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High-Impact Follow-Up Calls

After all your work putting on a brilliant Point of Entry Event, how can you make the most of your Benevon Follow-Up Calls? Here is a more detailed guide for how to ensure you will gently discover whether or not your guest is interested in becoming more involved with your organization and, if so, in what way. I’d recommend keeping this beside your phone as you make your calls. Be sure to enter all your notes into your database to track the entire donor cultivation process.

Detailed Five-Step Follow-Up Call

  1. Thank you for coming.
  2. What did you think?
    • Of the stories you heard?
    • What area of our work most interested you? Was it (bucket #1, #2, or #3)?
    • What new thoughts or ideas did you come away with?
    • Was there a particular aspect of our work that resonated with you? Tell me about it.
    • Did you leave with any questions I can answer for you?
    • What advice do you have for us?
  3. Be quiet and listen.
    • Take notes on what they say.
    • Enter notes into database.
  4. Is there any way you can see yourself becoming involved with us?
    • Become an Ambassador—host and fill a private Point of Entry with ten or more guests.
    • Have a list of things people could do, such as volunteer opportunities; making reminder calls for Points of Entry; or volunteering (e.g., tutoring or mentoring a child).
    • Reference the Wish List items.
    • Activity related to their bucket area of interest (e.g., meet with the program director or tour the facility, invite to a small event).
  5. Is there anyone else you can think of that you would like to invite to a Point of Entry?
    • Who else in your daily life might be interested in learning more about what we do?
      • Are there other groups you participate in, individuals you talked to about the tour, perhaps a family member or friend, someone you know who has a personal connection or a real passion for our work?
      • Example: “You mentioned you work in the healthcare field. Is there anyone else from your work—or from your book club, for that matter—who you think should know about our work?”
    • As you heard at our Point of Entry, our biggest need is to have people help us spread the word about our organization by serving as a volunteer Ambassador. Is that something you might be willing to help us with?
    • [If they answer “yes,” talk through when and where they would like to host their private event and make a preliminary list of who they would like to invite. Remember, the easiest way to fill a Point of Entry is with a ready-made group they are already a part of, like their book club. Schedule a next call to take place within two weeks.]
    • [If they answer “no,” then arrange a next contact—either a second visit to your offices to meet with a program person in the program that interests them, or to attend a special program like a graduation, or to volunteer.]

If you are certain that they are not interested in any further contact, thank them for coming and “bless and release them.” You can enter their name in your database but do not mail them or call them again. Trust that they will come back if and when the time is right.