Prospect Engagement

Over the years, I’ve developed a number of novel approaches to engaging prospects with one being the Red Box campaign for Magen David Adom, Israel’s national ambulance service. Here was my challenge: I was based in a major mid-west city and my region extended from Minneapolis to Dallas and from Pittsburgh to Omaha.  To reach top prospects in markets where I was not planning to visit, I needed a novel approach, far beyond an email or traditional mailing. So, I created this red box, with an insert that housed an ambulance and a brief articulation of the need, and sent it via Federal Express to highly rated prospects. Yes, there was a cost for the box and the mailing however to the right audience I knew the payoff could be huge.  Many of the recipients called saying they had received the box and that they had never been approached in such a unique way.  These calls led to opportunities to discuss the ambulance sponsorships as well as a range of high priority needs and associated giving opportunities.  The results: open rate was over 60% (!) with five (5) ambulance sponsorships generated in Year 1.