Fundraising Essentials: Making the Cold Call and the Ask

March 6, 2012 & March 8, 2012 - 1:00 to 2:45 pm EST

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Overview

Learn how to improve your most critical fundraising skills.

Securing an 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 continuing turbulent economic times. Though some anxiety is natural, there are tactics and techniques you can call on to ease your nerves as you execute your most essential duties.

Join us online to learn these essential skills. 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 white paper 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.

Additional Learning Opportunity

Revitalizing Your Leadership Giving Program
August 6 - 7, 2012 :: Philadelphia, PA

Join us in Philadelphia to reinvigorate the effectiveness of your leadership giving effort. Whether you are just getting started developing a program or have a program in place that needs an infusion of new ideas, this comprehensive conference will show you how to better define, fill, and maximize a leadership giving effort.

CFRE CONTINUING EDUCATION CREDITS

This webcast series has been approved for continuing education credits toward the CFRE International application for initial certification and/or recertification.

Agenda

Session 1: Tuesday, March 6, 2012

Making the Cold Call

1:00 - 2:45 p.m. EST

Planning your calls
- Building your confidence and knowing your style
- Using prospecting findings
- Answering the two key initial questions
- Anchor and supporting appointment planning
- 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, moving the conversation, and inspiring the meeting
- What to note during and after your call
- Getting by common excuses and rejections
Samples of written plans
Role plays
- The question about money
- The stubborn assistant
- The too-busy prospect

Learning Outcome
After participating in this webcast, you will be able to use improved cold calling strategies to increase your appointment success rate.

Session 2: Thursday, March 8, 2012

Making the Ask

1:00 - 2:45 p.m. EST

The six-step model to a major gift
Using the cultivation process to build to the ask
- 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
- Overcoming objections
Conducting the proper follow-up
- Repositioning after feedback or rejection
- Keeping up with and closing outstanding asks
- Stewardship and gift agreement essentials
Sample documents
Role plays
- The picky entrepreneur
- The disliked dean
- The silent donor

Learning Outcome
After participating in this webcast, you will be able to use improved solicitation strategies to increase your ask success rate.

Want more information about this event?

Contact Jason J. Shuba, Senior Conference Director if you'd like additional information about the program agenda.

Instructors

Kathy Drucquer Duff

Vice President, Philanthropy

Sharp HealthCare Foundation

An advancement professional with more than 15 years of experience, Kathy leads the Envision Sharp 2015 effort and coordinates the foundation’s 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 seven years in destination management. A frequent speaker for the Annual Giving Professionals Network, Kathy also fundraises for the Del Mar Union School District.

Registration

CD Recording of Live Webcast

We record the audio and visual portion of all live webcast events and make them available in two forms; as a CD or as an electronic download. CD recordings are mailed with a bound copy of the presentation materials and handouts approximately 10 business days following the live webcast date.

$350.00

Session 1: Making the Cold Call CD Recording

Attendee Information

Please provide your information.

State/Province *

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Additional Attendees:		Order
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	First Name Last Name Job Title Email	Weight for row 16

$350.00

Session 2: Making the Ask CD Recording

Attendee Information

Please provide your information.

State/Province *

Country *

Additional Attendees:		Order
	First Name Last Name Job Title Email	Weight for row 1
	First Name Last Name Job Title Email	Weight for row 2
	First Name Last Name Job Title Email	Weight for row 3
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	First Name Last Name Job Title Email	Weight for row 15
	First Name Last Name Job Title Email	Weight for row 16

On-Demand Download of Live Webcast (180 day license)

We record the audio and visual portion of all live webcast events and make them available in two forms; as a CD or as an electronic download. On-demand downloads are available through an internet link sent via email approximately 10 business days following the live webcast date (links are active for 180 days).

$350.00

Session 1: Making the Cold Call on demand

Attendee Information

Please provide your information.

State/Province *

Country *

Additional Attendees:		Order
	First Name Last Name Job Title Email	Weight for row 1
	First Name Last Name Job Title Email	Weight for row 2
	First Name Last Name Job Title Email	Weight for row 3
	First Name Last Name Job Title Email	Weight for row 4
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	First Name Last Name Job Title Email	Weight for row 13
	First Name Last Name Job Title Email	Weight for row 14
	First Name Last Name Job Title Email	Weight for row 15
	First Name Last Name Job Title Email	Weight for row 16

$350.00

Session 2: Making the Ask On-Demand Download

Attendee Information

Please provide your information.

State/Province *

Country *

Additional Attendees:		Order
	First Name Last Name Job Title Email	Weight for row 1
	First Name Last Name Job Title Email	Weight for row 2
	First Name Last Name Job Title Email	Weight for row 3
	First Name Last Name Job Title Email	Weight for row 4
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	First Name Last Name Job Title Email	Weight for row 9
	First Name Last Name Job Title Email	Weight for row 10
	First Name Last Name Job Title Email	Weight for row 11
	First Name Last Name Job Title Email	Weight for row 12
	First Name Last Name Job Title Email	Weight for row 13
	First Name Last Name Job Title Email	Weight for row 14
	First Name Last Name Job Title Email	Weight for row 15
	First Name Last Name Job Title Email	Weight for row 16

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SCRIPTING AND TRAINING FOR EFFECTIVE FUNDRAISING CALLS.

This 41-page resource provides tips on how you can use call center scripting not just as a template but also as a training tool.

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Fundraising Essentials: Making the Cold Call and the Ask

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WHO SHOULD ATTEND

Additional Learning Opportunity

CFRE CONTINUING EDUCATION CREDITS

Session 1: Tuesday, March 6, 2012

Making the Cold Call

Session 2: Thursday, March 8, 2012

Making the Ask

Want more information about this event?

Kathy Drucquer Duff

CD Recording of Live Webcast

Session 1: Making the Cold Call CD Recording

Session 2: Making the Ask CD Recording

On-Demand Download of Live Webcast (180 day license)

Session 1: Making the Cold Call on demand

Session 2: Making the Ask On-Demand Download

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