Overcoming Objections

Being Successful in Challenging Conversations

At times, you will encounter those who are initially opposed to giving a gift. Don't give up! Look at 'no' as your door to understanding that classmate's perspective, and reconnecting him or her to good memories and the St. Mark's of today.

Follow the three Cs: Connect, Comeback, and Clincher.

Connect with your classmates and understand why they are opposed to giving.
Comeback to the St. Mark’s Annual Fund and remind them of the importance of supporting St. Mark’s School.
Clinch the deal, and ask them once more to support St. Mark’s.

The following are a few objections you might hear and proven ways of overcoming them.

I give to other causes/feel my dollars have more impact with issue X.

St. Mark’s has plenty of money- it doesn’t need mine.

I am upset at St. Mark’s because of “x.”

Let the alumnus/a talk through his or her experience.
I understand your concern, and I am sure you are not the only one that feels that way.
Your gift to the St. Mark’s Annual Fund helps support everything here at St. Mark’s and “x” is just one of the many things here at the School that needs funding.
Given that, would you consider helping support the St. Mark’s experience with a gift of $____ to the St. Mark’s Annual Fund?

I am not interested.

That’s understandable. I have spoken to many classmates who have decided to give, but were originally not interested in doing so because they were unaware of the many reasons to give.
Without the St. Mark’s Annual Fund, and the generous support of the St. Mark’s community, St. Mark’s could not continue to provide the high-quality education and experience it does.
As such, St. Mark’s needs everyone’s support to ensure that future generations of St. Mark’s students have an outstanding experiences. Given that, would you consider supporting St. Mark’s with a gift of $________? [Wait for a response- don't jump to fill the silence.]

I cannot give because of “x financial reason.”

I understand; many people are reluctant to give because of that very reason.
However, it is in times like these that St. Mark’s needs us the most. Many schools across the country have had to drastically cut their budgets, eliminating needed programs, including financial aid. However, with your help, St. Mark’s will be able to maintain its commitment to providing a quality education at an affordable price.
Your participation- at whatever level feels good for you- is important.
Given that, would you consider supporting your fellow classmates with a gift of $____ to the St. Mark’s Annual Fund? [Wait for a response- don't jump to fill the silence.]

I didn’t receive financial aid or a scholarship- why should I give?

I understand, not everyone receives direct financial aid, although more than 28% of students today do.
Even those paying full tuition receives a subsidy- tuition only covers 63% of the cost of education at St. Mark’s School. The remaining 37% comes from a combination of endowment and Annual Fund support from alumni/ae, parents, faculty and staff. It is important for everyone in the St. Mark’s community to participate
Given that, would you consider participating with a gift of “x"? [Wait for a response- don't jump to fill the silence.]

How do I know my gift is going towards the fund I pick?

Every gift to St. Mark’s is budget relieving. Gifts do not add money to the School’s budget, they free up previously allocated dollars for things that may not have been in the budget at the beginning of the year.
For example, if you give to Athletics, the money will not add to the Athletics budget. It will relieve a line item in the Athletics budget, like 15 new soccer balls. Since Athletics no longer has to spend the money on the 15 soccer balls (your gift paid for them), they can now spend the leftover money on other, less immediate, needs.

I do not have any money now. Maybe I will give in the future.

Key Points

Practice the phrases on this page.
The more comfortable you are with these responses, the more calm and confident you will be when speaking to classmates.
You're not asking for yourself; you're asking for St. Mark's.

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St. Mark's School

Overcoming Objections

I give to other causes/feel my dollars have more impact with issue X.

St. Mark’s has plenty of money- it doesn’t need mine.

I am upset at St. Mark’s because of “x.”

I am not interested.

I cannot give because of “x financial reason.”

I didn’t receive financial aid or a scholarship- why should I give?

How do I know my gift is going towards the fund I pick?

I do not have any money now. Maybe I will give in the future.

Key Points

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