to secure an appointment. And then: KERPLUNK.

“I already know the needs – use your time to talk with others who don’t.”

“We already know what we are going to give. We’ll give at the breakfast/luncheon/gala.”

“With the economy in flux, I don’t want to take on any new causes right now.”

“Just send us some information…we’ll get back to you.”

“Have you already met with the So-and-So’s? They could do more.”

Objections to a personal meeting will make already-hesitant development volunteers even more anxious. However, armed with managed expectations and thoughtful responses, these same ambassadors can turn almost every objection into an opportunity.

Remind your partners-in-fundraising of the one of their most important roles: to listen.

  • Learn about the prospect’s needs
  • Infuse every conversation with enthusiasm
  • Sense the prospect’s level of interest
  • Tell about your organization’s plans clearly and with passion
  • Engage each prospect in “next steps”
  • Not be defensive – they represent the organization, not themselves

Viewed as an opportunity for deep listening, any of the above objections becomes an opportunity: to share new information about community needs, to let prospects know you value their support enough to personally meet with them, to deepen volunteer involvement in addition to financial support, to gather new information about a prospect’s personal circumstances or shifting priorities, or to discover access to new prospects.

  • “I’m glad to hear you’ve been thinking about your commitment, but I’d like to share some updates about the work we’re doing.  Also, I know I was surprised to learn about all the options for making a gift – and I’d like to talk with you more about these options. I really think it would be worth an hour of your time. I’d be happy to meet wherever is most convenient for you.”

  • “You are important to us. Before we talk about money, I’d really like to sit with you and get your thoughts and feedback about our new program/greater impact/recent challenges.”

  • “I’m not surprised to hear that you are generous with other organizations. I’d love the opportunity to learn more about what matters most to you, and to share with you why the work we’re doing matters to me and to the community. May I buy you a cup of coffee in the next few weeks?”

And remember, while sometimes “no” means “no,” more frequently, it means “not now,” “not that, but this,” or “not yet.” Each and every objection provides meaningful clues about how to deepen a relationship, or how to refocus attention on other prospects whose values align with your mission.

divider

Like this post? Why not share it?

divider

About the Author

Barb Maduell

Barb Maduell CFRE

Senior Consultant

With pithy advice and sensible solutions, Barb guides her clients through the cycle of best fundraising practices, coaching them to greater heights.

divider

One Response

divider

Leave a Reply