How to Deal With Objections
Lastly, consider these facts in all of your dealings with donors. Here are the findings from a survey of what donors believe were the reasons they thought the major-gifts officer was not effective in his or her contact with the donor:
- 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.
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.
