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Overview:
Getting the first appointment with a prospect and making the eventual solicitation are often the most stressful moments in the life of a fundraiser. However, they are also the most crucial moments for bringing in gifts – especially in this tough economic environment. Though some anxiety is natural, there are concepts and tactics professionals can call upon to ease their nerves as they execute these essential duties.
With one session dedicated to cold calling and another to making the ask, this on-demand program covers:
- Planning calls based on prospect data, anchor appointments, and budget pressures
- What information a fundraiser absolutely needs to make a call
- Tips for securing an initial appointment, including moving through assistants
- How to use the cultivation process to naturally build to the ask
- The pros and cons of using a proposal or whitepaper during the solicitation process
- Creating a conducive environment for a successful ask
- Scripting and role playing to move the process forward in both situations
Target Audience:
Session 1: Making the Cold Call
Novice major gift and annual fund leadership giving officers will learn effective techniques for planning contacts, securing appointments, and obtaining prospect information for initial visits.
Session 2: Making the Ask
All stakeholders responsible for soliciting fundraising prospects – including major gift officers, annual fund leadership giving officers, academic leaders, board members, and volunteers will learn effective techniques in using purposeful cultivation, relevant stakeholders, scripting, and closing options to streamline the art of the ask.
Program Agenda:
| ON-DEMAND Presentation |
| Live Session Took Place on May 5, 2009 |
| Making the Cold Call |
- Planning your calls
- Building your confidence by knowing your style
- Using prospecting findings
- Answering the two key initial questions
- Finding and securing the anchor appointment
- Ranking then clustering supporting possibilities
- Using electronic resources to ease travel and budget pressures
- What you need to make the call
- Finding prospect background information
- Creating a pre-written conversation outline
- Demonstrating institutional knowledge and passion
- Moving through receptionists and assistants
- Outlining or scripting your meeting
- Introducing yourself, explaining your call, and inspiring the meeting
- Using networked references and how to know you are going too far
- What to note during and after a call
- Appointment date- and time-setting strategies
- Getting by common excuses and rejections
- Samples of written plans
- Role plays
- The down economy
- The question about money
- The stubborn assistant
- The too-busy prospect
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| ON-DEMAND Presentation |
| Live Session Took Place on May 6, 2009 |
| Making the Ask |
- The six-step model to a major gift
- Using the cultivation process to build to the ask
- Tips for overcoming your fear
- Matching a prospect's interests to your institution
- Methods of engaging and involving the prospect
- Keys to determining the proper amount/project/interest area
- Preparing for the ask with the five "W"s
- The ask itself
- Setting up the meeting
- Ensuring the right setting/environment
- Steps to success
- Overcoming objections
- Conducting the proper follow-up
- Repositioning after feedback or rejection
- Keeping up with and closing outstanding asks
- Stewardship essentials
- Securing the gift agreement
- Sample documents
- Role plays
- The down economy
- The picky entrepreneur
- The disliked dean
- The silent donor
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Instructor:
Kathy Drucquer Duff, Vice President, Philanthropy, Sharp HealthCare Foundation
With over 15 years of advancement experience, Kathy recently joined Sharp HealthCare to lead its Envision Sharp 2015 effort and coordinate all its system-wide fundraising efforts. Prior to her current position, she served as associate vice president for San Diego State University, where she oversaw the institution's major gift fundraising, annual program, and gift planning efforts. In this role, she also assisted in developing the institution's strategy for its first comprehensive campaign and led its hospitality and tourism management program fundraising work. Before arriving at SDSU, Kathy spent 7 years in destination management. A frequent speaker for the Annual Giving Professionals Network, Kathy also fundraises for the Del Mar Union School District.
Ordering Information:
Ordering
Order online using our secure ordering system, or call 720.488.6800. After ordering, you will receive a confirmation of payment or an invoice, depending on method of payment. All audio is streamed on your computer speakers using your computer's sound card. |
Shipping
A CD-ROM version of the archive will be mailed within 3 business days of the time the order is placed. Shipping within the United States and Canada is free of charge. For orders shipped outside the United States and Canada, an additional $35 USD will be charged. |
Order Online:
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