How to Deal With Objections
So, your first objective is to find the meaning behind the objection. That requires that you listen more and ask more questions that elicit the background and detail of the objection. Listen not only to the objection, but to the emotion behind it. Seek to read between the lines.
The first objection made usually isn't the whole story. You want to keep the conversation going to pull out the real objection(s) and clarify the details. This not only gives you the reasons for the objection, but it also shows that you are interested in the donor personally and want to solve the problems she has.
If you’re hanging with Richard it won’t be long before you’ll be laughing.
He always finds something funny in everything. But when the conversation is about people, their money and giving, you’ll find a deeply caring counselor who helps donors fulfill their passions and interests. Richard believes that successful major-gift fundraising is not fundamentally about securing revenue for good causes. Instead it is about helping donors express who they are through their giving. The Connections blog will provide practical information on how to do this successfully. Richard has more than 30 years of nonprofit leadership and fundraising experience, and is founding partner of the Veritus Group.