Smartideas

Helping you qualify, cultivate and prioritize major donors and legacy supporters so you can have fun closing more gifts more efficiently.

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The number one thing to avoid saying when you call a planned giving prospect

So somebody was interested in learning more about how to update their will.  You know because they sent in a reply form from one of… Read More


Who answers your telephones?

Is the person who answers your phones also your least trained employee? If so, why? Do they answer the phones with class or “attitude”?  And… Read More


Go ahead… Cold call!

Recently someone told me at a networking function that cold-calling was “old-school” and didn’t work. Of course this person admitted he never made a cold… Read More


Why people won't call their leads- a post about sales call reluctance.

Just last week I had two discussions with two different clients that blew me away.  We were talking about the leads my firm generated for… Read More


How to leave a voicemail while cold-calling or making follow-up calls.

As most of you know, I still believe in cold-calling. That’s because it still works! Sure I’ve had people tell me it’s old-school. But I don’t… Read More


3 simple ways to get prospects to CALL YOU.

These days there’s a lot of talk about how you should use your website as a marketing machine.  …A lot of talk about search engine… Read More


Why "hope" is not a strategy.

People have been throwing the word “hope” around a lot lately.  Two years ago President Obama’s entire campaign focused on that very word.  And although… Read More


PAIN! Why you can't sell anything to anyone unless they have pain.

Anyone remember David Sandler?  Not Zig Ziglar, not Tony Robbins, and definitely not Tom Hopkins.  I’m not talking about those famous sales trainers.  I’m talking… Read More


3 easy recommendations for improving your batting average with cold (or warm) calls.

Don’t “wing-it!” That’s what most sales people do.  They wing-it.  They know they need to make some sales calls to follow-up on leads.  So they… Read More


Three things you should never do when making a cold call.

Reading time for this entry: Under 3 minutes. 1- Never start off by saying, “Hi.  My name is (insert name the prospect could care less… Read More


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