Overcoming Objections – Discovery Phase

Overcoming Objections When Inviting People to RENEW Their Group Name

Have you ever found yourself completely stumped with how to respond to an objection raised by a Group Coordinator? If so, you are not alone! Countless others have been in the same spot, and we have collated some of the most common objections we have heard, along with some suggestions for how to respond.

For almost all objections, the best approach is two-fold: first, ask insightful questions and listen carefully to their answers. Good questions are the single most effective tool available to an effective group coach. With good questions you are never put in the position of trying to convince anyone of anything. Rather, you are leading group coordinators (or prospective group coordinators) to discover good ideas for themselves, and most people are more than willing to listen to themselves! Many of the ideas below include suggestions for questions which you can use or adapt to suit your needs.

Second, share your own stories. Your personal experience is a unique gift that God has given to you to benefit others. You likely know personal stories that address many of the scenarios below, and it would be well worth your while to capture them and add them to the response ideas below.

Now let’s move on to some specific situations you may encounter as a group coach. You will notice that some of the same objections may arise in multiple scenarios. In such cases, we have included the responses under each individual section where you might encounter them, sometimes with a slightly different approach recommended.

Answering Common Concerns

“Nobody signed up last year, so I don’t think I’m going to do it again”

• This is a common response and reflects discouragement… our job here is to encourage them in whatever way we can.

• Share your own stories of being persistent in your invitations, and the results you have seen because you didn’t give up.

• Ask questions about how, when, and where they are inviting. Offer additional suggestions and ideas. Especially encourage them to host a registration table where people can sign up on the spot, or to have a similar sign up opportunity in their Sunday school class or small group.

• Make sure they have all the tools they need to invite: brochures, brochure inserts or stickers with their group name, posters, etc. Offer to send them things that would be helpful or email them a link to order resources themselves.

• Ask them what kind of objections they are hearing, and then equip them with some possible responses. (See below)

• Pray with them, and encourage them to continue praying themselves. The parable of the Persistent Widow is a good scripture to share (Luke 11:5-13).

“We can’t go this year,” or “We’re not doing anything with that this year”

• They may not realize they don’t have to attend in a “group” in order to invite. Clarify that the word “group” only refers to their name and not that they have to attend in a group (although it’s great when they do!)  They can still spread their “group name” and bless couples with the discount even if they don’t go.

• Encourage them to at least renew their group name to keep it active for someone to use it if the situation came up.

• If they really aren’t willing to invite this year, ask them if they know of another couple in the church that you could connect with. If they are unwilling to provide an alternate contact, ask them for a pastor’s name to contact in the church.

“We’re not interested in doing this anymore.”

• This may be an answer you hear, but it is not the reason they do not want to renew. What led to their loss of interest? A lack of responsiveness, a negative experience, a competing priority in their life? Only when you know the real reason can you move forward, so ask a few probing questions to try and uncover what it might be.

• “I’m sorry to hear that. Would you be willing to share with me the reason you are no longer interested?”

• “If I could show you some ways that you might receive a better response from your invitations, would you be open to that?”

• If they truly are not interested, perhaps because they are devoting their energy to another ministry, ask them if they know of another couple in the church that you could connect with to make sure the folks there receive an invitation. If they are unwilling to provide an alternate contact, ask them for a pastor’s name to contact in their church.

“Our church is having their own marriage conference this year”

• Encourage them to think of couples they know beyond their church: co-workers, family members, friends, neighbors, etc. Help them brainstorm.

• Even if they aren’t able to host a table at their church and invite church-wide, they can still mention and invite in Sunday school classes or small groups. Not everyone can attend the church event and might want an another option. Some may want to attend both!

• Ask if they know any active, guard, or reserve military as they can attend for free.

• Share other resources and opportunities that FamilyLife offers for marriage they can use this year like The Art of Marriage and AOM Connect small group resources.

“That’s my (wife’s/husband’s) deal, I’m not really involved”

• With most couples, one spouse is much more involved than the other in serving as the Group Coordinator. Ask questions to discern which one that is. “When you have invited in the past, would you say you or your (husband/wife) was the most involved, or were both of you pretty equally involved?” If they say that their spouse was the primary inviter, ask if spouse is available.

• Another approach is to try and “invite” the non-involved spouse to join in the passion and interest of the involved spouse. You can say something like, “It’s obvious that your spouse has a passion to reach hurting marriages around you. What a great cheerleader and encourager you can be to him/her! Have you ever thought about joining him/her in their passion?”

“We are separated” or “We are now divorced”

• Ask if they are receiving the support they need or if there is any way you can pray for them. Listen and provide guidance as needed.

• Make sure this is documented so that they will not be called again.
• On rare occasions, they will express a desire to stay connected to FamilyLife in some way. Pass along their information to the Ministry Rep as appropriate.