From category archives: Enthuse

Best Practices

How to Build Relationships with Donors When They Won't Meet with You

How to Build Relationships with Donors When They Won't Meet with You

One of the questions I get most frequently from Rescue Mission Development Directors is, “How can I build deep relationships with our major donors when I can’t get them to meet with me in person?” Watch my three-minute video below to hear more about how you can build relationships with your donors. Then, request my eBook: Overcome 8 Major Donor Objections to Meeting. In this book I get down to the possible real issues and give you a couple of responses to get around the objec ...Read more »
Your Donor Just Said NO. Why Should You Be Happy About It?

Your Donor Just Said NO. Why Should You Be Happy About It?

Sometimes a donor will say something like, "Now isn't a good time, I'm trying to get ready for our daughter's wedding". Excellent! This minor setback just opened the door to a much more personal conversation! Use Delay To Deepen Relationship You might reply: "That's wonderful, Mr. Summers. Congratulations! When is she getting married?" Try to ask 2 or 3 related questions that not only demonstrate your interest, but leads to even more information being shared by the donor like, “Will ther ...Read more »
Ready to Give Up On Trying to Meet with Your Donors?

Ready to Give Up On Trying to Meet with Your Donors?

Oh, I know it can be frustrating—even maddening. You call and call. And they won't return your call, brush you off, or just say “no thanks”. Well, trying harder may not help. But, in many cases you can significantly improve your success rate by approaching them with a different type of request. This is my fourth and final installment on how to successfully schedule in-person meetings. You can read the first three here: How to Overcome Major Donors Objections to Meeting, How ...Read more »
Lies Your Donors Tell You That You Want to Believe

Lies Your Donors Tell You That You Want to Believe

This is part 3 in a series of posts about how to handle the stalls, objections and put-offs we regularly hear from donors when trying to set up an in-person meeting. You can read Parts 1 and 2 here: Part 1: How to Overcome Major Donors Objections to Meeting  Part 2: How to Connect with Evasive Major Donors Today, let’s look at a few objections that sound like you’re about to get a big gift…but you likely won’t. Objection #5: I don’t need to meet because I ...Read more »
How to Connect with Evasive Major Donors

How to Connect with Evasive Major Donors

In my last post I listed some of the difficulties we all face when trying to schedule in-person meetings with our existing and potential major donors. (Read the responses to objections #1 & #2 in How to Overcome Major Donors Objections to Meeting.) Last time we discussed approaching the “avoiders,” the “too busy” and the “I already know everything about your ministry” people simply with a request for some of their input. Objection #3: I can give you a ...Read more »
How to Overcome Major Donors Objections to Meeting

How to Overcome Major Donors Objections to Meeting

Donors work hard for their money. They want assurance that investing in your ministry, your project, your leadership and even in you is a wise decision. It’s not your job to become their new best friend. It’s your job to provide the confidence they’re looking for in making this stewardship move. One move that, even in hindsight, they’d happily make again. Setting up in-person meetings with major gift donors is unquestionably hard work, often fraught with rejection and ...Read more »
The Problem Is You, Not Your Donor

The Problem Is You, Not Your Donor

Here’s a very common problem I hear from development directors: “When I finally reach a donor on the phone I just can’t seem to get them to meet with me. I think they’re just too busy”. No, they’re not too busy—they’re just not interested. What you’re hearing from them is an objection. What Does an Objection Sound Like? You may be surprised. It could sound like a hesitation, uncertainty, busyness, or even no decision at all. Here are a f ...Read more »
Why You Should Stop Thanking Your Donors

Why You Should Stop Thanking Your Donors

Stop Asking for a Meeting Just to Say Thank You If saying thank you is the only reason for a requested meeting with your major donor, please save your breath and their time. In most cases their time is too valuable to meet just to hear thank you. Do they value your appreciation of their gift? You bet they do. Donors leave if they don’t feel that their gift is relevant or appreciated! However, it’s not worth the time a meeting takes just to hear you say thank you. Instead, use the ...Read more »
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