| CODING | SCRIPT | PLEDGES | MISC | |
|---|---|---|---|---|
|
Already Pledge(incomplete)
The prospect got the letter and already sent a check to the institution.
|
True
You must have a hard dollar amount attached to each ask.
|
Unspecified Pledge
When a prospect will not commit to a dollar amount.
|
Specified Pledge
When your prospect commits to a pledge with a specific dollar amount
|
FALSE – you must complete all asks
It is acceptable to stop asking for money if the prospect states they will not give this year.
|
|
Not Available(incomplete)
The prospect is eating dinner right now.
|
LISTEN, ACKNOWLEGE, SUPPORT, CONTINUE
What does the LASC cycle stand for?
|
Complete
A prospect that will not be contacted again
|
Employer matches charitable donations
What is a Matching Gift?
|
Whereabouts Unknown (complete)
You call for John Smith and reach his roommate. He says john has moved and will not give you the new number.
|
|
Disconnect
(complete)
You get a recording that says the number you have reached is no longer in service.
|
Cell Phone
Address Employer
What are the four demographics we update on every call?
|
Designated Gift
The prospect gives to a specific fund or area
|
Assumptive and Persuasive
What are the two types of Credit Card Asks?
|
Lybunt
Sybunt Lapsed Non Donor
List the four main segments by highest participation to lowest participation.
|
|
No Pledge
(complete)
The prospect tells you that they will never give any money because he is mad at the institution. You complete all necessary asks and end the call.
|
To provide information about the institution to persuade the prospect to donate.
(identifying problem, connecting prospect as solution)
What is the purpose of providing support before each ask?
|
FISCAL YEAR
(July 1-June 30)
An accounting period of
12 months |
Pledge Amount
Card Type Exp Date Security Code (CVV) CC Number Name on card as it appears Billing Address
What 7 things do we collect/verify when taking credit cards?
|
Extended Comment – to client (completes)
Result Comment – to callers (incompletes)
What are the two types of comments we use and who are they for?
|
|
Reassigned Number
(complete)
You call for John Smith and reach the Bill Jones residence. They do not know John.
|
Financial
Lack of Interest Ill Feelings Procrastination
What are the four main types of objections you will hear from prospects?
|
Participation
(changes by segment)
The percentage of pledges based off your contacts
|
Thank you/Commitment
Assumptive CC Ask Persuasive CC Ask Commitment/Payment Option Matching Gift Verify/Capture remaining demo Thank you/Commitment
What are the seven steps to the close?
|
“I’m calling from Ruffalo Noel Levitz. We are a professional fundraising company proudly assisting [PROGRAM] with their annual giving phonathon. (If further doubt/questioning) Please feel free to look us up at www.ruffalonl.com”
(General Objection Script)
How would you respond to “Who are you and where are you calling from?”
|
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