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What happens when you change your mindset
“I don’t want to waste your time.”
Here is another common objection you will hear when trying to schedule visits.
The donor will tell you that they don’t want to waste your time usually because they aren’t in a position to make a gift right now.
They don’t understand that it’s NOT a waste of your time to get in front of them and there are many reasons it’s helpful for you to get in front of them.
My response that almost always got them to accept the visit when they said “I don’t want to waste your time.”
“Sue, I’ve been on over 1,000 visits in my career and not a single one of them was a waste of my time.
If you really don’t want to visit, I’ll of course respect that, but I want to make sure you know it will not be a waste of my time.
Getting to visit with people like you is a great joy of my career and you would make my day if we are able to get something scheduled.”
When someone presents an objection, DON’T back down right away.
Always go back another time.
You’ll start having way more success simply because you made that extra effort.
It communicates something about you to the donor and will result in you having many more visits.
People don’t want to give big gifts to our org because (INSERT LAME EXCUSE).
Occasionally I’ll speak with an organization that tells me some reason they believe is keeping people from giving significant gifts to their organization.
The org BELIEVES it, so it obviously becomes a reality.
If you go around constantly telling yourself, “I only deserve minimum wage” no one’s going to magically offer you a job making $150,000/year.
The things you believe become reality.
Stop telling yourself that no one gives significant gifts to your organization.
Change your mindset:
“We are the type of organization people give 6-figure gifts to.”
It will change the way you think.
It will change the way you act.
It will change how much you ask for.
It will change how much people give.
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.
- At last, the Not-So-Secret Formula for Raising Major Gifts
- 3 Simple Ways to Start Major Donor Conversations Off on the Right Foot
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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?
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