Objections are your best friends

I was reviewing some material recently from a development conference I went to over a year ago.  First thing I discovered is that it’s a good idea to get those binders out every once in awhile and review what’s inside.  We all  have several of these binders in the file cabinets in our office.  You know….the ones they give out at conferences packed full of good ideas that we almost immediately put away and never look at again once we get back to the “real” world of fundraising.

handling_objectionsThe binder I was looking at recently came from an Institute for Charitable Giving conference called “The Art of Asking”.  I’ll be the first to tell you that it was a great conference with a lot of interesting information, but most of it was pretty basic stuff.

Here’s the thing:  the basics are what fundraising is all about!  And, the good news is, they don’t change much over the years.

As I was paging through the binder the following information caught my eye regarding handling objections after making an ask:

  • 27% of solicitors quit after the first objection by the prospect
  • 11% quit after two objections
  • 4% quit after the third objection

When asked about making contributions…..

  • 73% of prospects stated that they asked an average of 3 questions before making a decision

This means that……

  • 42% of solicitors have already quit before the prospect is ready to make a decision

Wow!  I don’t care how seasoned a development director you are, these are facts we need to remind ourselves of often!

So, dig out those conference binders and dust them off.  I think you might be surprised what you find inside.

Photo credit:  Handling objections

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About dknotek2015

I am a Development Director for the College of Science at the University of Nevada, Reno. Having worked in the Development and Alumni Relations Department for the past eight years, I have a unique background in development, philanthropy, and relationship building. I am a University of Nevada, Reno alum as well as a current MBA candidate. You could say I am silver and blue through and through! I am passionate about helping others. I understand how important education is to our local community, the nation, and the world. I remember struggling as a student to finish my own education, and how grateful I was when I received support through the generosity of others. As a professional, I excel at securing private donations which support the students, faculty, programs, and research of the College of Science. I am uniquely qualified to bring potential donors together with areas about which they are passionate and feel compelled to support.
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