It is tremendously difficult to understand who to prospect and who not to prospect. We don’t want to waste our time talking with people who are not interested in the organization and we need to be able to prioritize who we talk. So how do you do it?
How do you figure out who is a good prospect? If you are doing cold calling where do you go first? The Book of Lists, Chamber Lists? Do you get referrals from donors who already love the organization? When you call do you try and talk with business owners, executives, or middle management? How do you get in-touch with them?
I’m trying to answer those questions myself. How can I most appropriately use my time in prospecting and talking with donors? I’d love to hear from you.