Fundraising Essentials: Making the Cold Call and the Ask

March 8, 2010 & March 10, 2010 - 1:00 to 2:45 pm EST

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Overview

Learn how to improve your fundamental fundraising skills.

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.

Learn these tactics in this archived webcast. With one session dedicated to cold calling and another to making the ask, this webcast covers:

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

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.

"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."

Agenda

Session 1: Recorded On March 8, 2010

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

Session 2: Recorded On March 10, 2010

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

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

$350.00

Making the Cold Call CD Recording

Attendee Information

Please provide your information.

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$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
	First Name Last Name Job Title Email	Weight for row 4
	First Name Last Name Job Title Email	Weight for row 5
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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

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

$650.00

On-Demand Downloads for ALL Sessions of Fundraising Essentials: Making the Cold Call and the Ask

Attendee Information

Please provide your information

State/Province *

Country *

Fundraising Essentials: Making the Cold Call and the Ask

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TARGET AUDIENCE

Session 1: Recorded On March 8, 2010

Making the Cold Call

Session 2: Recorded On March 10, 2010

Want more information about this event?

Kathy Drucquer Duff

CD Recording of Live Webcast

Making the Cold Call CD Recording

Session 2: Making the Ask CD Recording

CD Recordings for ALL Sessions of Fundraising Essentials: Making the Cold Call and the Ask

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

Making the Cold Call On-Demand Download

Session 2: Making the Ask On-Demand Download

On-Demand Downloads for ALL Sessions of Fundraising Essentials: Making the Cold Call and the Ask

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Fundraising Essentials: Making the Cold Call and the Ask

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TARGET AUDIENCE

Session 1: Recorded On March 8, 2010

Making the Cold Call

Session 2: Recorded On March 10, 2010

Want more information about this event?

Kathy Drucquer Duff

CD Recording of Live Webcast

Making the Cold Call CD Recording

Session 2: Making the Ask CD Recording

CD Recordings for ALL Sessions of Fundraising Essentials: Making the Cold Call and the Ask

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

Making the Cold Call On-Demand Download

Session 2: Making the Ask On-Demand Download

On-Demand Downloads for ALL Sessions of Fundraising Essentials: Making the Cold Call and the Ask

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