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You have a great idea for a non-profit that will take care of a real need. You have taken care to cover all the details of your non-profit to make it successful. Then you meet someone who has expressed objections about your non-profit. What do you do? Edmund Burke is quoted as saying, “He that wrestles with us strengthens our nerves, and sharpens our skill. Our antagonist is our helper”. Handling objections can be difficult. Our most basic instinct is to argue our side and convince the objector to see it our way. However, to overcome the objection does not require arguments, only a plan. Objections can be our helpers.
It is important to remember that all objections are not negative. You can find out a lot of great information from those who object, if you really listen to what they are saying. Pay attention to not only what they are saying, but the tone of the objection and the body language the objector is displaying. Using this information and practicing statements to handle objections you will be able to turn objections around to become interest in your non-profit.
This process begins quite simply by taking some time to write down objections you have heard or believe you may hear. Take a few minutes to write talking points to counter those objections. Make certain you are not defending your non-profit but stating facts about your non-profit.
No one really needs your services. You know that there is a real need for the services you offer; you wouldn’t have started the non-profit if there wasn’t. Start out with facts, pure and simple.
In our area alone, the population of developmentally disabled (DD) children and adults is 18%. For the children and adults to live their lives to the fullest; they are in need of community support services. Our agency provides those services and has made a difference in their lives.The above statement presents four facts: population of developmentally disabled children and adults, need for community support services, your agency provides those services, and a difference in their lives was made. Once the facts are stated, it is very hard to continue with that objection. If the objector wants to continue, then listen to the warning sign you feel and politely make your exit.
Do you really see this working in the long term? You have done your feasibility study before beginning to develop your business plan. Both of your documents show the validity and profitability of your non-profit now and in the years to come; but could this person know something that would be of benefit for you to consider? Remember not all objections are negative. Ask the objector if he sees any pitfalls you may have missed in your study and plan. By posing the question properly, you may find out crucial information you had not taken into consideration previously.
I am curious about your comment, I have done extensive study in this area and I felt that I had considered all the pitfalls. Is there something specific that I need to consider that has come to you?If the objector doesn’t have a legitimate point to make regarding your non-profit, then let it go. If he mentions a point that you hadn’t considered previously, ask him more in-depth questions. You may be able to receive a consultation for free. If you have already considered the point and dealt with it thoroughly in your business plan, compare his notes with yours and feel confident that you have covered the pitfalls.
There are so many non-profits needing donations in the area; I don’t think I should donate money to yours? Non-profit organizations are most often funded solely or in part by donations. How do you handle this objection? If handled improperly, you may find yourself isolating your non-profit from potential donors. What if potential donors can see value in what your non-profit offers? Chances are they will consider donating now or put you on the list for the next fiscal year’s donations.
How do you show potential donors value?
Ask the potential donor for volunteers for an upcoming event you are involved in. If the volunteers begin to become involved with events you are taking part in; they become invested in the people you serve. They begin to share in the excitement and value of your non-profit. That form of excitement is known to spread. Invite them to an open house or other special event for your clients, donors and potential donors. Show off some of the work you have done. For example: If you provide classes for disadvantage persons have your clients share the value your service has had in their lives. Present your potential donors with a copy or regular mailings of your organizations newsletters. Make sure you are highlighting not only the financial donations in your newsletter but also the donations of time and talent. The deciding factor may be the donor’s name and efforts are being recognized and viewed by a large number of newsletter recipients.“It’s easy to get people’s attention; what counts is getting their interest” A. Philip Randolph had it right. When you are faced with an objection to your non-profit, you have already gotten someone’s attention. Turning that attention into interest and in some cases donations depends on how effectively you counter the objections. Preparing for the objections before the objections occur; you will allow the passion and value of your non-profit to be seen and felt by all.
