Ep 231 | Creating a Sales Strategy for 2...

When you think about sales how does it make you feel? For most people they feel icky and greasy. Sales doesn't have to be that way. You can implement a sales strategy into your fundraising approach so that you have a constant stream of people coming into your network for you to build stronger relationships with.

What you'll learn:

→ why having a sales strategy doesn't mean you have to be salesy.
→ why a sales mindset works for nonprofits.
→ ways to motivate your team to keep pushing forward.
→ ways to keep things simple.
→ when it's time to expand.

Want to skip ahead? Here are key takeaways:

[5:40] To have an effective sales strategy doesn't mean throwing everything in people's faces. Think about servers at a restaurant. Great servers know the menu, what recommendations to make, ask you if you want desert. You don't feel like you're being sold to but you are.  Plus, that restaurant is paying attention to ticket totals and tips to help determine who gets the best sections.
[10:53] It starts with building relationships and making connection. If you just keep coming back to people to ask for money and not learning about what their motivations are and who they are then you'll eventually run that well dry.
[15:17] Create a better breakdown of your fundraising goal to know who to target. If you're looking for a certain amount of donors at a certain average gift then you can track where you're at and which audience you should be targeting.  
[23:02] Keep reviewing goals and ensure the team is motivated. Figure out how members of your team like to be appreciated. Ensure that the goals that you're setting have a why attached so people feel excited to help get there. Don't forget to celebrate.
[26:13] Encourage listening and providing value to your audience. Avoid going in to a meeting expecting to close. Go in ready to get to know someone and excited to learn. Come into the converation ready to provide value and knowing some things about the person you're talking with.

Resources

One-on-One Digital Marketing Therapy Sessions
[book] Selling with Dignity by Harry Spaight

Harry Spaight
Founder, Selling with Dignity