From the course: Cause Selling: The Secret to Nonprofit Donations
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The six step telephone track
From the course: Cause Selling: The Secret to Nonprofit Donations
The six step telephone track
- Want to know the secret of an effective phone call with prospects and donors? Two-sided conversations. In other words, no monologues allowed. You should be engaging in dialogues that sell prospects, not on the cause, but on a meeting with you. You are setting an appointment by phone. There are no visual aids to use as a crutch. It's all about word choice, which is why a script is so important, especially in the beginning. The words you choose to highlight your cause can stir up some interest over the phone, but the real engagement happens face to face. So, you need a careful strategy that allows your prospect to take an interest in what you're saying and agree to meet with you in person. The strategy you'll use is called The Six Step Telephone Track and it will help guide your appointment setting calls so that the next time you talk to prospects you're sitting face to face with them. First, introduce yourself and your…
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