I was able to attend “Mastering the Art of Discovery Calls” with Eli Jordfald at the Association of Fundraising Professionals 2011 Conference.

Remember, it’s your job to listen! When speaking with a prospect, don’t miss the three main objectives:

1. Assess Interest – inquire about their involvement, ask what additional information they are interested in!

2. Validate Capacity – ask about work, travel plans, and support of other organizations!

3. Determine Next Steps – offer to provide materials, schedule a meeting (if appropriate)!

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