From the course: Nonprofit Fundraising: Using Relationships to Drive Growth
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Techniques for negotiating objections
From the course: Nonprofit Fundraising: Using Relationships to Drive Growth
Techniques for negotiating objections
- When faced with an obstacle, how do you overcome it? Former president Theodore Roosevelt once said "Believe you can and you're halfway there." In fundraising, you must believe donor objections are opportunities to establish belief and credibility in your organization. Every fundraiser needs effective ways to overcome objections. However, whatever technique you use must produce evidence to prove the validity of what you say. I'm going to walk you through six useful techniques for moving from an objection back to the presentation. First, follow the three F's, feel, felt, found. When a donor is stalling or expressing extremely personal concern, say things like I understand how you feel or I've heard other donors express this exact concern. These phrases show you understand their concerns and reassures them their objection is not unusual. Next, consider the compensation or counterbalance technique. when a donor presents an…
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