Making business development calls for associations is the favorite part of my job. I've found a tactic, can't remember who it came from (Mike Brooks?) but it works...big time...in changing the nature of outbound calls you make.
"Hi, it's JP Moery calling for AAA Association. They have me working on a special project regarding annual conference sponsorships."
here's the secret sauce...
"I realize my call is completely out of the blue. Can you speak briefly?"
This completely disarms the recipient. You have given them a chance to get off the call (you will ask for a specific time to call back, right?). To be honest, they have time or the call would not have been picked. Additionally, a different type of conversation occurs because they have let you in.
Hope this helps in your efforts. It has mine.
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Ideas and musings on association leadership and organization success from JP Moery, President, Moery/LAI
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Moery/LAI
Moery/LAI brings innovation and energy to America's associations. We use nearly twenty years of experience with the nation's high profile associations to provide services in:
Fundraising and Membership Development;
Business Development Partnerships;
Non-Dues Revenue Strategies.
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