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The Secret to Booking More Visits
DO THIS ONE THING TO BOOK MORE VISITS:
The next time someone tells you they don’t want to visit… in other words, they slap you with an objection…
SAY SOMETHING!
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.
Related Resources:
- “One Visit Away” podcast
- Webinar: Scheduling Visits is Scary…but it doesn’t have to be that way.
- Dr. James explains why “No” often leads to “Yes”
- The Pathway to a Significant Philanthropic Investment is Not Paved With Just “Visits”
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Feeling like your job is getting harder because donor expectations have changed and competition for the charitable dollar is growing?
Finding that the old orthodoxies and conventions espoused by so-called experts in online echo-chambers and at conferences don’t work anymore?
Want to help more people make impact by facilitating their acts of philanthropy but feel like too many obstacles keep getting in your way?
Then this book is for you.
Engagement Fundraising was developed from the perspective of a donor who discovered firsthand that the impersonal, spray-and-pray approaches of his beloved charity were not only offensive but also wasteful and ineffective. So he took action. And now, you can too.
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