Fundraising - Overcoming Objections

​An earlier blog “Fund Raising – The Hard but Vital Part of Campaigning” admonished you to be persistent to arrange for meetings in person or dialing for dollars to ask for contributions for the more contacts you make the higher potential for contributions. Fundraising is a numbers game in which you increase the numbers to your favor when you employ the pointers contained in this blog. They address two key barriers fundraisers encounter: Objections to the request and requests for additional information without committing to donate, otherwise known as Stalls.

Overcoming Objections

Not everyone responds favorably to requests for contributions, so knowing how to overcome objections is essential for any fund raiser. With the help of these examples, you and your volunteers can prepare in advance for when potential contributors outright object to a suggested amount if:

• Too High

• “I understand that $250 is high. Does $200 fit your budget better?”

• “I understand that $250 is high. Is it easier for you to contribute $125 now and $125 next month?”

• Undecided

• “I understand that you had not considered donating to Jack’s campaign. Does it help if we mail you a contribution card so that you can note your contribution and return it along with your check in the postage-paid envelope?”

Overcoming Stalls

Knowing how to overcome stalls is also essential. As with objections, prepare in advance to overcome stalls you are sure to encounter from potential contributors. With the help of these examples of typical questions meant to stall, you and your volunteers can be ready for them.

• “I know nothing about either candidate. How do you differ from his/her opponent?”

• Research your opponent’s positions on key issues. Then assemble position statements on each, print them, and refer to them.

• List how your position differs from that of your opponent.

• End each comparison with a short statement of how the city/school district, etc. will be affected, short and long term, with you in office versus your opponent.

• “How do you stand on issues X, Y, and Z?”

• Have concise summaries of the issues you have identified as important to your city or district. Follow each with your position stated in general terms.

• Make it clear where you stand.

• Ask volunteers to not go into too much detail. Instead have them arrange for you to call the person later if he or she wishes to talk further.

• “Who is supporting you?”

• Prepare lists of endorsing individuals and organizations whose philosophy or interests align with those of potential contributor.

• For example, avoid telling a developer or Realtor that your endorsers include known anti-growth groups or the Sierra Club. Likewise, avoid touting business associations who support you when asking for a contribution from a local union president

• “I think I contributed to you earlier this year, or my employer’s political action committee supports you.”

• Furnish updated lists to volunteers so they can respond to such statements. If the person contributed already, apologize for asking again and thank him or her for the contribution. Follow it with a quick, upbeat review of the campaign’s progress. Then ask for another contribution. You never know. The person might say, “Yes.”

• As with the personal contribution question, be sure you and your volunteers know which Political Action Committees support you. If the person’s PAC has endorsed and contributed, thank him or her for participating in such a good PAC. Follow by explaining that, while PAC support is helpful, campaigns like yours thrive on contributions from many individuals making his or hers important. Then ask for another contribution. Again, you never know. The person might say, “Yes.”

• “What is your position on that controversial ballot issue or on that negative candidate running for office this year?”

• Ballot Issue: Print your position on the ballot issue on its own page so that volunteers can find it when needed. Emphasize sound reasoning for your position, but avoid too much detail.

• Controversial Candidate: Avoid taking a position on the candidate by saying, “He/she is running a separate campaign from mine. I respect that important issues were addressed, but neither of us is endorsing the other.”

The Take Away

You and your volunteers should be comfortable speaking about your positions and know how to respond to objections and questions meant to stall or postpone making a decision to contribute. By preparing well before you pick up the phone, you all convey confidence. And that confidence attracts dollars to your campaign.