afp conf 2015 greenhoe top takeaways
TRANSCRIPT
The Cutting Edge of Discovery CallsBest Practices, Surveying the Field
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“This is largely a business of
figuring it out on your own.”
An Inconvenient Truth
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The Cutting Edge of Discovery Calls
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John Greenhoe, MA, CFRE
[email protected]/johngreenhoeTwitter: @jjgcfre
• Lack of Discipline/Organization
• Becoming Easily Discouraged
• Not Focusing on Donor/Listening
Common Mistakes/Tips
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Lacking Discipline
Mistake #1
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Lack of Discipline
– Procrastination
– Avoiding the difficult
– Being reactive
Mistake #1
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Becoming Easily Discouraged
Mistake #2
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Defeatist Attitude
– Giving Up Easily
– Apologizing
– Weak/Embarrassed Approach
Mistake #2
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Listening (Lack of)
Mistake #3
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Not Listening/Lacking Donor Focus
– Too much time focused on organization
– Thinking too much about “pitch”/solicitation
– Making assumptions
Mistake #3
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"When asking questions, your job is to gain information -- not to respond.“
--Jerry Panas
Celebrate Small Victories
• It is Difficult!
• Reward Yourself
• The Toughest Part
of Fundraising?
Parting Shots
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The Cutting Edge of Discovery CallsBest Practices, Surveying the Field
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