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Despite the advent of sophisticated fundraising methods via the Internet, social media, and other online platforms, the bottom-line truth is: good old-fashioned telephone fundraising still works, bringing in over one billion dollars annually from generous Americans. It's a wellspring of untapped funds your nonprofit could be reaping.

Stephen F. Schatz, CFRE, cofounded The Development Centerone of the country's preeminent direct mail/telephone fundraising service bureausin 1982. He guided its growth with hundreds of clients and multi-million dollar revenues. For over twenty years, The Development Center represented some of the nation's most prestigious nonprofit organizations, particularly colleges, universities, museums, performing arts organizations, and healthcare institutions. He was also a founding trustee and chief operating officer of the ePhilanthropy Foundation, the world's most prominent organization promoting ethical online fundraising, education, and best practices.

Foreword	p. xi
Introduction	p. xv
Acknowledgments	p. xxi
About the Author	p. xxiii
The Nature of the Telephone Medium in Fundraising	p. 1
Contacting your Database of Constituents	p. 2
Face-to-Face Soliciting	p. 4
Direct Mail Soliciting	p. 7
E-Mail	p. 10
The Telephone Medium	p. 14
Strategies for Using the Telephone in Fundraising Campaigns	p. 23
Summary	p. 26
Scripting Strategies	p. 29
Prescriptive versus Nonprescriptive Scripts	p. 31
One End of the Spectrum: The Hard Script	p. 32
The Other End of the Spectrum: The Call Guide	p. 34
Somewhere in the Middle: The Hybrid Soft Script or Call Outline	p. 36
Final Analysis: Which Script Approach Is Best?	p. 38
Summary	p. 42
Overview of an Effective Call Process	p. 43
Identify "the" Prospect	p. 43
Introduce and Identify Yourself	p. 45
Build Rapport	p. 47
Explain the Purpose of your Call-Making the Case	p. 48
Ask, Ask, Ask—The Process of Negotiation	p. 49
The Result of a Negotiation—Yes or No?	p. 50
Summary	p. 52
Identification of the Prospect and Introducing Yourself	p. 53
Finding the Right Prospect	p. 54
Introducing Yourself	p. 59
Summary	p. 65
Rapport—Developing a Relationship	p. 67
Put the Prospect at Ease	p. 70
Give Thanks When Due	p. 71
Build on your Existing Relationship	p. 72
Closed-Ended Questions	p. 73
Open-Ended Questions	p. 74
Listening for Clues	p. 77
Summary	p. 77
The Purpose of the Call	p. 79
The Segue to the Purpose Section of the Call	p. 80
The Four Cs of Effective Case Making	p. 81
Other Challenges	p. 83
Brevity Is the Essence of Wit—and Effectiveness	p. 85
The Purpose: Case Statement Strategies	p. 86
Precall Letters: Yes and No!	p. 89
Summary	p. 94
The Ask!	p. 95
The Weak-Kneed—Need Not Apply	p. 97
The Concept of a "Proposal"	p. 98
Make It Personal	p. 98
Strategies for the First "Ask"	p. 99
Summary	p. 113
Negotiation	p. 115
The Three-Ask Strategy	p. 117
Other Factors Limiting the Length of a Negotiation and Number of Asks	p. 119
First Things First: Setting the Stage for the Counterproposal	p. 122
Articulating the Counterproposal	p. 126
Increase the Urgency as the Call Proceeds	p. 130
Summary	p. 131
The Close	p. 133
The Final "Spin" of Urgency—an Optional Strategy	p. 136
Decisions, Decisions: How Low to Go	p. 141
Articulating the Close	p. 143
Prior Donors	p. 144
Summary	p. 150
The Result	p. 151
What Is a Pledge?	p. 152
Pledges: The Confirmation	p. 158
Other Issues	p. 159
Refusals	p. 164
Unspecified Pledges	p. 167
Summary	p. 170
Dealing With Objections	p. 171
Objections Defined	p. 172
Objections Can Occur at Any Point in the Call	p. 173
Objections Examined	p. 175
Discovering Objections	p. 176
Two Types of Objections	p. 178
Strategies for Dealing with Willingness Objections	p. 186
Deliberation, Delay, and Deferral of Decisions	p. 191
Other Negotiating Strategies	p. 195
Summary	p. 198
Writing, Refining, and Testing Your Script	p. 199
Writing the First Draft	p. 200
Writing the Final Draft	p. 201
Role Playing	p. 201
Live Calling Test	p. 202
Fine-Tuning the Script	p. 202
Summary	p. 203
Conclusions and Final Words	p. 205
Appendix	p. 209
Samples and Scripts	p. 209
Develop Your Own Scripts	p. 239
Afterword	p. 249
Index	p. 253
Table of Contents provided by Ingram. All Rights Reserved.

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Effective Telephone Fundraising : The Ultimate Guide to Raising More Money

Effective Telephone Fundraising : The Ultimate Guide to Raising More Money

0470560592

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