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Naresh Kakkar Pres
Naresh Kakkar Pres
Naresh Kakkar Pres
Naresh Kakkar Pres
Naresh Kakkar Pres
Naresh Kakkar Pres
Naresh Kakkar Pres
Naresh Kakkar Pres
Naresh Kakkar Pres
Naresh Kakkar Pres
Naresh Kakkar Pres
Naresh Kakkar Pres
Naresh Kakkar Pres
Naresh Kakkar Pres
Naresh Kakkar Pres
Naresh Kakkar Pres
Naresh Kakkar Pres
Naresh Kakkar Pres
Naresh Kakkar Pres
Naresh Kakkar Pres
Naresh Kakkar Pres
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Naresh Kakkar Pres

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Tele-facing basics

Tele-facing basics

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  • 1. TELE FACING AN ART OF DONOR ACQUISITION & RETENTION
  • 2. Who holds my CHEESE & how much? PRIVATE FUND RAISNING P S R 75 % OTHERS 25 %
  • 3. Current Scenario <ul><li>OPPORTUNITIES </li></ul><ul><ul><li>Fundraising – a paradigm shift </li></ul></ul><ul><ul><li>Indian Economy - growing by leaps and bounds. </li></ul></ul><ul><ul><li>Developing society. </li></ul></ul><ul><ul><li>Biggest Middle class in WORLD. </li></ul></ul><ul><ul><li>Huge Disposable Income . </li></ul></ul><ul><ul><li>OVER A TEN LAC HIGH NWI (NET WORTH INDIVIDUALS) – huge untapped potential. </li></ul></ul>
  • 4. Current Scenario………contd <ul><li>CHALLENGES </li></ul><ul><ul><li>Skilled Manpower / Fund raising professionals </li></ul></ul><ul><ul><li>Changing traditional donor habits </li></ul></ul><ul><ul><li>Just a beginning (drop in an ocean) </li></ul></ul>
  • 5. MODES OF DIRECT MARKETING <ul><li>FACE TO FACE </li></ul><ul><li>DIRECT MAILERS </li></ul><ul><li>WEB MARKETING </li></ul><ul><li>TELEFACING – INDIAN MAGIC </li></ul>
  • 6. <ul><li>WHAT IS TELE FACING? </li></ul><ul><li>INDIAN MAGIC </li></ul>
  • 7. Tele-facing <ul><li>Technically, HYBRID of Tele – marketing and FACE TO FACE. (JUGAD) </li></ul><ul><li>Contacting prospect over phone and motivating them for donation. </li></ul><ul><li>Tele-caller briefly explains the reason of call &amp; fixes the appointment for the Facer. </li></ul><ul><li>Facer visits the prospects and explains the concept further and closes the deal. </li></ul>
  • 8. Benefits of Tele-facing ………… <ul><li>NO COMPETITION!! </li></ul><ul><li>Effectively connects you to thousands of people otherwise not reachable. </li></ul><ul><li>Can get commitments for regular donations. </li></ul><ul><li>Brand building. </li></ul><ul><li>Better Follow-up </li></ul>
  • 9. PROCESS <ul><li>Tele-caller makes minimum 100 calls/day to prospects. </li></ul><ul><li>Gives presentation to 20 (average) prospects </li></ul><ul><li>Gets 1 – 1.5 leads/day </li></ul><ul><li>Conversion ratio of 80% of leads generated </li></ul><ul><li>On an average 75% give one time &amp; 25% give regular donations </li></ul>
  • 10. Team Composition Facer Coordinator Call Centre Tele Caller Team Leader
  • 11. PROCESS CHART Tele caller calls Prospects &amp; fixes appointment for Facer Team Leader passes the lead to the Coordinator or facer Facer meets Donor and seeks donation &amp; donation is sent to the NGO Tele Caller makes Thanks Call &amp; seeks Referrals
  • 12. Steps for DONOR acquisition <ul><li>Identify (Suspecting &amp; prospecting) </li></ul><ul><li>Greetings </li></ul><ul><li>Introduction </li></ul><ul><li>Explain the case for support </li></ul><ul><li>Asking </li></ul><ul><li>Closing </li></ul><ul><li>Thanks giving </li></ul><ul><li>Referrals (for like minded individuals) </li></ul>
  • 13. 4 golden C’s – A-I-D-A ……….. <ul><li>Catching ATTENTION of the prospective donor </li></ul><ul><li>Creating INTEREST of the prospective donor </li></ul><ul><li>Creating DESIRE in prospective donor and building impulse (People donate for their emotional satisfaction) </li></ul><ul><li>Convincing prospective donor &amp; ASKING them to Donate &amp; for Referrals </li></ul>
  • 14. Hand holding a prospective donor <ul><li>RESPOND to donors queries/doubts , avoid REACTING and debate . </li></ul><ul><li>Furnish him the facts &amp; legitimate information . </li></ul><ul><li>Stay positive. Your donor could FEEL you over phone. </li></ul><ul><li>Don&apos;t leave any reasons of doubt </li></ul><ul><li>Responding to the “NO” of prospective donor: </li></ul><ul><ul><li>Organisation related </li></ul></ul><ul><ul><li>Projects related </li></ul></ul><ul><ul><li>Funds related </li></ul></ul>
  • 15. CLOSING – The ultimate GOAL <ul><li>Closing contributes to 5% of effort but 100% of result. </li></ul><ul><li>Closing is situation specific – an ART . </li></ul><ul><li>Timing of the closing is the most crucial – hit the iron when its HOT. </li></ul><ul><li>Say THANKS with smile. </li></ul><ul><li>Don’t disconnect – ASK FOR REFFERALS OF LIKE MINDED PEOPLE. </li></ul>
  • 16. SUCCESS MANTRA!! <ul><li>LOA – Law Of Average </li></ul><ul><li>SW-SW-SW-WN </li></ul><ul><li>3 F’S: Feel – Felt – Found </li></ul><ul><li>GOOD Data Base </li></ul><ul><li>Regular &amp; Effective Training </li></ul><ul><li>Follow Ups (Pipe line) </li></ul><ul><li>Donor Up-gradation </li></ul><ul><li>Use of technology </li></ul>
  • 17. Donor Retention <ul><li>Well serviced donor could become your GOLD MINE. Nourish them. </li></ul>
  • 18. DONOR SERVICING - 4 Easy steps <ul><li>Thanks Call </li></ul><ul><li>Thanks Letter </li></ul><ul><li>Keep your Donor Updated – Receipts, Certificates, Chronicles, Balance sheet and News letters </li></ul><ul><li>Third Month Call (Re-donation and Referrals) </li></ul>
  • 19. DONOR UP-GRADATION Prospects Starters Regular Donors Major Donor Legacy Upgrading Upgrading Referrals Upgrading Upgrading
  • 20. &nbsp;
  • 21. <ul><li>CHEERS… </li></ul><ul><li>Naresh Kakkar </li></ul><ul><li>Syrex Infposervices (I) Pvt Ltd. </li></ul><ul><li>New Delhi </li></ul><ul><li>30 – 05 - 2009 </li></ul>

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