Selling to nonprofits is different than selling to for-profit companies. Patience and relationships are far more important.
Service contracts that reach five figures and above are likely to be subject to input from many people at the organization. These decisions usually require approval from either a board or a committee made up of volunteers. Further, high-value contracts are much more likely to be subject to a formal RFP process.
Volunteer boards and committees are essential for ensuring that nonprofit organizations stay true to their missions and operate effectively. However, they can also slow decision-making within organizations.
Because decisions require additional formality and education of less sophisticated volunteers, it's vitally important to build relationships with organizations before they've started thinking about either changing providers or adding a new provider to their operations.
This relationship-building allows you to build trust and educate organizations about services they need without facing the barriers that arise during a hard sales pitch.