Overcome Objections, Get a Meeting with the Donor

Overcome Objections, Get a Meeting with the DonorAs you seek fund raising appointments, there are 3 common objections you will encounter. You must be prepared to handle these or you might never get your appointment to ask for funds for your ministry.

As you seek appointments, count on the fact that individuals will have objections. Handling those objections can be the hardest part of raising funds. Getting past them is essential.

You deal with objections in two steps:

A: Respond to the objection. It is real in the mind of the prospect.

B: Ask for the appointment again.

Here are 3 common objections and how you can respond.

Objection #1: “I am too busy to meet with you.”

Part A: Respond to the objection: “I can understand that you are extremely busy. But I would be happy to have just twenty minutes of your time so I can tell you about the burden and vision the Lord has given me.”

Part B: Ask for the appointment again: “How about twenty minutes next Wednesday or Friday?”

Objection #2: “I am already giving to other individuals or organizations. There really is no need for us to meet.”

(I love to meet with people who already love to give. If they catch my vision and passion, many of them will find a way to give. Don’t be discouraged by the over-committed donor. Your natural response is to agree that perhaps he is too committed to help. However, I would rather speak to an over-committed donor than to a non-donor who has never experienced the joy of giving.

Recognize that the stronger your relationship with a prospect, the easier it will be to get an appointment. Those who have little relationship with you will be harder. But you must insist on meeting people one-on-one! Don’t take a shortcut by asking for a financial commitment over the phone.)

Part A: Respond to the objection: “I can understand that, but I am anxious to update you on what the Lord has been doing in my life and my plans for the future.”

Part B: Ask for the appointment again: “I would love the opportunity to meet with you. Would Monday next week be good, or would Wednesday be better?”

Objection #3: “Is this about finances?”

Part A: Respond to the objection: “I really want to tell you about the vision the Lord has given me and explain some details of the work to which the Lord has called me. I certainly will be prepared to share some of the opportunities for prayer and financial involvement but the meeting is more than money.”

Part B: Ask for the appointment again: “How does Tuesday or Thursday look on your schedule?”

 

For further training on how to respond to phone objections read chapter 12 in People Raising: A Practical Guide to Raising Funds

More training is available in DVD, CD, and MP3 formats.

For intensive training, register for the 2-Day People Raising Conference.

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3 Questions Fund Raisers Need to Ask Themselves

3 Questions Fund Raisers Need to Ask ThemselvesAs a fund raiser you have a privileged opportunity to invite people to fund the Lord’s work though your ministry. As your donors give to your ministry, you become a steward of their monies.

Because fund raising is not really about you, I’d pose three questions you might ask yourself on a consistent basis. These are the questions Chip Ingram (in his book “The Genius of Generosity”) identifies that smart stewards ask themselves:

  1. Am I using the money entrusted to me in accordance with the owner’s wishes?
  2. Am I carefully keeping an account of where the owner’s funds are going?
  3. Am I becoming best friends with the owner by managing his resources?

As founder and director of Inner City Impact, I take very seriously the responsibility I have of being a good steward of the funds given to me to manage. I hope that’s true of you as well.

For further reading on this subject of stewardship read chapter 5 (pages 45-50) of People Raising: A Practical Guide to Raising Funds (order the book online).

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3 Concerns for Those Raising Funds

As a fund raiser I’m always concerned as to how effective I am as a fund raiser. Now is the time when you and I can take a look at three of those concerns.

  • Why do some raising funds have a difficult time establishing consistent givers?
  • Why do some donors never give a second gift?
  • Why do some donors drop their financial support?

Many answers could be found to these questions, but I’m convinced that many donors stop giving because those raising funds fail to say “thank you.” You need to recognize that expressing appreciation is a crucial aspect of your ministry.

The Apostle Paul with a thankful heart often expressed his appreciation to fellow believers.

  • I thank my God through Jesus Christ for all of you, because your faith is being reported all over the world. Romans 1:8
  • I always thank God for you because of His grace given you in Jesus Christ. 1. Cor. 1: 4
  • I thank my God every time I remember you. Phil 1:3

Paul’s heart of thankfulness led to another action on his part-prayer for fellow believers.

  • We always thank God, the Father of our Lord Jesus Christ, when we pray for you. Col. 1:3
  • We always thank God for all of you, mentioning you in our prayers 1 Thess. 1:2

It’s important to develop a thankful heart, express your faith in thankfulness both to the Lord and to your donors. Saying “thank you” can make a difference between a onetime gift and a donor who grows in interest and commitment to you.

I remember meeting with a donor who decided to support several of our staff. The staff members failed to say thank you, the donor asked

  • “Didn’t they get my gifts?”
  • “Didn’t they need my gift?”
  • “Didn’t they appreciate my gifts?”

Hurt by the lack of appreciation, the donor did not want to be hurt again. They chose not to send future gifts to those staff members who had not learned the importance of those two words “thank you.”

As you evaluate where you are with your fund raising these 3 concerns can allow you to review your ministry of fund raising:

  • Concern 1: Do you have a solid group of donors who are consistent in their giving to you and your ministry?
  • Concern 2: Are you seeing donors go beyond their first gift and provide you a second gift and even more?
  • Concern 3: How effective are you in retaining the support of your donors?

Part of my DNA is thanking people. It just comes naturally. I trust that might be your story as well.

Learn much more about fundraising in the next People Raising Conference!

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3 Keys to Your 2014 Fund Raising

3 Keys to Your 2014 Fund Raising As you begin another calendar year, there will be many priorities and needs vying for your attention. As you consider ways to fund your ministry, remember that there are three keys for your fund raising in this new year.

1. Your vision for your ministry.

What does the Lord want you to accomplish in 2014 for His glory? What does that look like? Think outside the box. Do some dreaming. Why can’t 2014 be the best year ever for you and your ministry? Don’t approach 2014 as just another year of ministry doing the same old thing. We serve a God who not only expects big things from us but is capable of performing that in our life and ministry.

God can do anything, you know—far more than you could ever imagine or guess or request in your wildest dreams! He does it not by pushing us around but by working within us, his Spirit deeply and gently within us. (Ephesians 3:20, MSG)

2. Your vision for your donors.

Why merely expect some of your donors to fund your ministry at the same levels of last year? For us it should not be business as usual.

Recently I got up the courage to challenge a donor to double what he gave last year. Sure I was nervous when I made the ask. For days I struggled, should I just ask for the same amount or challenge him to double. The result? He decided to give 4 times what he did the previous year. Am I glad I did not simply go for the status quo.

3. Your dependence upon the Lord.

Keep in mind that God is in the business of translating His vision into the hearts of His people. Maybe we forget that from time to time. If it is His ministry then we know He will fund His ministry, but there is our part to play. We need to pray as never before. Give the Lord the credit when we experience success. And yes, we need to be prepared. Get your strategy in place, practice, evaluate, modify and improve those necessary fund raising skills.

I am excited about 2014 and trust you are too. I expect great things from the Lord but I need to do my part, and He will do His part.

May the Lord continue to bless your ministry in 2014.

- Bill Dillon

    • Do you need more help on your fund raising?
    • Do you need a refresher course on raising funds?
    • Are there fund raising questions you are looking for an answer?

Register for the next People Raising Conference designed to reduce the fear and time it takes to raise needed funds.

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4 Key Fund Raising Tasks

Four Key Fund Raising TasksMost of us would acknowledge we have more things to do than we have time for. We need to prioritize, and use our time well.

As we go about raising funds, we will find there are 4 key fund raising tasks we must consistently perform.

1. Selecting Names
Anyone raising funds knows that you never stop adding names to your list. There is not a day that goes by that I am not looking for people to connect with my ministry. In that process, I am always thinking of prioritizing my list. Who are those that might be a high priority that warrant an extra effort in my fund raising efforts. Also keep in mind that I am more concerned about the quality of the list than how big a list.

2. Getting Appointments
The goal of your fund raising is not simply compiling a list. The next key task is to get an appointment. You will need to know and practice how to start your call seeking an appointment and how to successfully respond to the common objections you will hear. Remember if you can’t get the appointment you will not be able to sit down with your prospects and donors and challenge them to be part of your fund raising team.

3. Visiting/Asking
If we are going to effectively raise funds we will need to engage with our prospects and donors. Now that we have the appointment, a whole host of questions come to mind such as:

    • How do I begin my visit?
    • When do I bring up money?
    • How do I transition to talk about money?
    • How can I learn more about them?
    • What questions might they typically ask?

The good news is that one can be prepared for the visit but it requires a plan and plenty of practice.

4. Following Up
All through the fund raising process follow-up is essential, it is not optional. It could be making a follow up call to secure an appointment. A follow-up call for a person who on your visit planned to pray about the opportunity to give. My advices throughout the fund raising process is simple and straight forward: follow up, follow up, follow up.

If you need training on all 4 of these tasks it is available on the People Raising web site. The People Raising 6 hour training program on DVD, CD, and MP3 is available through December 31, 2013 at 25% off. Use coupon code ____

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3 Types of Prospects

3 Types of ProspectsYou will soon discover that all your prospects and donors are not all alike. There are 3 types of prospects.

I have found it helpful to go through my list of contacts and identify who might be my:

  • High-priority prospects
  • Medium-priority prospects
  • Low-priority prospects

Focusing on my high-priority prospects will bring about larger gifts, which will reduce the time the overall fundraising takes.

High-Priority Prospects

  • High-priority prospects are people who have the financial capability to generously support you or your organization. But the donor’s financial cushion is not the only criterion for this category. Donors may be ranked as high-priority based on their eagerness to support you. These donors may have given you signals that they want to be part of your support team.
  • As you get to know people, you may turn up information that will help you make an educated guess to determine who might be high-priority contacts.
  • A prospect’s home can provide a clue. If their home and grounds are extensive, it’s quite possible they have the capacity to make a significant gift. If they own more than one home, such as a summer home, that could also be an indicator.
  • Cars can tell a similar story about their owners’ financial cushion.
  • A prospect’s job can be an indicator that helps you prioritize, as some positions and industries tend to be more lucrative than others. Find out about your prospect’s job, and his or her job title or position. If the prospect is married, are both husband and wife working full-time? Sometimes you will find that a prospective donor owns a business, which can provide freedom for either the individual or the company (or both) to give to your ministry.
  • Sometimes a prospect will have a source of extra income, such as book royalties, or income from property or an inheritance.
  • Lifestyle can be a significant indicator. Prospects who can spend widely, or who have leisure for extensive travel, etc., may be open to giving significantly to your ministry.
  • Don’t worry if, as you read these criteria, you find you have few prospects that fall into this category. I am not suggesting any dollar amount, as those can vary. Simply go through your list and identify and bring to the surface those who seem eager to give or who seem to have a higher capacity to give.

Medium-Priority Prospects

  • Medium-priority prospects are people who may not have great financial capability, yet they need to be asked. Therefore, you will pursue them after you have focused on your high-priority contacts.

Low-Priority Prospects

  • Low-priority prospects could be people who might support you at a lower amount, or people with whom you have had casual contact.

As you review each name on your list, determine how much you intend to ask of that person. This, obviously, is not a science; you are simply seeking to maximize the prospect’s giving potential.

I recommend that you challenge high, which raises the donor’s vision. Some wise person has said, “If you aim at nothing, you hit it every time.” If you aim low, that’s what you’ll get. Why ask for $30 per month when a donor might gladly give $150?

Keep in mind that people want to find their place in kingdom work—to discover where they fit in. This is your opportunity to challenge them.

While all prospective supporters may be important to your ministry, I have found that identifying high, medium, and low priorities is essential. It is virtually impossible for you to give equal time to all the people who make up your prospect list. Therefore, you need to identify and spend time with those who will make the biggest impact on you and your ministry.

People Raising Fall Sale – 25% off the 6-hour People Raising training program available in DVD, CD and MP3. Use code 252013, good through December 31, 2013.

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Conference Registration Discount

People Raising ConferencesRegister for the October 25-26 People Raising Conference in Oak Brook / Chicago, enter discount code “autumn13” and save $50 on your registration fee!

  • Reduce the time it
    takes to raise funds.
  • Reduce your fear of
    raising funds.
  • Learn from an expert fundraising
    coach with decades of experience.
  • Optimize your time.
  • Increase your effectiveness.
  • Register today.
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6 Spiritual Keys to Fund Raising

6 Spiritual Keys to Fund Raising(See also: 3 Types of Prospects)

There are 6 spiritual keys to your fund raising. Randy Alcorn describes the Christian’s ideal position on finances through six keys in his book The Treasure Principle.

Key 1: God owns everything. I’m his money manager. (We are the managers of the assets God has entrusted—not given—to us.)

Key 2: My heart always goes where I put God’s money. (Watch what happens when you reallocate your money from temporal things to eternal things.)

Key 3: Heaven, not earth, is my home. (We are citizens of “a better country, a heavenly one.” Hebrews 11:16)

Key 4: I should live not for the dot but for the line. (From the dot—our present life on earth—extends a line that goes on forever, which is eternity in heaven.)

Key 5: Giving is the only antidote to materialism. (Giving is the joyful surrender to a greater Person and a greater agenda. It dethrones me and exalts Him.)

Key 6: God prospers me not to raise my standard of living but to raise my standard of giving. (God gives us more money than we need so we can give—generously.)

Take advantage of the next People Raising Conference, October 25-26, 2013. Each conference is very interactive and is designed to have you ask your fund raising questions, learn from the insights of others and glean from the 40+ years of fund raising experience from Bill Dillon.

Go through the 6-hour People Raising training program, available in DVD, CD and MP3.

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2 Insights for Thanking your Donors

2 Insights for Thanking your DonorsA critical part of your fund raising is thanking your donors. If you ignore thanking your donors, you will find yourself in real trouble. Here are two insights regarding the necessity for thanking your Donors.

1. Author G. B. Stern once said, “Silent gratitude isn’t much use to anyone.”

2. William Arthur Ward said, “Feeling gratitude and not expressing it is like wrapping a present and not giving it.”

Part of my DNA is thanking people; it just comes naturally. I learned the courtesy of gratitude from my dad. My family has served Chicago’s inner city for more than ninety years. On spring breaks as a young boy I would go down to my dad’s office. One thing that stands out in my mind from those days is the countless hours my dad spent thanking people.

I want to say loud and clear that I want to see you raise the funds but also to keep the funds. If that is going to happen, you will need to regularly thank people.

Why do some raising funds have a difficult time establishing consistent givers?
Why do some donors never give a second gift?
Why do some donors drop their financial support?

Many answers can be found to these questions, but I am convinced that many donors stop giving because those raising funds fail to say “thank you.” You need to recognize that expressing appreciation is a crucial aspect of your ministry.

It is never too late to thank people! Who are those that need to hear from you today? Pick up that phone, send that email, and let people know of your appreciation.

Take advantage of the next People Raising conference October 25-26, 2013.

Each conference is very interactive and is designed to have you ask your fund raising questions, learn from the insights of others and glean from the 40+ years of fund raising experience from Bill Dillon 

Also go through the 6-hour People Raising training program, available in DVD, CD and MP3 formats.

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3 Misconceptions on Fund Raising

3 Misconceptions on Fund RaisingMany people struggle raising funds and part of it is due to misconceptions on fund raising. Here are 3 misconceptions that Donna Wilson has addressed.

Beliefs about Money and Possessions

Inaccurate belief: I’m asking people to give me some of their money.

Biblical view: I’m inviting people to give back to God some of his resources for his work (1 Chronicles 29:14–16).

Beliefs about Personal Worth

Inaccurate belief: My value lies in what I own or accomplish; my worth is reflected by my position and salary.

Biblical view: Our value comes from God and his love for us. We are friends, children, and heirs of the King (Romans 8:14-17).

Beliefs about Giving

Inaccurate belief: Giving is a nice thing to do but can only be done after people have met their own needs/wants OR Giving is for the purpose of getting some kind of economic benefit (tax deduction, premium, public favor, better business, etc.).

Biblical view: Our giving is to God to acknowledge his ownership of everything; it is to be done out of the “first fruits” not the leftovers (Proverbs 3:9).

Take advantage of the next People Raising conference October 25-26.

Also go through the 6-hour People Raising training program available in DVD, CD and MP3 Audio.

Let these training tools assist you in dealing with the 3 ways negative thinking can impact your fund raising.

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