3 reasons why Nonprofits won't use Mail Service Providers - and how to counter objections

1. "We don’t have the budget for new direct mail campaigns."

Response (Cost Savings & Nonprofit Discounts)

"I completely understand—budgets are always tight in the nonprofit world. That’s why we work with nonprofits to help them cut mailing costs and qualify for the best USPS rates. Have you looked at how much you might be overpaying in postage due to undeliverable mail?"

Follow-Up:

"We also offer special nonprofit pricing. If I could show you how we can help you stretch your mailing budget further, would that be worth a quick conversation?"

2. "We don’t send enough mail to hire a mail service provider."

Response (Focus on Even Small-Scale Impact)

"That makes sense! But even small mailings can waste money if addresses aren’t correct. Have you ever had issues with returned mail or delays in donor communications?"

Follow-Up:

"Even nonprofits with smaller mail campaigns save money by reducing returned mail and improving address accuracy. If I could show you how to cut waste and increase donor outreach effectiveness, would you be open to a quick chat?"

3. "We just don’t have time."

Response (Emphasize Simplicity & Support)

"I get that! All we need is a contact list, and we do the rest. If time weren’t a factor, would you be open to seeing how we could help simplify your mailings?"

Follow-Up:

"We also offer ongoing support to make the transition effortless. Even if now isn’t the perfect time, wouldn’t it be good to know what’s possible when you’re ready?"

Disarm objections, uncover pain points, and make the prospect do the talking.

Nonprofits: Follow-Up Emails

1. Follow-Up After “We Don’t Have the Budget”

Subject: Special Nonprofit Pricing & Postage Savings

"Hi [Prospect's Name],

I know nonprofit budgets are tight, which is why we offer special nonprofit pricing to help organizations like yours cut mailing costs and reach more donors.

Many nonprofits also find they’re overpaying on postage due to undeliverable mail. Would you be open to a quick conversation to see how we can help maximize your mailing budget?

Let me know what works for you!

Best,

[Your Name]"

2. Follow-Up After “We Don’t Send Enough Mail”

Subject: Even Small Mailings Benefit from Accuracy

"Hi [Prospect's Name],

I completely understand that you may not do massive mailings, but even small campaigns can suffer from undeliverable mail and wasted postage.

Nonprofits like [Similar Organization Name] use us to ensure their donor mail reaches the right people, reducing return mail and improving response rates.

Would you be open to a quick chat about how we can help your team save time and money? Let me know when you’re available!

Best,

[Your Name]"

4. Follow-Up After “We Don’t Have Time”

Subject: Effortless Mailing for Your Nonprofit

"Hi [Prospect's Name],

I totally understand that your team is busy—that’s why we anticipate your needs through our wealth of experience and simplify the mailing process, with full support included.

Most nonprofits we work with are up and running in no time, and they see instant improvements in deliverability and cost savings. If you’d like, I can walk you through it in a quick 15-minute call.

Would this week work for a quick chat?

Best,

[Your Name]"

Follow up 2-3 times if needed (e.g., send a reminder in 3-5 days).

Personalize your emails—mention their nonprofit’s mission.

Use a CTA (Call to Action)—make it easy for them to say yes to a quick call.