Structure of an effective fundraising Call<br />Albert D. Melfo<br />Director of Annual Giving<br />Kent State University<...
1<br />The Introduction<br />The Introduction<br />
Technique<br />Introduction<br />
Wording<br />“Hello, may I speak with Naomi Mishi?<br />Hello, Ms.Mishi. This is [ Full Name ], calling for Kent State Uni...
Transition into Engagement<br />“Ms. Mishi, I’m calling with a group of students tonight to tell you about some exciting t...
The Engagement<br />2<br />
Technique<br />Build Rapport<br />
Permission Question<br />
3<br />Case for Giving<br />Case for Giving<br />
Technique<br />Build a Case for support<br />
Transition into Negotiation<br />The Agreement Question:<br />“Given your connection with the University, Ms. Nishi, may I...
4<br />The Negotiation<br />
Technique<br />Determine Level of Support<br />
Agreement Question<br />
5<br />The Formal Close<br />
Technique<br />Formal Close<br />
5a<br />The Wrap-Up Step<br />
Handling Concerns<br />The “A/C/A/C” Technique<br />
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The Structure of an Effective Fundraising Call

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

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The Structure of an Effective Fundraising Call

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

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