Dealing With Objections
It also means accepting the work that addressing the objection requires of you. Objections can be frustrating, and if you object to the objection, you will have a mutual stalemate.
Once you are clear on the reason(s) for the objection, what do you do then? I now turn back to the six possible objections and how I would handle each of them:
1. Donor objects to cause: "I don't mean to minimize the great work you are doing, but I care about cancer issues and that is where I give my money."
It isn't a lost cause when the donor does not immediately connect with what you are proposing. If this happens, the first thing you must ask is whether you qualified the donor. If you didn't qualify the donor, then it really is no wonder she is having trouble with the cause. If you did qualify the donor, then this objection may either signal a change of priority or trouble she has with your organization. If the donor is a qualified donor and she has given before and has expressed interest in staying connected, then this stated objection, most likely, is not the real one. Look for others.
2. Donor objects to organization: "Well, the work you are doing is great, but I really don't know much about your organization."
Again, if this is a qualified donor then I am assuming you know that he knows about your organization. If he does but still says this, he actually may be saying: "I don't know much about that program or that area." If this is the case, then you have more work to do. This also may signal that he may have some misconceptions about your organization — items that have been buried, things that you did not realize were there. And now they are surfacing.
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.