An authoritative guide to boosting your nonprofit's bottom linethrough effective telephone fundraisingPresenting a detailed structure for writing effective telephonecall "scripts", Effective Telephone Fundraising explains thenecessary and effective components of an effective call frombeginning to end, and provides helpful hints, detailed examples,phrases to employ, phraseology to avoid, and a "road map/chart" forstructuring effective call scripts.* This how-to manual examines in detail the various stages of aneffective telephone call from identifying the prospect andintroducing yourself; getting through screens and talking to thedecision maker; developing rapport and a creating two-wayconversation; explaining the purpose of your call; making aproposal to the prospect;the process of negotiation and effectiveclosing strategies; results of the negotiation;and ending thecall.* Examines in detail a systematic way of dealing withobjections* Deflection/decision deferral strategies, along withpsychological motivators for giving over the telephone* Reveals how to assess the giving potential of prospects* Includes sample scripts or call outlines* Effective lines that could immediately be incorporated intoexisting telephone fundraising strategies to improve resultsA complete, start-to-finish guide for successful telephonefundraising, Effective Telephone Fundraising helps youstructure effective call scripts for your nonprofit's bestadvantage.

Foreword.Introduction.Acknowledgments.About the Author.CHAPTER 1 THE NATURE OF THE TELEPHONE MEDIUM INFUNDRAISING.Contacting your Database of Constituents.Face-to-Face Soliciting.Direct Mail Soliciting.E-Mail.The Telephone Medium.Strategies for Using the Telephone in Fundraising Campaigns.Summary.CHAPTER 2 SCRIPTING STRATEGIES.Prescriptive versus Nonprescriptive Scripts.One End of the Spectrum: The Hard Script.The Other End of the Spectrum: The Call Guide.Somewhere in the Middle: The Hybrid Soft Script or CallOutline.Final Analysis: Which Script Approach Is Best?Summary.CHAPTER 3 OVERVIEW OF AN EFFECTIVE CALL PROCESS.Step 1: Identify ''the'' Prospect.Step 2: Introduce and Identify Yourself.Step 3: Build Rapport.Step 4: Explain the Purpose of your Call--Making theCase.Step 5: Ask, Ask, Ask--The Process of Negotiation.Step 6: The Result of a Negotiation--Yes or No?Summary.CHAPTER 4 IDENTIFICATION OF THE PROSPECT AND INTRODUCINGYOURSELF.Job 1: Finding the Right Prospect.Job 2: Introducing Yourself.Summary.CHAPTER 5 RAPPORT--DEVELOPING A RELATIONSHIP.Put the Prospect at Ease.Give Thanks When Due.Build on your Existing Relationship.Closed-Ended Questions.Open-Ended Questions.Listening for Clues.Summary.CHAPTER 6 THE PURPOSE OF THE CALL.The Segue to the Purpose Section of the Call.The Four Cs of Effective Case Making.Other Challenges.Brevity Is the Essence of Wit--and Effectiveness.The Purpose: Case Statement Strategies.Precall Letters: Yes and No!Summary.CHAPTER 7 THE ASK!The Weak-Kneed--Need Not Apply.The Concept of a ''Proposal''.Make It Personal.Strategies for the First ''Ask''.Summary.CHAPTER 8 NEGOTIATION.The Three-Ask Strategy.Other Factors Limiting the Length of a Negotiation and Number ofAsks.First Things First: Setting the Stage for theCounterproposal.Articulating the Counterproposal.Increase the Urgency as the Call Proceeds.Summary.CHAPTER 9 THE CLOSE.The Final ''Spin'' of Urgency--anOptional Strategy.Decisions, Decisions: How Low to Go.Articulating the Close.Prior Donors.Summary.CHAPTER 10 THE RESULT.What Is a Pledge?Pledges: The Confirmation.Other Issues.Refusals.Unspecified Pledges.Summary.CHAPTER 11 DEALING WITH OBJECTIONS.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.CHAPTER 12 WRITING, REFINING, AND TESTING YOURSCRIPT.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.CHAPTER 13 CONCLUSIONS AND FINAL WORDS.Appendix.Samples and Scripts.Develop Your Own Scripts.Afterword.Index.