NONPROFIT NOW!
  • Nonprofit Now!
  • About
  • Services
    • Coaching
    • Consulting
  • Blog
  • Deeper Thoughts
  • Testimonials
  • Contact
Picture
Picture

GET TO THE POINT!

11/1/2014

0 Comments

 
Next time you're making a call to a new corporate or institutional prospect, try the following:

​
  • State your name, affiliation and where you're located; 
  • Ask for the name of the person who makes decisions about their organization's charitable activity (sponsorships, volunteerism, or the like) and if you can speak with them; 
  • Share any common linkage 

If the person is unavailable, tell the individual who answered the phone EXACTLY - and I mean EXACTLY - why you're calling. For example,"I'm calling to see if Acme Corporation might be interested in sponsoring our event. Please have (name) call me back so I can tell her/him about why this is such a great opportunity."

GET TO THE POINT! And do it directly and honestly.

Over the past few days, I've been making some calls on behalf of a new client. Initially, I was trying a few different approaches but ended up returning to this old favorite. As always, I'm getting an amazingly high response and call back rate.

My focus for these calls is on recruiting corporations to support a charity cycling event with a corporate team and/or sponsorship. Prior to starting the calls, I researched my prospects, got to know about the organization I'm helping and of course, I thought about the best outreach strategy.

If you've been in the sales/fundraising profession for awhile, chances are you're familiar with the many systems, approaches, and strategies - some of which are manipulative and dishonest - for getting decision makers to call you back. While I've never gone the route of subterfuge or slick language, I have tried all kinds of scripts and phrasing I was convinced would contain the magic bullet for getting that sought after return phone call.I still believe this is the best...It's honest. It's sincere. It demonstrates respect for your prospect's time. You'd be hard pressed to find an objection to honesty, sincerity or respectfulness.

Try it next time you're prospecting.
0 Comments



Leave a Reply.

    Author

    Robert Grabel is the President of Nonprofit Now! You can find his posts here and at www.robertgrabel.com

    Archives

    October 2021
    March 2021
    February 2021
    January 2021
    October 2020
    July 2020
    May 2020
    April 2020
    February 2020
    November 2019
    October 2019
    June 2019
    May 2019
    April 2019
    March 2019
    February 2019
    January 2019
    November 2018
    October 2018
    March 2018
    February 2018
    October 2017
    September 2017
    August 2017
    July 2017
    June 2017
    May 2017
    September 2016
    August 2016
    July 2016
    June 2016
    May 2016
    March 2016
    February 2016
    January 2016
    October 2015
    September 2015
    August 2015
    June 2015
    May 2015
    March 2015
    February 2015
    January 2015
    December 2014
    November 2014
    September 2014
    August 2014
    July 2014
    June 2014

    Categories

    All

    RSS Feed

    Want to keep getting the latest New Thinking?  Click Below...
    Subscribe
  • Nonprofit Now!
  • About
  • Services
    • Coaching
    • Consulting
  • Blog
  • Deeper Thoughts
  • Testimonials
  • Contact