Anticipating and Overcoming Objections in Frontline Fundraising



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An objection is not always a no. Learn how to anticipate concerns, listen to donors, and respond with confidence.

The fear of objections can get in the way of productive conversations with prospects. But if we are prepared to listen closely and respond, objections can be the first step to a gift.

Join us online to learn how to anticipate objections in every phase of cultivation and see each response as an opportunity to learn, deepen the relationship, and negotiate. In this practical session, Kathy Drucquer Duff will demonstrate how to address common objections through probing questions. You will leave with specific language you can share and practice with your team.

Who Should Attend

This webcast will prepare frontline fundraisers to listen and respond to objections in ways that will move conversations forward. Managers of frontline fundraisers should invite their teams to participate. Leadership annual giving directors and officers will also benefit.


This webcast will prepare you to respond to prospect objections with confidence by demonstrating how to:

  • Use probing questions to better understand objections
  • Recognize objection “trends” at your institution
  • Prepare responses to common objections throughout the cultivation cycle, including:
    • No time or resources
    • Concerns about a current campus issue
    • The people or experience at the institution
    • The mission or campaign objective
    • Objections to gift details such as fees or purpose
  • Build the comfort and confidence to respond and further the conversation


Kathy Drucquer Duff, CFRE

Coach, Consultant, and Optimizer, KDD Philanthropy

Kathy is an executive advancement officer with over 25 years of experience helping non-profits and institutions transform the way they practice philanthropy. Kathy provides this expertise from her experience in higher education and healthcare, where she developed fundraising plans that have secured gifts of up to nine figures. The “grow your own” fundraiser model that Kathy developed is built on a structured talent management program that maximizes existing resources, inspires loyalty, and generates fundraising results. This approach has led to comprehensive programs in donor pipeline development, talent acquisition, new-hire onboarding, individualized retention, and in-house professional development. Read Kathy's full bio here.

Questions About the Event? Email this event's Program Manager, Whitney Egstad.

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