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Effective telephone fundraising : the ultimate guide to raising more money

Author: Stephen F Schatz
Publisher: Hoboken, N.J. : Wiley, ©2010.
Edition/Format:   eBook : Document : EnglishView all editions and formats
Summary:

An authoritative guide to boosting your nonprofit's bottom line through effective telephone fundraising.

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Genre/Form: Electronic books
Electronic book
Additional Physical Format: Print version:
Schatz, Stephen F.
Effective telephone fundraising.
Hoboken, N.J. : Wiley, ©2010
(DLC) 2009045995
(OCoLC)437306211
Material Type: Document, Internet resource
Document Type: Internet Resource, Computer File
All Authors / Contributors: Stephen F Schatz
ISBN: 9780470617670 0470617675 9780470617687 0470617683 0470560592 9780470560594
OCLC Number: 613206407
Description: 1 online resource (xxiv, 259 pages) : illustrations
Contents: Machine generated contents note: Foreword. --
Introduction. --
Acknowledgments. --
About the Author. --
Contacting your Database of Constituents. --
Face-to-Face Soliciting. --
Direct Mail Soliciting. --
E-Mail. --
Telephone Medium. --
Strategies for Using the Telephone in Fundraising Campaigns. --
Summary. --
Prescriptive versus Nonprescriptive Scripts. --
One End of the Spectrum: The Hard Script. --
Other End of the Spectrum: The Call Guide. --
Somewhere in the Middle: The Hybrid Soft Script or Call Outline. --
Final Analysis: Which Script Approach Is Best? --
Summary. --
Step 1: Identify ''the'' Prospect. --
Step 2: Introduce and Identify Yourself. --
Step 3: Build Rapport. --
Step 4: Explain the Purpose of your Call --
Making the Case. --
Step 5: Ask, Ask, Ask --
The Process of Negotiation. --
Step 6: The Result of a Negotiation --
Yes or No? --
Summary. --
Job 1: Finding the Right Prospect. --
Job 2: Introducing Yourself. --
Summary. --
Put the Prospect at Ease. --
Give Thanks When Due. --
Build on your Existing Relationship. --
Closed-Ended Questions. --
Open-Ended Questions. --
Listening for Clues. --
Summary. --
Segue to the Purpose Section of the Call. --
Four Cs of Effective Case Making. --
Other Challenges. --
Brevity Is the Essence of Wit --
and Effectiveness. --
Purpose: Case Statement Strategies. --
Precall Letters: Yes and No! --
Summary. --
Weak-Kneed --
Need Not Apply. --
Concept of a ''Proposal''. --
Make It Personal. --
Strategies for the First ''Ask''. --
Summary. --
Three-Ask Strategy. --
Other Factors Limiting the Length of a Negotiation and Number of Asks. --
First Things First: Setting the Stage for the Counterproposal. --
Articulating the Counterproposal. --
Increase the Urgency as the Call Proceeds. --
Summary. --
Final ''Spin'' of Urgency --
an Optional Strategy. --
Decisions, Decisions: How Low to Go. --
Articulating the Close. --
Prior Donors. --
Summary. --
What Is a Pledge? --
Pledges: The Confirmation. --
Other Issues. --
Refusals. --
Unspecified Pledges. --
Summary. --
Objections Defined. --
Objections Can Occur at Any Point in the Call. --
Objections Examined. --
Discovering Objections. --
Two Types of Objections. --
Strategies for Dealing with Willingness Objections. --
Deliberation, Delay, and Deferral of Decisions. --
Other Negotiating Strategies. --
Summary. --
Step 1: Writing the First Draft. --
Step 2: Writing the Final Draft. --
Step 3: Role Playing. --
Step 4: Live Calling Test. --
Step 5: Fine-Tuning the Script. --
Summary. --
Appendix. --
Samples and Scripts. --
Develop Your Own Scripts. --
Afterword.
Responsibility: Stephen F. Schatz.

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