Update alumni contact information
Share recent university news
Ask for donations
Conduct a phonathon survey
Give the phone to the manager to talk to the prospect
Be rude back
Listen to prospect and continue with the call according to the script
Who are you calling and how do you pronounce their name?
When was the last call made and do they have a giving history?
What year did they graduate and what college did they belong to?
Do you have an email address that you would like to provide?
I see hear that we don't have an email address in our records for you. I can enter one now so that you can stay up to date on current happenings at FAU.
Is your email address still _____________?
Can I get an email address for you really quickly?
Have a shoulder to lean on
Rephrase, Reflect, Feel, Felt, Found
Mimic, Rephrase, Reflect, Rephrase and Reflect
Reflect, Mimic, Rephrase and Continue
Rephrase, Feel, Rephrase and Continue
To move the call into a positive direction
To get to know the prospect
So the prospect can get to know you
So the prospect will be more receptive to making a donation
$300 > $150 > $75
$300 > $150 > $75 > Class Gift
$240 > $120 > $60
$100 > $55 > $35 > Class Gift
Until the prospect says no
Be pushy about it
Modify the levels
Ask 4 times
Learn, assume, share, care
Love, all, skin, cells
Lilo, aladin, shrek, cinderella
Listen, acknowledge, continue, support
International Business Check Card
Can we send you a pledge card?
Would you like to put that on a credit card?
Did you know that you have until June 30th to make your donation?
We accept Visa, Mastercard, Discover and AmEx. Which card will you be using?
Intro, Rapport, Closing
Intro, Rapport, Case, Ask, Close
Rapport, Closing, Ask
Intro, Ask, Rapport, Closing