1. The Art of the Cold Call for All !!! 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.

2. “If I’ve told you once, I’ve told you a hundred times…don’t call me during eclipses!”

3. Overview: (Key components of a cold call…put these tools in your crosshairs.) Attitude/Confidence Using the cold call to set appointments Preparation for trip Parts of the cold call solicitation Conquering Objections Questions?????

4. What are we talking about and why? “Discovering” your pool of prospects and making a connection with those individuals to “qualify” their ability to give! You have minutes to grab their attention…make the most of it!

5. Attitude/Confidence 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. Expect to have a great day Understand that attitude drives habits and habits drive behavior Be a positive contributor instead of a complaining detractor Resolve that everyday you will do everything you can to enjoy, savor and remember that day Yoda Rule: If your attitude is strong…confidence will follow!

6. Preparation 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! “I Hate cold calls”

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

8. Set metrics that reflect the best practices in the industry.  Are you making enough calls to secure appointments?  Are you able to connect or being refused  Are there better approaches to your pitch  Are your attempts poorly timed  Are you working far enough ahead for busy calendars?

9. Make enough cold call attempts!  Lessen research to make time for dialing  Build a routine  How many attempts are appropriate?

10. Pay 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.

11. 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.

12. Using 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.

13. Parts of the cold call solicitation “Mama always said life is like a box of chocolates, you never know what you going to get! GET RESULTS by using this structure” All gift officers should know how to close a gift via phone! IntroductionEngagement/Rapport Case for Giving/ 1 st Ask Negotiation Formal Close

14. Introduction Techniques Identify yourself State the reason for your call Initiate a conversation Common Intro Objections

15. Engagement Techniques Ask open ended questions Listen Demonstrate a personal interest in the needs of the donor Commit to Rapport

16. Case for Giving Techniques Explain in greater detail the needs of the university Begin process of securing a commitment from the listener After securing a commitment make the first ask with CONFIDENCE!

17. Negotiation Techniques Always start at the top Progressively use trial probes to gauge giver’s comfort level Anchor the solicitation at a higher than expected level

18. Formal Close Techniques & Purpose Re-confirm amount of contribution Clarify billing/payment procedure Verify/Update alumni mailing information Secure Matching Gift Make sure the prospect know your full name and that you are calling from Otterbein.

19. Conquering Objections Steps to conquering objections Step 1: Listen Step 2: Ask Step 3: Reflect Step 4: Deflect Step 5: Go for the GUSTO!!!

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