In this episode, Andrew visits with Joe Hendrickx, Major Gifts Officer at St. Paul's Newman Center at NDSU and Frank Cummings, Director of Development at School of Faith. They discuss how to make calls and get appointments with donors and potential donors. They talk about the anatomy of a phone call and walk through different troubleshooting ideas when the donor says no. And how to deal with motivation versus action. Frank and Joe presented this talk at the Petrus Virtual Conference 2020.
Frank: You need to love your cause. When you get on a call, you have to lean into why you love your organization. And when you are having a bad day at work, you lean into how to help those find joy in giving.
Cold calling is a formation of virtue. It's building mental toughness.
Set an activity call. Frank sets 2 visits per week and keeps calling until he fills his calendar for the month. You need accountability set up for you in your organization and separate from...