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32 Helpful Tips for Raising Funds Over the Phone
 

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Dialing for Dollars: 32 Helpful Tips for Raising Funds Over the Phone

Valuable lessons from years of using the phone for fundraising efforts

By Brian Kluth, pastor, natl-intl generosity speaker, author & radio commentator (www.kluth.org)

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Brian Kluth
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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

© www.kluth.org.  Copyright reprint permission for non-commercial purposes can be purchased for $20 to photocopy, fax, email or print this materials for 1-25 people, $50 for distribution to 26-500 people, $75 for 501-999 people, and $100 for distribution to 1000 or more.   To purchase the required reprint permission, go to the products page on this website (www.kluth.org), call 1-888-443-7407, or email: bk@kluth.org     

 

 "MAXIMUM Generosity" -  21st Century Biblical Generosity Resources and Training ( www.kluth.org )

Home

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 Building Fund Projects

Financial Counseling

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BIBLICAL GENEROSITY RESOURCES FOR: Pastors   Denominations  Church Ldrs  Individuals  Fundraisers   Mags/Webs/Media

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