Fundraising Essentials: Cold Calling, Interviewing, Asking

Venue: Online Webcast

Location: Online Webcast, United States

Event Date/Time: Mar 14, 2011
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Securing the initial prospect appointment, conducting a first conversation, 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 concepts and tactics you can call on to ease your nerves as you execute your most critical duties.

Join us online to learn these tactics. With one session dedicated to cold calling, one to interviewing, and one to asking, this webcast series will cover:

* Planning calls based on prospect data, anchor appointments, and budget pressures
* Tips for securing an initial appointment, including moving through assistants
* Preparing the right interview questions
* Strong interview technique during and after the discussion
* How to use the cultivation process to naturally build to a best-practice ask
* The pros and cons of using a proposal or white paper during your solicitation process
* Scripting and role playing to move the process forward in both situations


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: The Art and Science of the Advancement Interview
Advancement professionals will learn effective interview techniques to call on as they conduct their faculty discussions and prospect conversations.

Session 3: 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.