The next time someone tells you they don’t want to visit… in other words, they slap you with an objection…
There are many tips on exactly what to say to overcome specific objections but the main tip is just to come back with some reason why you should still visit.
99 times out of 100 a donor gives an objection and gift officers immediately say, “Ok, I’ll reach out some other time!”
Don’t do that.
If someone says they have made all their giving decisions for the year, so there’s no reason to meet, try something like…
“Sue, most intentional donors make their giving decisions well in advance, so I assumed that would be the case. I wasn’t planning to ask you for a gift. How does Tuesday at 10:00am look?”
There’s much more that could be said in the topic, but say something, and I promise you’ll book more visits.
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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