Thursday, July 9th, 2015
11:15 AM - 12:30 PM: Breakout 6
Just Tell Me What You Want - Answers to the Unexpected Things Prospects Say
Fundraisers spend a lot of time preparing themselves with responses and ideas for when a prospect objects or says "No" to an ask, but they should be spending just as much time thinking about what happens when a prospect says "Yes" or when the potential donor gets overly eager during a visit. Regardless of how one looks at it, solicitations are complicated encounters, and whenever you get several people in a room talking about an important issue - like money or their passion for a cause - you just never know what's going to happen. But that uncertainty is no cause for nervousness or alarm. This fun and lively learning session will provide you with an opportunity to discuss the specific things you can say when your prospect blurts out, "Just tell me what you want" or some other interjection that might get you off track. We'll appraoch this from four separate angles, which form the basic learning objectives. We'll begin the discussions around each of these objectives with a scenario that will give you a mental image and a place to start the conversation. You'll aslo have opportunities to share your own stories about donor visits that have gone well, and those that have not gone as well as you planned.
Learning Outcome #1
By attending this session participants will learn: Learn more about your prospects by turning the "just tell me what you want" phrase around to asking the prospect what they want out of their relationship with the nonprofit.
Learning Outcome #2
By attending this session participants will learn: Formulate an "emergency" ask, so you're not caught off guard when you thought it was going to be a cultivation visit; and you will learn how to lay the groundwork for future gifts when a prospect says "Yes" too quickly.
Learning Outcome #3
By attending this session participants will learn: How you can redirect the conversation to get back on track when a prospect might be distracted, in a bad mood or simply dodging the issue of making a contribution.