Encountering objections when asking donors for money is a given. One tactic for handling objections would be to develop and memorize canned responses to every possible type of objec­tion.

Experienced fundraisers know this tactic is futile, because a simple "ask" often triggers an avalanche of donor replies, ranging from polite deflections to excuses worthy of an improv show. A more effective approach is to master a simple process for handling objections that can be applied to any objection.

Below is a simple, three-step process for handling objections. Just repeat it until you land a "yes," a "no," or an agreement on next steps—whether that means another meeting, sending a proposal, giving a tour, or showing off the blueprints for that shiny new facility.