Not all “no’s” are equal—and if you’re in fundraising, you know that firsthand.

In this episode, Eric and Jonathan unpack the three types of objections every social impact leader will face: the silent no, the vague no, and the hard no. They explore why each shows up, what it’s really signaling, and how to respond in a way that transforms rejection into relationship. Whether you're navigating donor hesitancy or partner pushback, you'll walk away with practical tools to shift conversations from confusion and avoidance to clarity, trust, and—yes—sometimes even a yes.

Episode Highlights:

• [00:00] - The 3 types of objections: Silence, vagueness, and direct no’s
• [01:42] - A real-world win: How reframing a donor’s “no” unlocked major funding
• [03:03] - Ghosted? Strategies for re-engaging silent prospects
• [05:59] - Automated follow-ups that work: Respectful nudging and content-driven touches
• [07:19] - Low-effort asks: Using newsletters to reignite dormant conversations
• [08:22] - The “breakup email” that gets responses: Permission to say no
• [10:43] - Why silence feels personal—and how to shift your mindset
• [12:04] - Vague rejections: How to politely mine for clarity
• [13:08] - Exact language that invites honest feedback
• [15:17] - Is it just the money? A powerful question to uncover root issues
• [17:43] - When “scaling down” won’t serve you—or them
• [19:17] - Invite donors into partnership: What funders really want
• [21:07] - Objections as insights: What “no” reveals about your positioning
• [22:19] - Flip your mindset: Think 70% about what they want to hear
• [24:06] - Fit-first fundraising: 3 guiding questions before accepting money
• [25:19] - Mission creep warning: Why not all dollars are worth it
• [27:20] - The takeaway: Always try to get to a direct “no”—and know why it happened

Quotes:

• “You have to become an irresistible fundee—for them.” –Jonathan Hicken [22:32]
• “Funders want to make an impact on something they care about. Period.” –Eric Ressler [23:25]

Resources:

• Article - Want Foundations to Fund Your Work? Speak Their Language. Here's How.
• Article - How to Embrace (and Own) Your Nonprofit's Digital Fundraising
• Article - 8 Reasons Why Donors Aren’t Giving on Your Nonprofit’s Website
• Article - Funders: Your Obligation to Social Impact Goes Beyond Giving Money

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