Now that you have some strategies for finding qualified prospects, let’s look at making some progress at getting some extended face time with new prospects that are neither current sponsors nor aware of your organization. Yep, I’m talking about prospects in that outer ring and making cold calls.
Regardless of the channel of communication (e.g. phone, email, in person at say a networking event), the following rules apply:
Your #1 goal is to stay prospect-centric. Always be prepared to adjust your messaging with prospects to meet their needs, interests and goals. You may have just spoken to three prospects this morning that were happy to talk solely about event sponsorship, but can you make the shift when the next prospect wants to talk about your nonprofit’s mission? Not all sponsors commit because of the marketing benefits. You have to adjust your pitch accordingly if you plan to keep their interest and preserve their potential as a prospect for sponsorship.… Keep reading