The Art of theThe Art of the ColdCold Call for AllCall for All !!!!!!

In the office, the call center or even on the go…learn how to conquer In the office, the call center or even on the go…learn how to conquer the cold call to set appointments and close gifts by phone. the cold call to set appointments and close gifts by phone.

““If I’ve told you once, I’ve told you a If I’ve told you once, I’ve told you a hundred times…don’t call me during hundred times…don’t call me during

eclipses!”eclipses!”

Overview: Overview: (Key components of a cold call…put (Key components of a cold call…put

these tools in your crosshairs.)these tools in your crosshairs.)

Attitude/Confidence Attitude/Confidence

Using the cold call to set Using the cold call to set appointments appointments

Preparation for tripPreparation for trip

Parts of the cold call solicitation Parts of the cold call solicitation

Conquering Objections Conquering Objections

Questions?????Questions?????

What are we talking about and What are we talking about and why?why?

““Discovering” your pool of prospects Discovering” your pool of prospects and making a connection with those and making a connection with those individuals to “qualify” their ability to individuals to “qualify” their ability to give! give!

You have minutes to grab their You have minutes to grab their attention…make the most of it! attention…make the most of it!

Attitude/Confidence Attitude/Confidence A few powerful ways for you to have a fantastic day of cold calls A few powerful ways for you to have a fantastic day of cold calls regardless of the problems or difficulties going on in your life. regardless of the problems or difficulties going on in your life.

Expect to have a great dayExpect to have a great dayUnderstand that attitude drives habits and Understand that attitude drives habits and habits drive behaviorhabits drive behaviorBe a positive contributor instead of a Be a positive contributor instead of a complaining detractor complaining detractor Resolve that everyday you will do Resolve that everyday you will do everything you can to enjoy, savor and everything you can to enjoy, savor and remember that dayremember that day

Yoda Rule: If your attitude is strong…Yoda Rule: If your attitude is strong…confidence will follow! confidence will follow!

Preparation Preparation This is a part of our profession…so buckle up and keep your arms and This is a part of our profession…so buckle up and keep your arms and

legs in your cubicle at all times during the ride!legs in your cubicle at all times during the ride!

““I Hate cold calls”I Hate cold calls”

Preparation OverviewPreparation Overview

Overcome your reluctance Overcome your reluctance Make 10-20 calls per day and set a goal for appts: Make 10-20 calls per day and set a goal for appts: compete evencompete evenIdentify the best people to call (Ratings, Giving, Identify the best people to call (Ratings, Giving, Inclination, Cherry pick your list)Inclination, Cherry pick your list)Know your audience Know your audience Don’t set limits and BE HONESTDon’t set limits and BE HONESTContact ReportsContact Reports Work in travel plans Work in travel plans Realize that not every day is going to be your Realize that not every day is going to be your best, stop, walk away and come back another day best, stop, walk away and come back another day refreshed. refreshed. Know your prospects primary contactKnow your prospects primary contact

Set metrics that reflect the best practices

in the industry. Are you making enough calls to secure Are you making enough calls to secure

appointments?appointments? Are you able to connect or being refusedAre you able to connect or being refused Are there better approaches to your pitchAre there better approaches to your pitch Are your attempts poorly timedAre your attempts poorly timed Are you working far enough ahead for Are you working far enough ahead for

busy calendars?busy calendars?

Make enough cold call attempts!Make enough cold call attempts!

Lessen research to make time for Lessen research to make time for dialingdialing

Build a routine Build a routine How many attempts are appropriate?How many attempts are appropriate?

Pay attention to timing of the callPay attention to timing of the call

Vary your routine to try evening, early morning or weekend times. Be persistent!

Try office and home numbers to broaden opportunities. Consider the address to which the letter was mailed. Be consistent.

Busy people have full calendars. A rule of thumb is to allow 4 to 6 weeks when seeking appointments.

Use techniques to improve the odds of turning

an attempt into an appointment. Use the letter/email to position the visit if your

having trouble reaching prospect by phone. Ask for the favor of time. Offer an opportunity to provide information for the president who is seeking input from the institution’s influential constituents. Grant a favor rather than ask for one.

Use an influential author for the letter, someone recognizable to the prospect.

Using letters/email continuedUsing letters/email continued

Try an email note to ask for a good time to call again. Track promises to call; do not undermine your credibility.

If possible, use someone with connections to call the prospect.

Parts of the cold call solicitationParts of the cold call solicitation “Mama always said life is like a box of chocolates, you never know “Mama always said life is like a box of chocolates, you never know

what you going to get! what you going to get! GET RESULTSGET RESULTS by using this structure” by using this structure” All gift All gift officers should know how to close a gift via phone!officers should know how to close a gift via phone!

Introduction Introduction

Engagement/Rapport Engagement/Rapport

Case for Giving/ 1Case for Giving/ 1stst Ask Ask

Negotiation Negotiation

Formal CloseFormal Close

Introduction TechniquesIntroduction Techniques

Identify yourself Identify yourself

State the reason for your call State the reason for your call

Initiate a conversation Initiate a conversation

Common Intro Objections Common Intro Objections

Engagement Techniques Engagement Techniques

Ask open ended questionsAsk open ended questions

Listen Listen

Demonstrate a personal interest in Demonstrate a personal interest in the needs of the donorthe needs of the donor

Commit to RapportCommit to Rapport

Case for Giving TechniquesCase for Giving Techniques

Explain in greater detail the needs of Explain in greater detail the needs of the universitythe university

Begin process of securing a Begin process of securing a commitment from the listener commitment from the listener

After securing a commitment make After securing a commitment make the first ask with CONFIDENCE!the first ask with CONFIDENCE!

Negotiation TechniquesNegotiation Techniques

Always start at the topAlways start at the top

Progressively use trial probes to Progressively use trial probes to gauge giver’s comfort levelgauge giver’s comfort level

Anchor the solicitation at a higher Anchor the solicitation at a higher than expected levelthan expected level

Formal Close Techniques & Formal Close Techniques & PurposePurpose

Re-confirm amount of contributionRe-confirm amount of contribution

Clarify billing/payment procedure Clarify billing/payment procedure

Verify/Update alumni mailing Verify/Update alumni mailing information information

Secure Matching Gift Secure Matching Gift

Make sure the prospect know your Make sure the prospect know your full name and that you are calling full name and that you are calling from Otterbein. from Otterbein.

Conquering Objections Conquering Objections Steps to conquering objectionsSteps to conquering objections

Step 1: ListenStep 1: Listen

Step 2: Ask Step 2: Ask

Step 3: Reflect Step 3: Reflect

Step 4: Deflect Step 4: Deflect

Step 5: Go for the GUSTO!!!Step 5: Go for the GUSTO!!!

Questions!!!Questions!!!

Last but not least…THANK YOU for Last but not least…THANK YOU for your time this morning. your time this morning.