Presentation TrainingPresentation Training

By Anto Francis BharatBy Anto Francis Bharat

Direct Fundraising

“Good fundraisers are not born they are made.”

FR-7 Steps to signing a supporter

Preparation

Approach

Introduction

Motivating

Objection Handling

Closing

Administration

PreparationPreparation

Approach

Introduction

Motivating

Objection Handling

Closing

Administration

Preparation“Luck is what happens when preparation meets

opportunity.” Seneca• Know your stuff• Grooming

– Nails– Hair– Teeth (Bad breath can bring down productivity!!)

• ID cards• Visiting Cards

Preparation• Forms• Permission letter• IT exemption certificate• Folder• Newsletters• News Articles• Query form• Contact form/ DCR• Know your approaches target• Know your presentation target• Know your sign up target• Have the right attitude

ApproachPreparation

Approach

Introduction

Motivating

Objection Handling

Closing

Administration

Approach“You never know till you try to reach them how accessible men are; but you must approach each man by the right door.” Henry Ward Beecher

1813-87• Benefits of the right approach

– Leads to a good introduction– Will help make the potential supporter comfortable

talking to you

Approach Street“You never know till you try to reach them how accessible men are; but you must approach each man by the right door.” Henry Ward Beecher

1813-87• Benefits of the right approach

– Leads to a good introduction– Will help make the potential supporter comfortable

talking to you

Approach• Find the right location

– Offices– Places with traffic of shoppers etc.– Suggest a new location to your Team Leader

• Find the right position– So majority of people are walking towards you– Allows you enough reaction time to approach them– Stand alert, no slouching, no sitting

• Make the right approach– Don’t pre judge who will sign and who will not…don’t assume– Step forward confidently– Smile– Eye contact– Positive Posture

Approach• Find the right location

– Offices– Places with traffic of shoppers etc.– Suggest a new location to your Team Leader

• Find the right position– So majority of people are walking towards you– Allows you enough reaction time to approach them– Stand alert, no slouching, no sitting

• Make the right approach– Don’t pre judge who will sign and who will not…don’t assume– Step forward confidently– Smile– Eye contact– Positive Posture

Approach• Out of 10 people you approach 9 will refuse to listen• Stay positive as rejection is natural and not necessarily

because of your wrong approach• Keep trying till you succeed

IntroductionPreparation

Approach

Introduction

Motivating

Objection Handling

Closing

Administration

Introduction• Smile• Eye contact• Excitement• confidence• First five steps/ first five words/ first five seconds are

the most crucial• Greet• Introduce yourself • Ask for permission• Power of attraction

Introduction• Greeting

– Good morning / afternoon / evening Sir / Ma’am– Hello Sir

• Introduce Yourself– I am Ravi from ActionAid (Speak slowly …very slowly)

• Get Attention and permission– “We are doing an awareness campaign on poverty in India”– “I wanted to speak to you about how you can reduce poverty in India”– ActionAid is an organization working on poverty and peoples rights and

wanted a few minutes of your time– What do you think are the biggest reasons for child labour in India ?

• Thank you for the time– Thank you Sir / Ma’am

MotivatingPreparation

Approach

Introduction

Motivating

Objection Handling

Closing

Administration

Motivating• Be clear• Be informed (be sure of the story behind the photo)• Use the presenter• Use a good transition

Agreement- “I am sure you would be concerned about how the poverty in India is affecting you”

Use a Fact- “Did you know that 40% of sex workers in India are below the age of 14.

Use a photo: “What do you think is best way to fight child labour?”

Motivating“Harry: Yeah I called her up, she gave me a bunch of crap about me not listening to her, or something, I don't know, I

wasn't really paying attention” Dumb & Dumber (1994), Dumb & Dumber

• Engage in a conversation build a relationship

• Earn the right to proceed (observe non verbal clues)

• Listen..Listen…Listen

Listening• Show that you are listening

– Eye contact– Nod– Encouraging smile– Yes ..hmmm…– I know what you mean– Please continue– Ask a open ended question– Ensure Understanding

Open Ended Questions

• What is an open ended question?• A question ending starting with a W• A question that cannot be answered in Yes or a

No• hoW/ What/ Why/ When/ Where?• What is the benefit of open ended question

– Allows a conversation rather than a one sided monolog or a yes or no answer

– Lets you get inside the head of supporter– Allows you handle objections better– Allows for relationship building

Open Ended Questions• Lets practice

• Lets play a small game (to be changed)

The listening Interrogator

open ended questions

Objection HandlingPreparation

Approach

Introduction

Motivating

Objection Handling

Closing

Administration

Objection Handling“Objections are only requests for information”

How to handle objections• Stay calm• Don’t react• Pause• AMBOM• Activate Mind Before Opening Mouth (AMBOM)• Listen…Listen…Listen ( Encourage)• Ask Questions• Demonstrate understanding• Respond

Responding to Objections• Stay Positive• Remember it only a request for additional information• Never assume what the objection is• When you ASSUME you make an • ASS of U & Me• Encourage and get details (remember Listening?)• Ask Questions (open ended)• Demonstrate understanding of the objection

How to show you understand

“What is the point ? Poverty are everywhere”

• Repeat– You are right Poverty is everywhere but….

• Rephrase– Poverty seems to be everywhere but ActionAid…

• Ask a question (close ended question) distract …engage– So you are saying that there is no way of fighting poverty

even if we try…• Get A “Yes” on your side

– “What you are saying is that poverty is really big issue , have I understood you correctly?…”

Reasons for Objections and how to respond

• Once you have understood the objection then respond

• Misunderstanding: (due to supporter not listening hence missing some point). Clarify –educate-explain

• Disbelief or skepticism: “Q- Oh these NGOs are all the same god knows what they do with the money” : Prove give examples

• Real drawback: “But can you rescue the poor child next to my house.” Show the big picture “At ActionAid we are focused on the root causes that affect every Indian including you very seriously. What do you think is the real reason why this child does not go to school?”

• Real complaint: “Last time I gave money I did not get a receipt” Apologize professionally use Feedback form

ClosingPreparation

Approach

Introduction

Motivating

Objection Handling

Closing

Administration

Closing

• Closing means to ask for a decision• ABC- Always be Closing• Look for opportunities• Closing helps you understand the mind of the supporter and

understand possible objections

ClosingPossible closing statements• Direct

– We need supporters like you to continue our work. How much would you like to contribute?

• Give an closed option– Would you like to contribute to our projects through Credit

card or cheque• Use a proxy

– Would you like me to fill up your form now?• Ask an open ended question

– How many children would you like to send to school today?

Donor Communications• Welcome Call• Welcome Pack• Link to the child • E newletters• Tax certificate- 50% Exemption

Administration- Form Filling

Preparation

Approach

Introduction

Motivating

Objection Handling

Closing

Administration

Admin. & Good Bye

• Transition– Closed question– Statement of warning of conclusion

• “Please go thru our website and stay updated”

• Leave Taking– Body Language– Words of leave taking

Mock Calls

Incentives

Working Rules/ reporting and methods

• No smoking no spitting while in Campaign

• Best behavior• Politeness

FAQs

T H A N K Y O U T H A N K Y O U