Your SlideShare is downloading. ×
One ring to rule them all    telephone fundraising
Upcoming SlideShare
Loading in...5

Thanks for flagging this SlideShare!

Oops! An error has occurred.


Saving this for later?

Get the SlideShare app to save on your phone or tablet. Read anywhere, anytime - even offline.

Text the download link to your phone

Standard text messaging rates apply

One ring to rule them all telephone fundraising


Published on

Published in: News & Politics

  • Be the first to comment

  • Be the first to like this

No Downloads
Total Views
On Slideshare
From Embeds
Number of Embeds
Embeds 0
No embeds

Report content
Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

No notes for slide
  • “No Standing” guarantee – but in return you have to promise to stay awakeSales isnt giving what dont want - showing how you can give what they want - fortunately everyone wants to make the world a better place.
  • About me & Total Fundraising (one and only advertise)Selling time share - freds dead
  • More charities use ‘International Treks’ than Telephone fundraiseEither nobody doing it or misinterpreting ‘telephone giving’ – welcome calling for me is a fundraising call.
  • ‘Integrable’ is a word – not integratableDonors think in terms of on or off.
  • All roads lead to pledge – take details and confirm in writing (recording recommended but not required)
  • NOT A SCRIPT!Telephone Preference Service (TPS)The Telecommunications (Data Protection and Privacy) Regulations 1999Paperless Direct DebitPCI Compliance – depends on system
  • Contactable is no, but still positive – helps attrition and cleans data, allows you to update/get feedbackAverage increase = 63% - average person we call giving €12/€13 and will increase to €21How often? After 6 months and every 6 months if you have a reason to call anywaKFC can ask you to increase the size of the order every time you go – because it tastes so nice.
  • Again nearly half of nos said they’d think about it.“Do you mind if I ask why you cancelled?”Sooner rather than laterDonors think ON or OFFCircumstances change, bank errors (5 out of 28), didn’t know could reduce/pauseCan’t afford – donate less?
  • Mystery shopping is so evil. Nobody is perfect.Deleted loads of her nameDoes the declarationGoes on to say that the amount she was giving was a bit of a stretch for some people.Gets OK checks details, gets bank detailsConfirms back everything, reads declaration/legal
  • About half of nos said to call back or to send information – so maybe?
  • Similar thoughts to other forms of fundraising:Match gift amount based on donor historyFundraising targets – specific amountsMatch corporate givingJen Shang on Philanthropic PsychologyAsking how many friends you have, trigger words (like ‘caring’ ‘helpful’)Positive information
  • Story of buying computer games – the regret immediately sinks in after buying or not buying.Play bad welcome call – inspired? Combat the negativity and fear that seeps in.Irish Cancer Society’s thank you dayMarriage Equality calling every 2 weeksDonor Journey
  • JohnstonRing in anticipation of next event$131.42 = €91.55 = £78.26Fundraisers are like donors – it’s on or off.
  • Also charity forgot to take CVS number, but asked for £10 upwards – lovely.Create a one-sheeter for every staff member that takes a call.
  • Anyone willing to match it?
  • Why we’re doing it?Start asking – set yourself a goal…10 people a day? Get 1.
  • Transcript

    • 1. Telephone Fundraising One Ring To Rule Them All Simon Scriver Total Fundraising @TotalFR
    • 2. About Me Telephone Fundraising - Simon Scriver
    • 3. Telephone Fundraising - Simon Scriver
    • 4. Telephone Campaigns Relatively Cheap Personal Easy To Launch Scalable Easy To Stop Instantly Adaptable Integrable Telephone Fundraising - Simon Scriver But people hate getting calls and won’t give their bank details…
    • 5. Telephone Campaigns Upgrades Reactivations Conversions Donor Care & Thank You One-off Appeals Fundraiser Management Inbound Telephone Fundraising - Simon Scriver
    • 6. Call Structure Are You Allowed To Call? (TPS, Data Protection, Paperless DD, PCI Compliance) Build Rapport Thank You Feedback Update Details By the way…ask for money Telephone Fundraising - Simon Scriver
    • 7. Upgrades Telephone Fundraising - Simon Scriver
    • 8. Reactivations 19% 54% 27% Yes No No Contact Telephone Fundraising - Simon Scriver
    • 9. Reactivations Telephone Fundraising - Simon Scriver
    • 10. Conversions 8% 25% 67% Yes No No Contact Telephone Fundraising - Simon Scriver
    • 11. Donor Response Spectrum Regular DD Donors Lapsed Donors Other Regular Donors One-Off Donors People Who Value You Volunteers Fundraisers Random Strangers Telephone Fundraising - Simon Scriver
    • 12. Influencing Donors “We had another member who contributed $_______” $111.91 $115.00 $110.00 $105.00 $96.98 $100.00 $95.00 $90.00 $86.58 $87.44 $85.00 $80.00 Control $75 $180 Telephone Fundraising - Simon Scriver $300
    • 13. Donor Care & Thank You Affirmation Validation Feedbackation Telephone Fundraising - Simon Scriver
    • 14. Fundraiser Management Online Event Registrants that received a phone call raised $131.42 more than a registrant who did NOT receive a call Courtesy of Mike Johnston Telephone Fundraising - Simon Scriver
    • 15. Inbound Good morning [charity] Could I make a donation please? Yes certainly. Just let me put you through to that department please. Morning, Fundraising. [NAME] speaking. Hiya, could I make a donation please? Yes just hang on two seconds. [SILENCE FOR 33 SECONDS} Hi. Sorry for the wait. We're just trying to find the right number to put you through to someone. Is that OK? Yep. Thanks, cheers. [SILENCE FOR 6 SECONDS] Was it an on-line donation you wanted to make? Um... Or was it just a cheque? card. Yeh, that's the number we're just going to find for you. 2 seconds. Sorry for the wait. [SILENCE FOR 50 SECONDS] Sorry for the wait can I give you a ring back if you give me your contact details?'s grand I'll just call back later. No, sure I can give you a ring back. It's no bother. I'm waiting for this number. No it's alright. Oh hang on! I just got it here! Hang on 2 seconds sorry. Yep, would you be able to give this number a ring? These people will be able to take your payment over the phone now. 0800... Let me just get a pen. Actually I'll just write it on the computer. OK go ahead. [GIVES NUMBER] Does that number work from the Republic of Ireland? I'm not sure. OK I'll give it a try. Thanks bye.
    • 16. Inbound
    • 17. What Next?  Corporate Fundraising  Cold Recruitment – Supporters & Surveys  Gift Aid  Be Compliant  Mystery Shop  Test It  Keep Doing It  Remember Why You’re Doing It Telephone Fundraising - Simon Scriver
    • 18. Simon Scriver +353 (1) 884 8002 @TotalFR