Naresh Kakkar Pres

TELE FACING AN ART OF DONOR ACQUISITION & RETENTION

Who holds my CHEESE & how much? PRIVATE FUND RAISNING P S R 75 % OTHERS 25 %

Current Scenario
OPPORTUNITIES
Fundraising – a paradigm shift
Indian Economy - growing by leaps and bounds.
Developing society.
Biggest Middle class in WORLD.
Huge Disposable Income .
OVER A TEN LAC HIGH NWI (NET WORTH INDIVIDUALS) – huge untapped potential.

Current Scenario………contd
CHALLENGES
Skilled Manpower / Fund raising professionals
Changing traditional donor habits
Just a beginning (drop in an ocean)

MODES OF DIRECT MARKETING
FACE TO FACE
DIRECT MAILERS
WEB MARKETING
TELEFACING – INDIAN MAGIC

WHAT IS TELE FACING?
INDIAN MAGIC

Tele-facing
Technically, HYBRID of Tele – marketing and FACE TO FACE. (JUGAD)
Contacting prospect over phone and motivating them for donation.
Tele-caller briefly explains the reason of call & fixes the appointment for the Facer.
Facer visits the prospects and explains the concept further and closes the deal.

Benefits of Tele-facing …………
NO COMPETITION!!
Effectively connects you to thousands of people otherwise not reachable.
Can get commitments for regular donations.
Brand building.
Better Follow-up

PROCESS
Tele-caller makes minimum 100 calls/day to prospects.
Gives presentation to 20 (average) prospects
Gets 1 – 1.5 leads/day
Conversion ratio of 80% of leads generated
On an average 75% give one time & 25% give regular donations

Team Composition Facer Coordinator Call Centre Tele Caller Team Leader

PROCESS CHART Tele caller calls Prospects & fixes appointment for Facer Team Leader passes the lead to the Coordinator or facer Facer meets Donor and seeks donation & donation is sent to the NGO Tele Caller makes Thanks Call & seeks Referrals

Steps for DONOR acquisition
Identify (Suspecting & prospecting)
Greetings
Introduction
Explain the case for support
Asking
Closing
Thanks giving
Referrals (for like minded individuals)

4 golden C’s – A-I-D-A ………..
Catching ATTENTION of the prospective donor
Creating INTEREST of the prospective donor
Creating DESIRE in prospective donor and building impulse (People donate for their emotional satisfaction)
Convincing prospective donor & ASKING them to Donate & for Referrals

Hand holding a prospective donor
RESPOND to donors queries/doubts , avoid REACTING and debate .
Furnish him the facts & legitimate information .
Stay positive. Your donor could FEEL you over phone.
Don't leave any reasons of doubt
Responding to the “NO” of prospective donor:
Organisation related
Projects related
Funds related

CLOSING – The ultimate GOAL
Closing contributes to 5% of effort but 100% of result.
Closing is situation specific – an ART .
Timing of the closing is the most crucial – hit the iron when its HOT.
Say THANKS with smile.
Don’t disconnect – ASK FOR REFFERALS OF LIKE MINDED PEOPLE.

SUCCESS MANTRA!!
LOA – Law Of Average
SW-SW-SW-WN
3 F’S: Feel – Felt – Found
GOOD Data Base
Regular & Effective Training
Follow Ups (Pipe line)
Donor Up-gradation
Use of technology

Donor Retention
Well serviced donor could become your GOLD MINE. Nourish them.

DONOR SERVICING - 4 Easy steps
Thanks Call
Thanks Letter
Keep your Donor Updated – Receipts, Certificates, Chronicles, Balance sheet and News letters
Third Month Call (Re-donation and Referrals)

DONOR UP-GRADATION Prospects Starters Regular Donors Major Donor Legacy Upgrading Upgrading Referrals Upgrading Upgrading

CHEERS…
Naresh Kakkar
Syrex Infposervices (I) Pvt Ltd.
New Delhi
30 – 05 - 2009

Naresh Kakkar Pres

by anuptiwari on Jun 01, 2009

Accessibility

Categories

Tags

Upload Details

Usage Rights

2 Embeds 518

Statistics

Naresh Kakkar Pres — Presentation Transcript

http://www.telefacing.net	513
http://www.slideshare.net	5