Generous Donor Refused (how qualified business slipped away)

Generous Donor Refused

Picture this. You are a fund development director for a respectable school at a well-known state university. Someone calls and says they wish to donate $25,000 for a special scholarship fund in honor of her deceased brother, an alumnus of the school. What would you say? If you think like we do, you'd say, "So sorry about your brother. Thank you for selecting us. When can we get your check!"

In this case, the fund development director responded, "Sorry, we have a minimum donation of $50,000." The prospective donor then said, "In addition, I have a huge bequest in my will for your school. That would put you well over your minimum. Surely that would satisfy your requirements." The development director stuck to her understanding of the rules and let the donor ?and her money?go.

Instead of reporting the regrettable situation to the dean of the school (the fund development director's boss), the donor changed her will and has designated all of her money elsewhere. What are the chances that the dean ? the boss - will ever hear about the sizable scholarship and donation that didn't make it into their bank account?

Actionable Improvements
We often find blind spots within our clients' organizations in the areas of incoming lead capture. For one of our clients, we recommended the establishment of a checks and balances system for analyzing all leads that come via their front desk and via their web site. The analysis of the leads or inquiries is not just left with one person. Anyone who answers the phone is expected to log all calls that come in (a system can be designed to make that really painless). Several people are charged with reviewing all inquiries that come to the website. This may seem redundant, yet each person interprets a "lead" differently. As a result, many different creative responses to leads have brought in business that may have been ignored or rejected. Your goal should be to prevent prospects from slipping through the cracks.

Every executive should have ongoing discussions with those they supervise to make sure they have a healthy understanding about what it takes to be creative when prospects call. It may also include occasional mystery shopping from an outside resource.

If you are one of the People at the Top, how confident are you that no qualified business is being turned away?

Darcie Davis, President of Davis, Kingsley & Company. Darcie is a management consultant, speaker, author and trainer. She works with companies to secure genuine feedback from their clients before advising them on strategic decisions about sales, marketing, and operations. Her advice will keep your clients out of the jaws of the competition. Learn more about Darcie and the services offered at her firm at: http://www.DavisKingsley.com

In The News:


pen paper and inkwell


cat break through


The Four ?D?s of Sales Management

Recently I stumbled across some notes that I had kept... Read More

How To Have A Successful Retail Sales Event

In the 30-plus years I spent working in advertising and... Read More

The Product or the Sale

This is a quandary not unlike the chicken or the... Read More

SEZ WHO? Tips About Recommendations, Sales Cycles, and Trade Shows

Here's the scene. You're at the trade show, having a... Read More

How to Maximize Account Penetration and Jump-Start Sales

Maximizing account penetration is one of the most critical functions... Read More

5 Secrets to Managing Your Sales Manager Productively

Many people believe that the main reason for representatives leaving... Read More

Increasing Business Through Distributors

You're a small company with a good product. You are... Read More

Producing Premium Performance

One of the major issues that arises in managing a... Read More

Increase Retail Sales With Meetups

I recently attended the monthly Italian language Meetup here in... Read More

10 Things to Help Your Business When Sales Are Slow During the Holidays

Twiddling your thumbs and waiting for some business to come... Read More

14 Top Lead Generation Tactics

According to former Harvard Business School professor David Maister, typical... Read More

8 Line Items of a Trade Show Budget

Budget Guidelines for Trade Show MarketingB'techa didn't know - Trade... Read More

3 Secrets That Set The Context For Sales Success

In today's competitive environment, every organization is trying to improve... Read More

Profitable Relationships: Is It Amateur Hour or King of the Hill?

"We're in the relationship business?...airplanes are what we use to... Read More

Book of Lists Marketing for Pressure Washing Companies

The American Business Journals produces a Book of Lists each... Read More

Transforming Your Sales Force by Creating Specific Expectations

I just finished a phone call with a potential client... Read More

8 Procedures to Take Control of Sales and Marketing

The Cash to Cash Cycle Part Three of SeriesWe're sprinting... Read More

6 Common Mistakes in the Sales Hiring Process

Is lack of sales results, more sales training costs, months... Read More

Management From Within

Inspiration and Management from Within ? Part 2.The more you... Read More

When Its DUH? Time at Trade Show - 3 Little Words Save the Day

TIME, MONEY, HASSLE - You can make a sale on... Read More

How to Improve Your Management Procedures Usability

Are your people consistently following your procedures? Each year, organizations... Read More

To Increase Your Sales and Revenue Make Sure To Add Value

What are you and your company's services and products worth... Read More

Rotten to the Core: The Story of How the Best and Brightest can be Ruined

The objective of an incentive is to incite action within... Read More

How to Sell Strategically

If you want to maximize your sales performance, take a... Read More

3 Ways to Increase Your Sales

Last week I got a call from Jose, who was... Read More

Back-to-School List - 10 Tips for Trade Shows

There's a new year beginning now - the school year.... Read More

Make Time, Not Excuses

There are four primary activities that successful salespeople engage in... Read More

Management by Osmosis

Sales managers are an interesting breed, effective sales managers are... Read More

How to Write a Business Plan Sales Section for a Mobile Service

We all agree one of the most important parts of... Read More

Increasing Sales by Using Coupons - Will it Help Your Business?

Increasing Sales by using Coupons. Will it help your business?... Read More

Sex, Drugs, & Rock-n-Roll at Trade Shows

Here's the Scenario...You're at a trade show. Out of town.... Read More

Building Trust For Lifetime Success

Trust.One word.One very powerful word that can increase both first... Read More

Drop Discounts and Earn Top Dollar

Every dollar you discount is a dollar of pure profit... Read More