Stronger Prospect Qualification in Five Sessions

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One of the most common hurdles fundraisers face is engaging and qualifying new prospects. This is also a necessary step to grow a prospect base, and critical for every fundraiser to master. This challenge is ever-present, and the limitations created by COVID-19 only adds to it. But the importance of doing the work, and doing it well, remains unchanged.

This series of five sessions is an investment in each fundraiser’s ability to qualify new prospects, which is the foundation of all new giving strategies. Because we offer a series rather than one session, we are able to provide both take-away exercises that develop and reinforce skills, and accountability that these skills are put to immediate use.

This learning module provides five 90-minute sessions. It also includes six “intake meetings” with appropriate managers. Details for each are outlined below.

Five Training Sessions

Session 1

  • Topic: Skills to Build Confidence
    • How-to: The nuts and bolts of outreach, part one
  • 90 minutes: content and discussion
  • Take-aways to complete before next session:
    • Two exercises (“Talking points for a compelling pitch” and “Preparing for questions”)

Session 2

  • Topic: Probing Questions for Qualification
    • How-to: The nuts and bolts of outreach, part two
  • 90 minutes: 30 minutes to debrief from homework exercises and prior session; 60 minutes of new content and discussion
  • Take-aways to complete before next session:
    • Two exercises (“Probing questions” scenario and strategy)
    • Specific numbers of calls to make before session: 3

Session 3

  • Topic: Overcoming Objections
    • Always come prepared
    • Turning an objection into a conversation
  • 90 minutes: 30 minutes to debrief from homework exercises and prior session; 60 minutes of new content and discussion
  • Take-aways to complete before next session:
    • Eight–ten scenarios
    • Specific numbers of calls to make before session: 4

Session 4

  • Topic: Transitions, Trends, and Hurdles
    • Strengthening meetings through conversational transitions
    • Institution trends as observed through calls
    • Hurdles and how to remove them
  • 90 minutes: 30 minutes to debrief from homework exercises and prior session; 60 minutes of new content and discussion
  • Take-aways to complete before next session:
    • One exercise (TBD, based on team needs)
    • Specific numbers of calls to make before session: 5

Session 5

  • Topic: Every Prospect Needs a Home
    • Ensuring every donor has a home
    • Includes role playing to develop skills and tools to use in our work
    • Accountability
  • 90 minutes: 30 minutes to debrief from homework exercises and prior session; 60 minutes of new content and discussion

Six Manager Intake Meetings

  • One before each of the five sessions to discuss goals and team-specific considerations, as well as accountability anchoring. Up to one hour per meeting.
  • One recap session to discuss continued reinforcement of tools learned and accountability. Up to one hour.

Pricing

Pricing includes all content, exercises, best practice tools, as well as 15 minutes prior to each session for technology check, and 15 minutes post-session for any immediate needed follow up. Pricing does not include technology platform/meeting set up (hosting institution to provide).

Sessions may be recorded for future hire trainings.

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