Dealing With Objections
- He didn't show that he was interested in getting my donation.
- He failed to call or follow up with me in any way.
- There wasn't an intro paragraph to the email he sent. It seemed like a generic communication.
- There wasn't a call to action.
- He didn't really know me or what I was interested in (read: didn't qualify).
- He didn't learn about my timeline.
- He never talked with me about money.
- He never asked what I wanted.
- He didn't uncover any compelling reasons why I would give.
- He didn't appear to care.
- He didn't attempt to develop a relationship.
Objections are simply signals of something deeper. Embrace them and look for the real meaning. That meaning will lead you to the place you need to be in your relationship with 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.