The Roman Emperor Marcus Aurelius, said, “The obstacle is the way.” In my work as an executive coach, I observe how people create their own obstacles on a daily basis. You are what you think, and by extension, how you think about an obstacle will directly affect your success.

Let’s take a deeper dive into obstacles so we can shift our mindset around how we perceive them. And if you make it to the bottom of this article, there’s a free (yes free!) offer for you.

There are four components to managing objections like a pro: the obstacle(s), the objection(s), addressing them, and owning your personal power. Let’s dive in!

Obstacles

I am too old (or maybe too cynical) to believe that obstacles won’t happen. There is no smooth path to fundraising or leadership. You are bound to have obstacles: a crappy board, a simplistic case, a so-so staff or a teeny tiny database of donors to meet your monstrous needs.

The mindset shifts for me, tied to the concept of “the obstacle is the way” is: how can you leverage this obstacle to create the path you desire to move forward?

In the obstacle that presents itself, there is always an opportunity. Powerful leaders will step in, making a conscious choice to address the obstacle head on. How you show up to for an obstacle, plants the seeds of your future success.

Takeaway: We can’t control the obstacle. We can only control how we perceive the obstacle. And that makes all the difference in the world!

Objections

Now let’s shift to the objections we hear when inviting investment from donors. I love getting to objections. Call me masochistic, but it’s the fastest path to getting to the core of the decision process with your donors. When you finally have an objection articulated, you can start to talk about the belief or the issue that is holding your donor back. Some objections are superficial. “I don’t have the money right now.” Others are deeply philosophical, “Why are we raising money for scholarships when tuition prices seem to be increasing every year? Is this a tenable solution?”

Takeaway: Seek out the objection because clarity is just around the corner.

Addressing Objections

Your job is not to tell people they are wrong. Your job is also not to tell people how to think. Your job is to clearly articulate the concern. Objections are almost always tied to core values. The first “yes” starts with both of you agreeing specifically on what the objection is about. With that simple yes, we can start to unpack the obstacle that stands in the way of the donor, and his/her opportunity to give.

See what I did there?

Rather than starting from a place of deficit (assuming the donor will not give) I choose a mindset that allows me to start with a place of possibility (assuming that with the right situation and case, the donor will consider a gift).

Takeaway: We can’t control whether or not the donor will give. All we can control is how we prepare, and how we handle the objections that inevitably arise.

Personal Power

Radical responsibility to yourself means taking risks. My invitation to you, (as an action item after reading this article) is to make a commitment to being an active participant in all your conversations. Don’t assume. If you aren’t clear about something, or what a reasonable next step is, ask the donor to clarify.

One of my missions in life is to help people own their personal presence in situations that can seem imbalanced (e.g. a conversation between a development associate and a billionaire). The power imbalance may exist, but it only affects you if you let it be an obstacle! Your mindset is everything in these situations. Remember that you too have something to offer, and that you are worthy of being in that room—if you have done your preparation. Any obstacle you encounter is just an objection waiting to be addressed.

Takeaway: Own the choices that honour your own personal power.

Jenny Mitchell is an executive coach, professional fundraiser and soon-to-be published author with the March 2024 upcoming release of her book, Embracing Ambition: Empowering women to step out, be seen, and lead. Register for her Ask for Anything: The Masterclass to handle donor objections like a pro. Jenny’s company, Chavender, assists clients across Canada and the U.S., to inspire their donors and achieve their fundraising goals through personalized fundraising coaching and training. Before completing her CFRE, Jenny trained as a classical musician and earned her Doctor of Musical Arts. She brings her creative approach, her drive for excellence, and her passion for people to the world of not-for-profits.