Effective Telephone Fundraising: The Ultimate Guide to Raising More Money

Front Cover
John Wiley & Sons, Mar 9, 2010 - Business & Economics - 336 pages
An authoritative guide to boosting your nonprofit's bottom line through effective telephone fundraising

Presenting a detailed structure for writing effective telephone call "scripts", Effective Telephone Fundraising explains the necessary and effective components of an effective call from beginning to end, and provides helpful hints, detailed examples, phrases to employ, phraseology to avoid, and a "road map/chart" for structuring effective call scripts.

  • This how-to manual examines in detail the various stages of an effective telephone call from identifying the prospect and introducing yourself; getting through screens and talking to the decision maker; developing rapport and a creating two-way conversation; explaining the purpose of your call; making a proposal to the prospect;the process of negotiation and effective closing strategies; results of the negotiation;and ending the call.
  • Examines in detail a systematic way of dealing with objections
  • Deflection/decision deferral strategies, along with psychological motivators for giving over the telephone
  • Reveals how to assess the giving potential of prospects
  • Includes sample scripts or call outlines
  • Effective lines that could immediately be incorporated into existing telephone fundraising strategies to improve results

A complete, start-to-finish guide for successful telephone fundraising, Effective Telephone Fundraising helps you structure effective call scripts for your nonprofit's best advantage.

 

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Contents

FacetoFace Soliciting 4
4
EMail 10
10
Contents
12
Strategies for Using the Telephone
23
SCRIPTING STRATEGIES
29
OVERVIEW OF AN EFFECTIVE CALL PROCESS
43
IDENTIFICATION OF THE PROSPECT
53
Introducing Yourself
59
THE ASK
96
NEGOTIATION
115
THE CLOSE
133
THE RESULT
151
DEALING WITH OBJECTIONS
171
WRITING REFINING AND TESTING YOUR SCRIPT
199
CONCLUSIONS AND FINAL WORDS
205
Develop Your Own Scripts
239

Summary
65
THE PURPOSE OF THE CALL
79
Afterword
249
Copyright

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About the author (2010)

Stephen F. Schatz, CFRE, cofounded The Development Center—one of the country's preeminent direct mail/telephone fundraising service bureaus—in 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.

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