Thursday, September 24, 2020

Ten Commandments of Successful Prospecting by Paul Goldner

 Ten Commandments of Successful Prospecting by Paul Goldner

  1. Make an appointment with yourself for at least one hour each day to prospect. Prospecting, like anything else, requires discipline.
  2. 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.
  3. Make your calls brief. The main objective of the prospecting call is to get the appointment.
  4. Be prepared with a list of names before you call. Have at least a one-month supply of leads on hand at all times.
  5. 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.
  6. Consider prospecting during off-peak hours, when conventional prospecting times don’t work.
  7. Vary your call times, to reach those you are not connecting with originally.
  8. Be organized. Find a good computerized contact management system that works well for you.
  9. 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.
  10. Don’t stop. Persistence is one of the key virtues in fundraising success.



Frank Cerutti