we’ll start shortly · “I appreciate that and it’s wonderful we can count on you.” “But this isn’t just about the gift - it’s about the relationship.” “You’re

Brian Saber | © Copyright 2020

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Determine the Ask Amount


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Responding to Resistance to Meeting



president,asking matters

Brian Saber

presented by


how to respond

Responding to "No"

in person video chat phone call

email text


why would the prospect meet?

Responding to "No"


how to respond

Responding to "No"

we all negotiate throughout our lives


fact based goal oriented

strategic competitive

driven

asking stylesbig picture high energy creative quick engaging

feelings oriented attentive caring thoughtful selfless

detailed thorough

methodical responsible

observant

Responding to "No"


your mindset

Responding to "No"

be focused and strongit’s not about you - you are the messenger remember why you love your cause you are not begging it’s not about the money it’s about the relationship your donor is anxious, just as you might be no to a meeting doesn’t mean no to a gift


acknowledge and appreciate the donor’s perspective

reinforce it’s about building a relationship first and foremost

underscore the donor’s importance

three key steps

how to respond

Responding to "No"


acknowledge and appreciate the donor’s perspective

Responding to "No"

how to respond


reinforce the relationship

Responding to "No"

how to respond


underscore the donor’s importance

Responding to "No"

how to respond


“I appreciate that and it’s wonderful we can count on you.” “But this isn’t just about the gift - it’s about the relationship.” “You’re an important donor and I’d like to better understand what’s important to you and your impressions about the organization.”

there’s no need…

how to respond

Responding to "No"


“I appreciate that and it’s wonderful we can count on you.” “But this isn’t just about the gift - it’s about the relationship.” “You’re important to our organization, an in-person conversation would be so much richer and help us get to know you better. ”

we can do it over the phone

how to respond

Responding to "No"


“I appreciate that and promise to keep our meeting to 30 minutes. And I can meet you wherever it’s most convenient. Would that help? There’s no rush - we can meet whenever you have the time.”

i’m really busy

how to respond

Responding to "No"


“May I ask you why? Perhaps it’s something I can address.”

“Are you concerned about how the meeting might unfold?”

“You’re important…..”

no thank you

how to respond

Responding to "No"


“May I ask you to clarify?”

For those who give: “I’m hoping you’re just not interested in meeting, but that you’re still interested in us. Your gift is important to us.”

For those who don’t: “I’m hoping you’re just not interested in meeting, but might still be interested in contributing.”

I’m not interested

how to respond

Responding to "No"


“I appreciate that - I think we’re all getting tired of it and can’t wait to get back to in person” “But this isn’t just about the gift - it’s about the relationship -and it would be so much nicer to have that conversation. “I know for me the phone is so impersonal. I want to see your face!”

I hate video chat

how to respond

Responding to "No"


how to respondmight it be you?

Responding to "No"


is there anything we might do to change your mind?

last ditch plea

how to respond

Responding to "No"


how to respond

Responding to "No"


bonus material

bonus materials

Responding to Resistance to Meeting

Asking Matters | © Copyright 2015

Note: When trying to set up a meeting to ask for a gift you should always be clear that this in your intention. Yes, some people will decline to meet knowing that’s what you want to meet about, but that’s okay. You want to meet with people who willingly want to talk with you about their giving. There’s nothing to be gained by meeting under false pretenses and it doesn’t do the relationship any good.

“No need – I plan to give”Thank you so much. We appreciate that. It’s important to us to know our donors better and to hear from them. I’d like to talk to you about what we’re trying to accomplish this year (with this project) and ask you to consider increased support. May we try to find a time that is convenient for you?

“I gave already.”Thank you so much. Your gift and my reaching out to you must have crossed. I’d still love to meet with you to update you on our programs and to get to know you better. May we try to find a time that works for you?

“I’ve already made up my mind.”Thank you so much for caring enough to already have a gift in mind. I’d still love to meet with you to update you on our programs and to get to know you better. May we try to find a time that works for you?

“I’m busy this week”No worries. I’m scheduling meetings over the next couple of weeks and I’m sure we can find a time that’s convenient for you. Can we look at our calendars for next week and the following week?

“This is a busy time of year.”I recognize the holidays are always a mad crush. As you generally give at this time of year I’d love to find even 20 minutes when we can meet before the end of December. Do you have a small window that might work?

Responding to "No"


coming upNext office hours:

Tuesday, September 8 - Member Questions Tuesday, September 29 - TBD

Fundraising Masters: Thursday, September 17 - Tony Martignetti Mid-October - Bob Tiede

Responding to "No"


questions?


five steps of the ask

Responding to "No"

Brian Saber | © Copyright 2020Responding to "No"


Documents

we’ll start shortly · “I appreciate that and it’s wonderful we can count on you.” “But this isn’t just about the gift - it’s about the relationship.” “You’re