1: First Call (Discovery Playbook)
Discovery Call Flow: AE & Nonprofit Manager
1. Introduction & Setting the Agenda
AE: “Hi [Nonprofit Manager’s Name], thanks for taking the time to meet today. I’d love to learn more about your organization’s fundraising goals and challenges, and see if Fundraise Up might be a good fit to help. My plan for today’s call is to understand your current fundraising efforts, what’s working, what’s not, and share a bit about how we help nonprofits optimize online donations. If it makes sense, we can outline next steps. Does that sound good?”
(Pause for agreement.)
2. Discovery Questions (MEDDIC Framework)
Metrics:
AE: “To start, what are your primary fundraising goals for the next 12 months?”
Example Nonprofit Manager: “We’re aiming to increase online donations by 25% and boost recurring giving.”
AE: “Great. What metrics do you currently track to measure success?”
Example Nonprofit Manager: “We track total online donations, average gift size, and recurring donor retention.”
Economic Buyer:
AE: “Who, besides yourself, is involved in making decisions about fundraising technology?”
Example Nonprofit Manager: “Our Director of Development has the final say, but our Executive Director is also involved.”
Decision Criteria:
AE: “When evaluating a fundraising platform, what factors are most important to your team?”
Example Nonprofit Manager: “Ease of use, integration with our CRM, and donor engagement tools.”
Decision Process:
AE: “What steps does your team typically take when selecting new technology?”
Nonprofit Manager: “We usually research options, do demos, and then present a recommendation to leadership.”
Identify Pain:
AE: “What challenges are you facing with online fundraising right now?”
Example Nonprofit Manager: “Our conversion rate is low, and we struggle to retain donors beyond the first gift.”
AE: “How is that impacting your team’s workload and fundraising goals?”
Example Nonprofit Manager: “We’re spending too much time manually following up, and we’re missing revenue opportunities.”
Champion:
AE: “Who on your team is driving the push for a better fundraising solution?”
Example Manager: “I’ve been advocating for this because I see how much potential we’re missing online.”
3. Positioning Fundraise Up’s Value
AE: “I appreciate you sharing that. Based on what you’ve said, Fundraise Up can help you increase conversion rates and donor retention by using AI-driven donation prompts and automation. Nonprofits using Fundraise Up see an average 2x increase in online giving and a 34% boost in recurring donations.
Would it be helpful to schedule a demo where we walk through exactly how this would work for your team?”
(Pause for response.)
4. Next Steps & Closing
AE: “It sounds like Fundraise Up could be a strong fit based on your goals and challenges. If you’re open to it, I can set up a demo with your Director of Development and any other key stakeholders. Does next Tuesday work for a follow-up?”