‘Don’t Hide Behind Prospect Research’

1. Don’t hide behind prospect research. “Just go and see the person you want to see,” she says. “I’ve seen so many people say, ‘I don’t have the research. I’ll wait,” and months go by and you don’t get the appointment.”

2. Just go in and be yourself. Talk about the organization, about its mission, why you’re there and ask prospects questions like, “What do you like about us? What could we be doing better? If and when you would give something, what would you give it towards?”