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How to present
- 1. Presentation TrainingPresentation Training By Anto Francis BharatBy Anto Francis Bharat
- 2. Direct Fundraising “Good fundraisers are not born they are made.”
- 3. FR-7 Steps to signing a supporter Preparation Approach Introduction Motivating Objection Handling Closing Administration
- 4. Preparation Preparation Approach Introduction Motivating Objection Handling Closing Administration
- 5. Preparation “Luck is what happens when preparation meets opportunity.” Seneca • Know your stuff • Grooming – Nails – Hair – Teeth (Bad breath can bring down productivity!!) • ID cards • Visiting Cards
- 6. Preparation • Forms • Permission letter • IT exemption certificate • Folder • Newsletters • News Articles • Query form • Contact form/ DCR • Know your approaches target • Know your presentation target • Know your sign up target • Have the right attitude
- 8. Approach “You never know till you try to reach them how accessible men are; but you must approach each man by the right door.” Henry Ward Beecher 1813-87 • Benefits of the right approach – Leads to a good introduction – Will help make the potential supporter comfortable talking to you
- 9. Approach Street “You never know till you try to reach them how accessible men are; but you must approach each man by the right door.” Henry Ward Beecher 1813-87 • Benefits of the right approach – Leads to a good introduction – Will help make the potential supporter comfortable talking to you
- 10. Approach • Find the right location – Offices – Places with traffic of shoppers etc. – Suggest a new location to your Team Leader • Find the right position – So majority of people are walking towards you – Allows you enough reaction time to approach them – Stand alert, no slouching, no sitting • Make the right approach – Don’t pre judge who will sign and who will not…don’t assume – Step forward confidently – Smile – Eye contact – Positive Posture
- 11. Approach • Find the right location – Offices – Places with traffic of shoppers etc. – Suggest a new location to your Team Leader • Find the right position – So majority of people are walking towards you – Allows you enough reaction time to approach them – Stand alert, no slouching, no sitting • Make the right approach – Don’t pre judge who will sign and who will not…don’t assume – Step forward confidently – Smile – Eye contact – Positive Posture
- 12. Approach • Out of 10 people you approach 9 will refuse to listen • Stay positive as rejection is natural and not necessarily because of your wrong approach • Keep trying till you succeed
- 13. Introduction Preparation Approach Introduction Motivating Objection Handling Closing Administration
- 14. Introduction • Smile • Eye contact • Excitement • confidence • First five steps/ first five words/ first five seconds are the most crucial • Greet • Introduce yourself • Ask for permission • Power of attraction
- 15. Introduction • Greeting – Good morning / afternoon / evening Sir / Ma’am – Hello Sir • Introduce Yourself – I am Ravi from ActionAid (Speak slowly …very slowly) • Get Attention and permission – “We are doing an awareness campaign on poverty in India” – “I wanted to speak to you about how you can reduce poverty in India” – ActionAid is an organization working on poverty and peoples rights and wanted a few minutes of your time – What do you think are the biggest reasons for child labour in India ? • Thank you for the time – Thank you Sir / Ma’am
- 16. Motivating Preparation Approach Introduction Motivating Objection Handling Closing Administration
- 17. Motivating • Be clear • Be informed (be sure of the story behind the photo) • Use the presenter • Use a good transition Agreement- “I am sure you would be concerned about how the poverty in India is affecting you” Use a Fact- “Did you know that 40% of sex workers in India are below the age of 14. Use a photo: “What do you think is best way to fight child labour?”
- 18. Motivating “Harry: Yeah I called her up, she gave me a bunch of crap about me not listening to her, or something, I don't know, I wasn't really paying attention” Dumb & Dumber (1994), Dumb & Dumber • Engage in a conversation build a relationship • Earn the right to proceed (observe non verbal clues) • Listen..Listen…Listen
- 19. Listening • Show that you are listening – Eye contact – Nod – Encouraging smile – Yes ..hmmm… – I know what you mean – Please continue – Ask a open ended question – Ensure Understanding
- 20. Open Ended Questions • What is an open ended question? • A question ending starting with a W • A question that cannot be answered in Yes or a No • hoW/ What/ Why/ When/ Where? • What is the benefit of open ended question – Allows a conversation rather than a one sided monolog or a yes or no answer – Lets you get inside the head of supporter – Allows you handle objections better – Allows for relationship building
- 21. Open Ended Questions • Lets practice • Lets play a small game (to be changed) The listening Interrogator open ended questions
- 23. Objection Handling “Objections are only requests for information” How to handle objections • Stay calm • Don’t react • Pause • AMBOM • Activate Mind Before Opening Mouth (AMBOM) • Listen…Listen…Listen ( Encourage) • Ask Questions • Demonstrate understanding • Respond
- 24. Responding to Objections • Stay Positive • Remember it only a request for additional information • Never assume what the objection is • When you ASSUME you make an • ASS of U & Me • Encourage and get details (remember Listening?) • Ask Questions (open ended) • Demonstrate understanding of the objection
- 25. How to show you understand “What is the point ? Poverty are everywhere” • Repeat – You are right Poverty is everywhere but…. • Rephrase – Poverty seems to be everywhere but ActionAid… • Ask a question (close ended question) distract …engage – So you are saying that there is no way of fighting poverty even if we try… • Get A “Yes” on your side – “What you are saying is that poverty is really big issue , have I understood you correctly?…”
- 26. Reasons for Objections and how to respond • Once you have understood the objection then respond • Misunderstanding: (due to supporter not listening hence missing some point). Clarify –educate-explain • Disbelief or skepticism: “Q- Oh these NGOs are all the same god knows what they do with the money” : Prove give examples • Real drawback: “But can you rescue the poor child next to my house.” Show the big picture “At ActionAid we are focused on the root causes that affect every Indian including you very seriously. What do you think is the real reason why this child does not go to school?” • Real complaint: “Last time I gave money I did not get a receipt” Apologize professionally use Feedback form
- 28. Closing • Closing means to ask for a decision • ABC- Always be Closing • Look for opportunities • Closing helps you understand the mind of the supporter and understand possible objections
- 29. Closing Possible closing statements • Direct – We need supporters like you to continue our work. How much would you like to contribute? • Give an closed option – Would you like to contribute to our projects through Credit card or cheque • Use a proxy – Would you like me to fill up your form now? • Ask an open ended question – How many children would you like to send to school today?
- 30. Donor Communications • Welcome Call • Welcome Pack • Link to the child • E newletters • Tax certificate- 50% Exemption
- 32. Admin. & Good Bye • Transition – Closed question – Statement of warning of conclusion • “Please go thru our website and stay updated” • Leave Taking – Body Language – Words of leave taking
- 33. Mock Calls
- 34. Incentives
- 35. Working Rules/ reporting and methods • No smoking no spitting while in Campaign • Best behavior • Politeness
- 36. FAQs
- 37. T H A N K Y O UT H A N K Y O U
Hinweis der Redaktion
- Since this is the part of the F2F sales training it is important to emphasize the fact that F2F is about not about how well you talk…but instead about how well you listen how well you keep abreast of information on Oxfam and other relevant issue. Is also important to mention here the need to stay calm and attentive always. Mention some examples of this in your personal F2F interactions
- Important here to mention that F2F is a simple seven step process. While normally these steps follow each other but they do not always go along predictable lines. Like for example they may go from motivating to objection handling and back. The important thing however during all times is to listen.
- While this is simplest step of all. Preparation is key to following up on the next steps. Hence ensure enough emphasis is put on it.
- Seneca (5 BC - 65 AD) Roman dramatist, philosopher, & politician Crack a joke on saans ki badbu of some DDR who was getting very low productivity. He kept approaching people but not getting any sign –ups until one day he resigned because he felt he could not do this job. Only during the exit interview did his GC tell him what he thought. So don’t repeat the mistake ask your girlfriend or boyfriend how your breath is. Exercise 1.1 Show a full set of things …material things that is kept in bag and pull it out as you ask for responses
- Exercise Stop the training here switch of the screen ask people to read out from their memory as to what was on the list. Catch people who are the most silent or those who have not spoken or those who are sleeping. Pull the things out of the bag by one as they say it.
- Most crucial part of a SREs work … no approach… no presentation… no presentation … no sign up.
- Henry Ward Beecher (1813 - 1887) US abolitionist & clergyman
- Henry Ward Beecher (1813 - 1887) US abolitionist & clergyman
- Exercise 2.1 Tell me the best locations you know in your city? Why is it the best location? Who comes there? What are the best timings for that location? Demo 2.1 Show a non positive posture
- Exercise 2.1 Tell me the best locations you know in your city? Why is it the best location? Who comes there? What are the best timings for that location? Demo 2.1 Show a non positive posture
- Exercise 2.1 Tell me the best locations you know in your city? Why is it the best location? Who comes there? What are the best timings for that location? Demo 2.1 Show a non positive posture
- In combination with the approach works to ensuring that the potential supporter is comfortable with you.
- Niccolo Machiavelli (1469 - 1527) Italian dramatist, historian, & philosopher Question to ask for sleepers? So what is this new order? The order to fight against poverty and injustice!
- Role Play on introduction Donor, SRE, Observer
- This is the meat of your presentation it is here that you convince the possible supporter about how dangerous the state of the planet is and how important our work is and most of all how important his support is in achieving this.
- Dumb and dumber needs no introduction should get a few smiles. Ask people around to describe the movie to others.
- Exercise on open ended questions 3.2 convert question to open ended questions Exercise 3.3 identify open vs close ended questions
- Exercise on open ended questions 3.2 convert question to open ended questions Exercise 3.3 identify open vs close ended questions Exercise 3.4 listening interrogator
- Exercise 4.2 Role play one supporter one Recruiter one observer Three objections given to each group to rotate roles and give feedback to each other. Before that summarize AMBOM Encourage Ask qustion Demonstrate understanding Respond Exercise 5.1 list of objections 1.Ngos don’t work they only eat up our money?2.What r u doing locally?3.Agriculture is pointless people should shift to IT 4.You are anti progress?5.What will i gain if i give u my money?7.YOU people making western propaganda?8.you are antidevelopment?10.What is ur accountability