The Structure of an Effective Fundraising Call

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Comprehensive overview of the fundamental components of an effective fund raising call.

Comprehensive overview of the fundamental components of an effective fund raising call.

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  • 1. Structure of an effective fundraising Call
    Albert D. Melfo
    Director of Annual Giving
    Kent State University
  • 2.
  • 3.
  • 4. 1
    The Introduction
    The Introduction
  • 5. Technique
    Introduction
  • 6. Wording
    “Hello, may I speak with Naomi Mishi?
    Hello, Ms.Mishi. This is [ Full Name ], calling for Kent State University.
    How are you today?”
    (pause)
    (pause)
  • 7. Transition into Engagement
    “Ms. Mishi, I’m calling with a group of students tonight to tell you about some exciting things happening on campus and to talk with you about the Annual Fund.
    Do you have a few minutes to talk?”
    Permission question:
  • 8.
  • 9. The Engagement
    2
  • 10. Technique
    Build Rapport
  • 11.
  • 12. Permission Question
  • 13. 3
    Case for Giving
    Case for Giving
  • 14. Technique
    Build a Case for support
  • 15. Transition into Negotiation
    The Agreement Question:
    “Given your connection with the University, Ms. Nishi, may I count on your support today?”
  • 16.
  • 17.
  • 18. 4
    The Negotiation
  • 19. Technique
    Determine Level of Support
  • 20.
  • 21. Agreement Question
  • 22. 5
    The Formal Close
  • 23. Technique
    Formal Close
  • 24. 5a
    The Wrap-Up Step
  • 25.
  • 26.
  • 27.
  • 28.
  • 29. Handling Concerns
    The “A/C/A/C” Technique