Ten Commandments of Successful Prospecting by Paul Goldner
- Make an appointment with yourself for at least one hour each day to prospect. Prospecting, like anything else, requires discipline.
- Make as many calls as possible (after properly defining your target market). If you focus on the best prospects, every call will be a quality call.
- Make your calls brief. The main objective of the prospecting call is to get the appointment.
- Be prepared with a list of names before you call. Have at least a one-month supply of leads on hand at all times.
- Work without interruption. As with any repetitive task, the more often you repeat the task during a contiguous block of time, the better you become.
- Consider prospecting during off-peak hours, when conventional prospecting times don’t work.
- Vary your call times, to reach those you are not connecting with originally.
- Be organized. Find a good computerized contact management system that works well for you.
- See the end before you begin. Your goal is to get the appointment and your plan, your cold call script, should be designed to achieve your goal.
- Don’t stop. Persistence is one of the key virtues in fundraising success.
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