Have you heard this objection before? “I’ve been giving for 20 years. There’s nothing you can tell me I don’t already know.”
This is an objection gift officers get frequently when reaching out to existing donors.
People don’t want to meet because they think we’re going to try to tell them things to get them to give.
That is how most visits go, so it makes sense that the donor would give that objection.
What’s an effective way to respond to this objection?
Something like this:
“Jane, you’re right and that’s exactly WHY I’m reaching out for the visit. The main purpose of the visit is for me to get to know you and understand what’s caused you to give so generously over the years.”
This doesn’t always work, but many times affirming the person’s objection while sharing with them that it’s actually the very reason we should meet causes people to say yes.
Keep in mind, most gift officers hear an objection and immediately respond, “ok, thanks for your support.”
Just by responding intelligently, you’re opening up a whole new world of possibilities.
Kevin Fitzpatrick is the owner of One Visit Away, a consulting business helping leaders of nonprofits schedule more and better visits with their benefactors. Kevin’s goal is to help fundraising professionals constantly seek to deepen their relationships with their benefactors. After all, you’re just One Visit Away from growing your mission and your impact.
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