Dealing With Objections
So go ahead and ask him what he would like to know. Find out what his concerns are specific to your organization or to nonprofits in general. And try to find the real concern lurking beneath the question.
Sometimes, a donor who objects to the organization will have a generic problem with all nonprofits — "They spend too much on overhead" or "They mail me too much stuff!"
Remember, a fear a donor has is rooted in either a deeply held belief that needs to be aligned to your reality or a worry that her money will be wasted and/or she will be taken advantage of. Find the deeper meaning to the donor's objection, and talk to that.
3. Donor objects to project: "Yes, that is great work, but I am not ready to give at this time."
This sounds like a timing issue, but the more you listen and ask questions the more you realize he just is not really jazzed about the project you thought would be his first love. Sorry to say this, but this could mean you didn't do your homework. If this is the case, lesson learned. If not, it's time for more questions. "I thought you were interested in X. What does interest you?" Or, it might sound like this: "Jim, I think I have made an assumption here ... I was thinking that you would be the most interested in the sports program because of your background. Tell me what you would like to do with your money that would be meaningful to you." Listen and ask questions to get the answer from his heart.
4. Donor objects to amount requested: "I love this project, but that amount is just a bit too steep for me."
If the donor has a passion for your organization and the project you are discussing, then talk about ways to make the gift work for her. Maybe she can make payments over two to three months or years instead of one. I caution you here to not make the gift agreement for more than three years because it limits your activity with that donor. Maybe she can start out giving a lower amount the first year with a desire to increase over time. Again, be careful in this area as a longer-term agreement; if the amounts are too low, it will net out to less revenue from the donor.
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.