Art of the Cold Call

Multimedia file
Price: $135.00
Member Price: $95.00
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Successful prospect development involves one-on-one relationship building. Research has told you that a prospect has the capacity to make a major gift, but how do you get in the door to begin that process?

Explore techniques that will get you face-to-face with prospects—strategies for getting the appointment, getting in the door, and making that cold call less "cold."

During this webinar, participants will:

• Develop techniques to be more comfortable when making a cold call,
• Study strategies for getting appointments,
• Learn how to plan each call to increase chances of getting to “yes&rdquo,
• Know what to say—and what not to say—when calling the prospect,
• Know what to say to inspire the prospect to see you,
• Learn to anticipate barriers that the prospect and/or the environment might present and
• Learn resources and techniques to get in the door of even the most reluctant prospect.

This multimedia file is a recording of a webinar that took place Jan. 18, 2007.

When you purchase this item, you'll receive a link to a recording of this webinar and to handouts used during the presentation. The link will give you unlimited access to the webinar recording. You may view this recording as many times as you wish after you receive the link.

Find out more about CASE's recorded webinars.

Presenter
Elizabeth A. Flanagan
Vice President for Development and University Relations
Virginia Tech

Publisher: CASE
Published: 2007
Format: Multimedia file
Length: 90 minutes
Item: 33021