Overcoming Objections
Strategy
Acknowledge Their Concerns
“I hear you saying that…” OR “I understand your concerns about…”
E.g., “I hear you saying that you don’t have the highest confidence in the new administration.”
Apologize
“I’m very sorry to hear that…” OR “I apologize that you had that experience…”
E.g., “I’m truly sorry to hear that your child was not admitted last year.”
Pivot
“While I understand that you…we’re asking tonight that you renew your support in honor of current students on campus today.” OR “I know that you feel…but have you thought about designating your gift to X to support a specific cause you’re passionate about here at Vassar?”
E.g., “I can certainly understand your concerns about need-blind admissions. The beauty of giving to the Vassar Fund is that you can designate your gift to Financial Aid to ensure that everyone has access to a world class liberal arts education here.”
Ask For a Solution
“What would inspire you to give again?” OR “How can Vassar change your mind?”
E.g. “I’m hearing that you’re not comfortable giving due to feelings about admissions. I’m very sorry! What would have to change for you to renew your support?”
Ask for Help
“That’s a great question. Would you like me to have someone from the Office of Advancement reach out to you?”
E.g. “I can hear that you’re upset about the campus climate. I sincerely apologize that it’s colored your perception of the college. Would you like for me to have Vassar staff call you to discuss your feelings?”
Thank Them
“I appreciate you taking the time to talk with me tonight.” OR “Thank you for sharing your feelings with me.”
Examples
Financial Obligations: “I don’t have any money.”
I completely understand how you can have other financial priorities. A gift at any level helps. What would be a comfortable amount that you can give today? Many of our classmates have been breaking up their gifts into monthly installments. I’d love to have your support!
Ask Amount: “That amount is way too high!”
I agree that (the ask amount) is a significant amount of money. We never know until we ask. I apologize if the amount seemed to come from nowhere or was offensive! It’s a starting point. What is a more comfortable amount for you to give?
I understand that (the ask amount) may be higher than you think appropriate. Would you be comfortable breaking your gift into X installments of $X?
Spouse: “I need to talk it over with my husband/wife/partner.”
I completely understand wanting to discuss your gift with your spouse. Please bear in mind that our fiscal year ends June 30!
Money: “You only call me for money!”
I’m sorry you feel that way! While we certainly use these calls as a fundraising effort for the Vassar Fund, we try to ensure that we reach out to you in a variety of additional ways. Are you receiving our mailings and emails? I can update your information to allow you to receive notices about events in your area, campus on-goings, and more!
Campus Climate: “I won’t give because I have concerns about (campus climate issues.)”
I hear your concerns and I understand how you can feel that way about (x.) I am happy to pass your feelings on to our Advancement Office and have someone reach out to you. Would you be open to having that conversation? I want to assure you that Vassar will continue to be vigilant and address these issues decisively and in a way that reinforces our deeply held values of community, respect, and engaged pluralism.
Not Right Now: “I love Vassar but I can’t give right now.”
I understand it might be difficult to think of giving right now. I’d like to remind you that Vassar’s fiscal year ends June 30. If there’s any amount you’re comfortable giving, we’d really appreciate the support. A gift of any size is a vote of confidence in Vassar’s great liberal arts education.
December/Tax Day Giver: “I always give in December” or “I’ll give once I’ve figured out my taxes.”
Thank you so much for that! It’s wonderful for you to always keep us in mind at that time. Would it be alright if I called you back around then to talk some more about the Vassar Fund?
Legacy Declined Admissions: “My son/daughter/child wasn’t admitted to Vassar.”
I’m sorry to hear that! The admissions process has gotten so competitive! Admissions simply can’t accommodate all of the legacy applicants. I hope your child has found a school they love and I’m sure they’ll thrive there!
No Time: “I don’t have time for this right now!”
I’m sorry that we’re interrupting you! What is a better time to call back?
Give to Other Causes: “I can’t give to Vassar because I support X.”
Thank you for supporting that worthy cause! I appreciate how you’re keeping philanthropy a part of your life. While I understand you might have other priorities, I hope you’ll consider Vassar as a social cause. Access to a high-level liberal arts education is more crucial today than ever before.
Paying Tuition: “I’m already paying tuition. Why should I give more?”
I hope that your child is enjoying their time here at Vassar! And I can certainly understand how you feel. You might not be aware that tuition doesn’t fully cover the cost of a Vassar education. We truly need support from parents like you to help close the gap!
Administration/Faculty: “I won’t give until (the President/a Professor/ a Dean/etc.) leaves!”
I completely understand that you may have concerns about (x.) I would urge you to reconsider making a gift tonight because the Vassar Fund is about the students! While you may not agree with (x,) there are many students on campus who will need your support. The beauty of a Vassar Fund gift is that you can designate it: you can choose to give to (cater these designations to their interests.) By designating your gift today, you’ll have peace of mind that your money is being directed to a cause you value.
Bad Experience: “I hated my time at Vassar!”
I’m so sorry to hear that! I will certainly make a note. I can also have someone in the Advancement Office reach out to you, if you’d like. I’m happy to have someone contact you if you’d like to discuss the issue in depth.
Unemployed: “I’m out of a job.” / “Vassar hasn’t helped me in my career!”
I’m really sorry to hear that! The job market has been getting increasingly difficult to navigate, especially in light of the pandemic. The Center for Career Education and Advancement have launched a private online group called VassarNet to better facilitate job opportunities within the alum network. I can send you more information, if you’d like!
A gift at any level helps. I’d love to have your support today!
Endowment/Tuition: “Vassar has enough money already!”
While we do have a generous endowment, we need gifts from alums (parents, friends) like you in order to thrive as an institution. We only get 10-15% of our operating budget from the endowment. With over 60% of the student body receiving scholarships, we simply cannot survive without your support.
Life Change: “I just had a baby/just got married/just bought a house/etc.”
Congratulations! That’s wonderful news. I understand how it might be difficult to think of giving right now. Don’t forget that Vassar’s fiscal year ends June 30. We’d be grateful to have your support—at any level—by then.