How to Deal With Objections Major Gifts Fundraising

By Richard Perry

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.

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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.