Warming Up to the Cold Call
Naturally, your cold call will not be successful 100 percent of the time. A number of people will immediately hang up on you (sometimes politely, sometimes less so), and others might listen for a minute or two before asking you to call at another time (they don't mean it). You've done your job, made a good effort, and now must accept that there are people in the world whose philanthropic interests simply do not align with you and your organization.
But — and more often than you think — other individuals will stay on the line, hear what you have to say and even consent to meet with you. Success! The cold call has worked, and you can go about the important business of building a relationship with your prospect.
There, that wasn't so bad, was it?
Bill Faucett is director of development at the College of the Arts at the University of South Florida (Tampa) and president of the Association of Fundraising Professionals Florida Suncoast Chapter. Reach him at email@example.com