here - Tamarack CCI

Customize your script towards the particularities of each business you visit. Look for
special connection points between your case for support and the business’ unique needs.
Practice your pitch points out loud. Some
people rehearse before they meet face to
face with a potential business. Some people
“role play” in advance of meeting with a
potential partner – one side playing the
“skeptical” business team, the other, the
well-prepared non-profit organization –
exploring the business team’s possible
objections and concerns.
Contact your Prospects
You may decide that your first contact will be
by phone, email, or letter. Appendix C
provides some hints related to each of those
methods. While there is no data on the
effectiveness of each approach for recruiting a
business to take an active role in a
collaboration, data from the fundraising sector
does provide a clue about the efficacy of
different approaches. In the fundraising world
it is generally understood that:
Tips for Making Phone Contacts
Schedule time for making your calls
Be prepared with your core points in
front of you
Practice the message you will leave on
voice mail
Be mindful of your listener
Use a conversational tone
Show your enthusiasm
Tips for Writing Letters
Personalize your letters
Keep your initial letter short and concise
Have a colleague proofread your letter
before it is sent
Close the letter by indicating when you
will follow up
A letter solicitation has a
0.5 – 6% success rate
A phone solicitation has a
10 – 25% success rate
A face to face meeting has a
33 – 94% success rate
Tips for Meeting in Person
Confirm your meetings
Confirm equipment needs
Avoid Power Point for a small meeting
Only show videos that are less than 5
minutes long
Begin by confirming how much time you
have
Be clear about what you want
End by summarizing the key points and
next steps
Expect the unexpected
Leave information behind
See Appendix C for more details.
Collaborating with Business for Social Transformation
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