Six Steps of Capital Campaign Solicitation
4. Handling objections. When prospects have objections or concerns, avoid a “yes … but” response, Weinstein writes. Instead, use “yes … and” phrases. There will be some objections that representatives are unprepared for. In these situations, he suggests using what he calls “Weinstein’s bottom-line” reply. First, admit you’ve never heard that objection before and that it sounds serious. Say you will look into the issue and discuss the concern with organization leaders. Assure the prospect that organization leaders are doing their best to strengthen the organization, and that you encounter many people who believe in the organization’s “bottom line,” what Weinstein says is “the institution’s strongest and shortest rationale for support.” In conclusion, point to the bottom line to show that the organization will work to remedy the issue and become stronger, adding that to do so it needs support for projects, such as its capital campaign.
- People:
- John Wiley
- Stanley Weinstein