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7 Perfect Responses to Overcome a Donor’s Objections to a Visit

Rachel Muir headshotIt takes a lot of "no’s" to get to a "yes," but the truth about fundraising is that the hardest part isn’t the ask, is getting the visit to make the ask! To help you get that all important face to face visit I’ve outlined seven of the most common objections a prospect or donor might have to taking a meeting and how you can overcome them.

“Are you going to ask me for money?”

Response: “We would ultimately like to earn your support. However, I would really enjoy the opportunity to tell you about many of the positive results of your support. ”

“I cannot meet during work hours.”

Response: “I understand. How about we meet for an early cup of coffee before the day gets started or something at the end of the day?”

“I don’t have time right now”

Response: “When would be a better time to call?”

“I can’t afford the amount you want.”

Response: “The amount is completely up to you. Let’s sit down together, discuss it and then you can decide.”

“I gave because of your work on _____, but I don’t like the position you’ve taken on ________.”

Response: “I am so sorry. I want to hear more about your concerns. Can we talk with you about this so I can better understand? I want to hear your thoughts on this.”

“I support so many other groups and I’m tapped out for this year.”

Response: “I know the feeling. Tell you what – let’s take money off the table. I’d still like to meet with you because a) I want to thank you for your generous support from last year and b) when you are planning for next year, perhaps you could remember us then. So let’s assume you won’t be giving now, I hear that. But I’d still like to meet. When would be a good time?”

“We’re down to one income and we don’t have the money.”

Response: “I’m sorry to hear that. Is there some other way you’d like to be involved in our work?”

Now that you’re got some great tools to get your foot in the door you might be ready for some help nailing the visit. This free webinar recording: Revealing Your Donors’ Interests to Upgrade Their Giving is a great asset to help you prepare for a face-to-face donor meeting.

Rachel Muir, CFRE is Vice President of Training at Pursuant where she transforms individuals into confident, successful fundraisers. When she was 26 years old, Rachel Muir launched Girlstart, a non-profit organization to empower girls in math, science, engineering and technology in the living room of her apartment with $500 and a credit card. Several years later she had raised over 10 million dollars and was featured on Oprah, CNN, and the Today show. Follow Pursuant on Twitter @pursuant and Rachel Muir @Rachelmuir

Topics: Fundraising