Here
are some guidelines and suggestions that should prove to be very
valuable when you are conducting a phonathon for your ministry:
1.
Write
out a script
of what you basically want to say when talking with the people.
2.
Practice
what you are going to say out loud a few times so that you feel
comfortable and relaxed with it.
Or if you are trying to train others to make calls, make a
few phone calls and let them “listen in” to how you handle the
conversation.
3.
Pray
.
. . and ask for God’s blessing as you in a natural way share and
talk with the people you’re going to call.
4.
Best
nights to make your calls: Monday, Tuesday, and Thursday evening are best.
5.
Best
times to make your calls: Between
6:30 and 9:30 in the evening are the most productive.
6.
Best
person to talk with:
The main decision maker (when a couple, most often this will
be the husband).
7.
Best
way to address people: Experience
has shown that people respond best when you use their first names
(when it’s known). Use
their first name as often as you possibly can during the
conversation.
8.
Best
amount of times to let the phone ring:
Let it ring at least 6 times (no less than 6) and no more
than 8.
9.
Best
way to call:
As alluded to before, plan your call in advance and know
basically what you want to say and how you want to say it.
10.
Best
approach when asking people for a decision: Do not ask “yes or no”
questions, but rather seek to provide them with good alternatives
and let them choose the one that is best for them!
11.
Best
way to answer a question you don’t know the answer to:
Tell them honestly that you are not sure of the correct answer and
would prefer not to say something that might not be true. . .Then
you steer the conversation back to following what you need to find
out.
12.
Best
thing to encourage:
Encourage everyone to do “something” according to their ability.
Everyone can normally do something, especially when they can give
their gift at a time most convenient for them.
13.
Best
attitude to have: Positive,
enthusiastic, understanding but fairly persistent, gracious. . . put
a smile on your face and in your voice when talking with people.
People give to people and to a winning cause. . . so your attitude
and actions can really make a difference.
14.
Best
way to start off the conversation: Speak up and speak clearly!
Make sure you’re the one leading and guiding the conversation.
Remain calm and in control at all times!
15.
Best
amount of time for the conversation: This will vary, don’t linger on the phone
forever but also don’t hurry off the phone. The reason you are
calling is important and needs to be treated fairly.
16.
Best
ways to make calls:
Block out a period of time in the evening when you can set up by
your phone and make a series of calls without a lot of interruptions
and distractions.
17.
Best
advice about calling: Once you’ve blocked out some time. . .don’t
leave. Get as many calls and contacts made during that time as you
possibly can. Don’t
try to make calls while at the same time doing a lot of other things
too.
18.
Best
result to aim for:
For the person you’re talking with to make some verbal
commitment as to how much they feel they could financially help with
this project.
19.
Best
thing to do when a number is wrong or disconnected or out of
service:
Set it aside
with any other similar cards. . . and then later on call information
and see if you can determine a new or corrected number.
20.
Best
closing:
No matter what the results (or lack of results) that come
from the conversation. . . complete the call in a very cheerful,
gracious, and appreciative manner.
21.
Best
suggestion for positive results:
Don’t just ask for a one-time “yes or no” decision. . .
but rather seek to provide the different financial alternatives
available and let them pick the one that best fits them.
(Example: if a person says they are not interested in making
a 1-year pledge, you can respond, “I certainly understand. One
thing some people are doing is to contribute something that they can
give sometime over the next several months. . . a special one-time
gift. Is this a possibility for you? How much could I put you down
for?”) When talking
with people, move in a “progressive manner”. . . from high to
lower. . . as you speak with them about the different ways people
can help support this project.
Plus:
Lessons Learned from 13 phonathons, 50,000 calls, and 18,000 pledges
for over $2,000,000
22.
First class mail pays for itself
23.
Personalized letters draw best
24.
A detailed marketing plan is a must
25.
A pledge is a collector’s item!
26.
The more volunteers the better, but volunteers must
be managed
27.
There’s no substitute for good
writing/communication
28.
A festive atmosphere defuses callers’ fear of
phoning
29.
Success begets success
30.
There’s more at stake than just the phonathon
gifts
31.
Friendly caller competition can be worth thousands
of dollars
32.
Phonathons are not for the faint of heart!
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ABOUT THE AUTHOR: Brian Kluth is a national and international speaker and writer
on Biblical generosity and financial matters.
He is also a church pastor and the founder of MAXIMUM Generosity, a public ministry dedicated to advancing Biblical generosity through inspirational preaching, leadership training seminars, writing, resources and the media. Brian’s written materials have been distributed to more than 350,000 Christian leaders in more than 100 countries .For additional materials or to contact Brian, email:
bk@kluth.org or visit:
www.kluth.org
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