4662 Gravelly Hills Road
Louisville,
Tennessee 37777
(865) 379-1234
(865) 379-2034 (fax)
(800) 263-1976 (Toll-free)
300 Queen Anne Ave. N., Suite 377
Seattle, Washington 98109
(206) 364-1227
(206) 364-1218 (fax)
(800) 606-6922 |
fundraising for all type of churches
SOLICITATION TECHNIQUES
Guidelines for a Successful Visit
Five points that you should remember to prepare for a successful phone call or
visit are:
1. MAKE YOUR OWN GIFT FIRST. By making your own gift first you will find it easier to
convince others to give and others will have more confidence that you support the
organization.
KNOW THE FUND-RAISING FACTS. You must be familiar with the case and, most important,
what the benefits are - to the parish and community as a whole - of a successful fund
drive for the project. Internalize the benefits of the project so that you can speak from
the heart. Use brochure as a guide. Some benefits:
3. MAKE PERSONAL CALLS ONLY. The most effective and efficient results are achieved by
making personal visits to prospective major donors. The reason for personal visits is
simply that people give to people and are more likely to give if asked in
person to support the project.
4. WORK IN PAIRS. Work with a partner. Two people working together can do a more
thorough job than one working alone. In addition, by working in pairs you dignify your
visit and emphasize the importance of your work and the church’s financial need.
5. YOU ARE A SALESPERSON ... NOT A COLLECTOR. As a salesperson you are selling
the vision of the church, not asking for money. The objective is to impart
information, motivate and encourage, and to get the card returned!
STEP 1 (Preparation)
Make Your Own Gift First
Familiarize yourself with the details of the building project.
Be prepared to explain, in your own words, why you are
supportive of the project.
Your enthusiasm will help to motivate others to volunteer and participate
financially.
Use the index cards to make notes.
STEP 2 (Appointment)
If you need to meet with someone in person, do not get into a discussion about the
project over the phone. The phone call is just to set an appointment.
Arrange ample time for your visit (usually 30-45 minutes)
Always work with a partner and make certain your partner can make it at the time and
place you arrange.
STEP 3 (Overview of the Program)
Give a brief (5 minute) personal overview of the case.
Ask what questions or concerns they have about the project so that you
can specifically address them.
Explain your personal commitment to the project and why you have
volunteered.
Briefly summarize the financial aspects of the appeal, notably, what
the goal is and how much has been raised to date.
Take the time to talk about the project and the benefits it will bring
to the parish. Let the person come to understand and accept the project(s).
STEP 4 (Request)
Once you have fully explained the objectives of the program, your next step will be to
request that they return their gift card in next Sunday’s offertory basket.
It is OK to point out to the person that you have no way to know what they were asked
to give. Explain that the parish is divided into teams and that, as a volunteer, it’s
your job to make sure that everyone on your team returns his or her card.
Let the person know that their gift is confidential, but you are willing to take their
card to the church if that will be convenient for them.
STEP 5 (Response)
The response will be one of four answers.
Yes
No
Request Time to consider
• If yes ...
... Thank the person for their time. Ask if they would like you to return the
card to the church. Do not prolong the visit.
• If no ...
... politely thank the prospect and leave as quickly as possible.
• Needs time to consider
... is a positive answer and means the prospect is seriously considering a
gift.
... graciously grant the time, but set a return appointment or
follow-up phone call before leaving. It is best to set the return appointment
for within one week.
General tips for a Successful Solicitation
• Develop a strong, positive and enthusiastic mental attitude toward the
campaign. You are doing important work and not "begging."
• Determine the level of financial participation you will suggest.
• Arrange for an appointment in a personal, family setting if possible.
• Make the call with another person.
• When you begin your visit, be a good listener, become relaxed.
• Do mention money until everything else has been said.
• When discussing funding, refer to the gift plans. Remember stock options.
• Arrange for a second appointment during the first meeting if necessary. |