Effective Telephone Fundraising is a how to manual on writing effective telephone fundraising scripts. It 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 the case in a compelling way and strategies for doing so); making a proposalto the prospect (asking for money); the process of negotiation and effective closing strategies; results of the negotiation: (pledge, refusal); and ending the call. It examines in detail a systematic way of dealing with objections, and deflection/decision deferral strategies, along with a psychological motivators for giving over the telephone, and assessing giving potential of prospects. The book also includes sample scripts or call outlines, along with effectivelines that could immediately be incorporated into existing telephone fundraising strategies to improve results.STEPHEN F. SCHATZ (Philadelphia PA) co-founded in 1982 one of the country's preeminent direct mail/telephone fundraising service bureaus, The Development Center. He guided its growth with hundreds of clients and multi-million dollar revenues. It was acquired by a communications conglomerate in 1998. Over 15 years, The Development Center represented some of the nation's most prestigious nonprofit organizations, particularly colleges, universities, museums, performing arts organizations, and healthcare institutions. Schatz was also the Founding Trustee and Chief Operating Officer of the ePhilanthropy Foundation, the world's most prominent organization promoting ethical online fundraising, education and best practices.
- ISBN: 978-0-470-56059-4
- Editorial: John Wiley & Sons
- Encuadernacion: Rústica
- Páginas: 288
- Fecha Publicación: 14/04/2010
- Nº Volúmenes: 1
- Idioma: Inglés