Imagine you are working on securing major gifts or building a corporate sponsorship program. It's time to pick up the phone and start calling prospects. How do you make effective calls when you have mere seconds to make a good first impression?
- Be Prepared: Have a plan to keep the call on track.
- Be Knowledgeable: Be familiar with the prospect and their business.
- Introduce Yourself Clearly: Confidently state your name and where you are calling from.
- Be Authentic: Don’t be too scripted. Instead, be personal and genuine.
- Reference Sent Materials: Mention the corporate sponsorship packet or case narrative you recently mailed or emailed.
- State Your Purpose: Explain that you are calling to gather their insight on the material sent and to set up an in-person or Zoom meeting to discuss.
When it comes to meetings, encourage them to share what is important to them. Let them tell stories about their interactions with your organization and ask questions. Genuinely be curious about them and be passionate about your mission and programs too. Fundraisers should avoid common sales tactics; instead, focus on bonding over aligned passions, stories, and impact. You are offering them the chance to be part of something that has the potential to transform communities.
Check out our previous article, "Your Major Gift List is About Offering Opportunities, Not Asking for Money." In this article, you will learn how to shift the focus from soliciting donations to presenting opportunities that can lead to significant change, helping nonprofits engage major donors more meaningfully.
Learning to “make the ask” is an important skill that takes time to develop. We have been honored to manage capital campaigns for many clients, including this diverse list of a few examples:
- Clark Planetarium
- WabiSabi
- Orem Fitness Center
- Historic Wendover Airfield Museum
- University of Utah Alumni House
- Loveland Living Planet Aquarium
- National Ability Center
- Oneida Stake Academy
- Friends of Historic Spring City
- Topaz Museum
- Roosevelt Aquatic Fitness Center
- Lantern House / St. Anne’s Center
Mighty Penguin is our totem, tributed to our clients—the people who give their time, energy, and passion in the pursuit of making the world a better place. It signifies the principles and ideals we aspire to and witness every day working with people we admire: hard work, generosity, perseverance, loyalty, tenacity, wisdom, teamwork, and a bit of fun.
We would be privileged to partner with your organization as we champion your project forward. Please contact our friendly team to get started today!
