We’ve all experienced changes and challenges in the philanthropic landscape and at Latz & Company, we are dedicated to helping our partners navigate donor objections. We have probably all been there. You are engaged in conversations with donors, encountering both positive and challenging feedback. While positive feedback is common, we often have donors identify both "conditions" and "objections" that can create barriers to giving.
On the one hand, donors identify what we call “condition” which refers to an external constraint, such as a financial limitation, that prevents a donor from contributing at a given time and is often beyond their immediate control. On the other hand, donors may have an ‘objection’, which signifies a misalignment between the donor’s interests and the nonprofit’s case for support—something that can be addressed with the right strategy.
As the philanthropic landscape continues to evolve, nonprofits are encountering more objections, particularly as high-net-worth donors increasingly prioritize global challenges like climate change, healthcare inequities, and international conflicts. Adapting to this shift requires nonprofits to address these concerns as part of their donor cultivation efforts.
Below, we identify three common donor objections and one condition, along with some strategies to address them using relationship-centric fundraising:
CONNECT THE MISSION WITH GLOBAL ISSUES
Objection: "I’m more focused on global challenges like climate change or global health crises."
Donors are increasingly focused on addressing systemic global issues, which can make local or organization-specific missions feel less relevant. To overcome this, nonprofits should demonstrate how their work ties into these larger challenges. For example, a local environmental organization could highlight how its efforts contribute to mitigating climate change on a broader scale.
Solution: Show how the organization’s work fits into a global context. Use data and case studies to illustrate how addressing local problems contributes to tackling global challenges, making the mission more relevant to the donor's concerns.
INVITE DONORS TO HELP SHAPE THE VISION / CASE
Objection: "I’m not sure the current case aligns with my priorities right now."
Sometimes, even well-meaning donors may feel that the case for support doesn’t align with their current philanthropic priorities. Instead of losing the opportunity, engage them in shaping the vision or case for the campaign. Inviting them to help refine the campaign’s overarching goals allows them to align their priorities with the organization’s mission, fostering a sense of ownership.
Solution: Encourage collaboration through case testing or other one-on-one discussions strictly geared towards getting advice and feedback. This involvement not only strengthens their connection to the organization but also ensures the campaign aligns more closely with their evolving priorities.
PERSONALIZE ENGAGEMENT FOR DONORS SUPPORTING MULTIPLE CAUSES
Objection: "I’m focused on several other nonprofits right now."
Donors who are already committed to multiple causes may feel too stretched to support another. The key is to cultivate a personal and compelling engagement. Show them how the cause stands out among their current commitments by offering unique, meaningful experiences that deepen their connection over time.
Solution: Build long-term relationships by offering exclusive experiences, such as behind-the-scenes tours or intimate events. By cultivating a unique relationship with the donor, the nonprofit can rise above the noise of their other commitments and build loyalty.
USE A “GO BACK” STRATEGY TO ADDRESS FINANCIAL CONDITIONS
Condition: "I’m paying for my kids’ college right now, and just can’t afford to make a major gift at this time.”
Sometimes, a donor genuinely wants to support the organization but is temporarily unable to do so due to personal financial constraints. These situations are typically beyond a nonprofit’s control, but the relationship can be revisited when the donor’s financial situation improves.
Solution: Acknowledge the donor’s situation with empathy and implement a “go back” strategy.
Keep the donor updated on the campaign’s progress and revisit the conversation once their financial circumstances stabilize, increasing the likelihood of future contributions.
The key to engaging with donors, despite whether they have objections or conditions that impact their giving, is to keep the donor engaged. A “no” from a donor to a request for support is usually not “NO” but more likely to be “NOT NOW.”
By strategically addressing donor objections and acknowledging financial conditions, nonprofits can build stronger, more lasting relationships. Aligning the mission with global challenges, involving donors in case planning, fostering personal engagement, and revisiting potential donors when their financial situations improve are all effective ways to secure critical funding in a changing philanthropic landscape. Be mindful of how your donor’s life is impacting their decisions. And keep your focus on continual engagement as you continue to build your relations with each donor. When the time is right for another ask, you will have a better sense of how to best engage your donor so the NO becomes a YES!