Negotiating is not a part of the solicitation process, but answering prospects questions and bringing them closer to their goal of helping your organization is. Often, objections made by prospects are really just questions or a need for clarification. Here are some tips to navigating the objections of prospects:
1. Assume you already have the gift.
Your attitude and demeanor should be positive and engaging at all times when meeting with prospects. You confidence level will affect securing a gift.
2. Tell a story.
Use a story you have heard about another prospect that had a similar objection. The prospect in the story should overcome his or her objection and make a significant gift to the XYZ Organization.
3. Reverse the question.
Have the prospect ask you a yes or no question, and then reverse it into a question that you ask, for example:
Prospect: "Will the building be named after me?"
Solicitor: "Would you like your name on the donor plaque?"
Prospect: "If I can afford the gift to get it there..."
4. Close on the major objection.
Use this technique when a prospect offers objection after objection:
a. Hear out every objection completely.
b. Restate and put greater emphasis on the major objection.
c. Ask the prospect if he or she would donate, were it not for the objection.
d. If no, deal with the other minor objections in turn.
e. If yes, work through the last objection and close.
5. Last Resort
If all else fails, you may want to try the last resort.
Solicitor: "Mr. So and So, I believe the XYZ Organization has a number of great programs that they can bring to our community. They have strong leadership and a real vision. Support is critical to our project. Is there anything that I did wrong that kept you from making a gift?"
Prospect: (Will bring up an objection.)
Solicitor: "Of course, I should have thought of that! Thank you for being so honest with me and clarifying your feelings. I do not know how I forgot to clear that up for you."
6. Reconsider.
As you start to leave, ask the prospect, "Won't you reconsider?"
