Many Millennials don’t love talking on the phone … especially with people whose numbers aren’t already programmed into our phones; and, many of us are terrible at it. In fundraising, however, phone skills are a must.
This is a continuation of my posting on how to make more and better outreach calls – specifically, introductory calls requesting face-to-face meetings with prospects we’ve never met.
4. Ask questions. As you’re writing your script (see last week’s posting),
remember that your job is to build a relationship with your
prospect, not lecture them. Build in a few easy-to-answer
questions near the beginning: “Did you survive the storm last
week?”, “Is your summer off to a good start?” Ask about the
last event they attended. Ask if they received the last
newsletter – “Did you see the item about _______?” Ask about
their feelings regarding one or more of your organization’s
programs, programs that you know they support. But, avoid
questions that can evoke negative answers.
5. Practice and find your “guru voice.” Here’s what I mean.
You represent an amazing organization that’s doing amazing
work. You’re an expert in the issues your organization addresses
and you have the potential to help connect your prospect to your
organization in a meaningful way.
Gurus are confident in their abilities, yet still inquisitive, calm in
their demeanor, but never apathetic, and they are clear in their
delivery, yet not heavy-handed. Gurus have a child-like mastery.
You don’t need to be apologetic, you don’t need to worry about
whether or not you’re bothering the prospect, and you don’t need to
try and muster up false enthusiasm. Practice aloud and find your
warmest, most inquisitive, most confident self. Speak from there.
6. Leave messages. Play to your strengths by using the phone to get
people to email you. The odds are good you’ll need to leave a message
for your prospect. Do leave your call back number, but also, let the
prospect know you’ll follow up via email. Send that note shortly after
the call. I get far more replies to my follow-up emails than return calls.
You don’t have to love your phone. But if you want to be a top performer, you do have to use it. Thankfully this skill can be learned, and improved over time.
I’d love to hear your thoughts. Was/is getting comfortable on the phone a hurdle for you? What would you add/delete from my list above?
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Next Week, Two short pieces by Tony Poderis, offering his views on:
1. The Age-Old Question About the Role of Staff in the Strategic Planning
Process, and 2. Really Staying In-Touch With Your Donors.
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K. Michael Johnson is a major gift officer at a large research university
and the founder of Fearless-Fundraising.com,
where he discusses the inner game of deeper relationships and bigger asks.
You can contact him at K. Michael Johnson.
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Have you seen
The Fundraising Series of ebooks ??
They’re easy to read, to the point, and inexpensive ($1.99 – $4.99)
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If you’re reading this on-line, and would like to comment/expand on the above piece, or would just like to offer your thoughts on the subject of this posting, we encourage you to “Leave a Reply.” If you’re reading this as an email, and you want to comment on the above piece, click on the title of this posting, then go to the bottom of the on-line version to offer your thoughts.
Hank Lewis with Development Consultant Associates has over thirty years as a fundraising consultant and is a specialist in Board and Leadership Development, Capital Campaign, Bequest Program and Major Gifts.