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Overview
Securing the initial prospect appointment and closing a solicitation are often the most stressful moments in the life of a fundraiser. They are also the most crucial points in the philanthropic process – especially in this tough economic environment. Though some anxiety is natural, there are concepts and tactics you can call on to ease your nerves as you execute your most essential duties.
Join us online to learn these tactics. With one session dedicated to cold calling and another to making the ask, this webcast will cover:
- Planning calls based on prospect data, anchor appointments, and budget pressures
- What information you absolutely need 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 your solicitation process
- Creating a conducive environment for a successful ask
- Scripting and role playing to move the process forward in both situations
Who Should Attend
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.
What Others Are Saying
"I enjoyed the practice calls. Clearly the speaker has a lot of experience, so it was good to see how she responded in a 'live' situation. Reinforced the idea that it is just practice and the more one does; the better one gets."
"This web conference was well done and supported my position that more than one encounter is necessary to move donors from modest annual giving to more major multi-year commitments, endowment and planned giving."
Program Agenda
Session 1: Monday, March 8, 2010
| 1:00-2:45 p.m. EST |
| Making the Cold Call |
- Planning your calls
- Building your confidence and knowing your style
- Using prospecting findings
- Answering the two key initial questions
- Finding and securing an anchor appointment
- Ranking and clustering supporting possibilities
- Using electronic resources to ease travel and budget pressures
- What you need to make the call
- Finding background prospect information
- Creating a prospective 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
- Tips for conversation flow and movement
- What to note during and after your 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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Session 2: Wednesday, March 10, 2010
| 1:00-2:45 p.m. EST |
| 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
- Summary of a prospect meeting
- 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
An advancement professional with over 17 years of experience, Kathy leads the major gift team and initiative based fundraising for San Diego's largest HealthCare system. She is considered an expert in the development of accountability and performance metrics and in the establishment of team based/donor centered fundraising practices. 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 past speaker for the Annual Giving Professionals Network and CASE, Kathy is active with Girl Scouts of San Diego/Imperial County and her children's school district.
Registration Information
Questions
Call us at 720.488.6800 to help determine if this event is right for you.
Logging In to the Web Conference
After registration, each registrant will receive a confirmation of payment or an invoice, depending on method of payment. Each registrant will also receive an email with appropriate login information and more information regarding the event a few days prior to the start of the event. The day of the conference, you will receive another email with the same information. To participate, you will need a computer with a high speed internet connection. You will have the option to receive audio via your computer speakers or telephone.
Web Conference Archive
Within 7-10 business days of each web conference session, all registrants will receive an email with instructions on how to watch an online recording of the event. Access to this recording is included in the price of a single site connection. You will have access to this recording for 60 days.
Can't Attend the Live Session(s)?
If you can't attend the live session, but you'd still like to view the web conference, you still have options:
- Order a CD Recording of the event, which will be delivered to you along with a bound copy of the presentation materials. The CD will be shipped within 5 business days of the session date. For customers in the United States and Canada, shipping is included. Orders placed outside of the United States and Canada will be charged an additional $35.
- Choose the On Demand Download option, which will provide you with 90-day access to an online recording of the event. You will receive this archive link via email within a few days of the web conference.
Technical Information
- For detailed technical information on the requirements necessary to ensure a smooth session, please read about the system requirements.
- It is important to test your ability to connect to an Academic Impressions web conference. Test your system now
- For additional logistical considerations (including web conference interactivity and audio considerations), please download our web conference instructions (pdf).
Registration
For instant registration, call 720.488.6800 or scroll down and register online.
CFRE Continuing Education Credits
Full participation in this program is applicable for 3.5 points in Category 1.B -
Education of the CFRE International application for initial certification and/or recertification.
Make the most of the presentation: invite your whole team to participate from a single location at no additional cost.
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