Sun, 21 March 2010
This podcast includes: Brad Layland and Pat Rhoades discussing how to schedule a meeting to do an “ask” with Janel Wren. Janel has been on staff for 12 years and she’s the Coordinator for the Reaching a World of Kids campaign, a campaign to raise $200 million dollars.
95% of the work is just picking up that phone and calling someone. Pat and Janel role play a phone call to schedule an appointment to make an “ask” and then Brad, Pat and Janel critique the call.
He acknowledged that Janel was busy, inquired after her family and engaged her. He offered to meet on her terms. He made sure she knew that he wanted to update her on the impact of her gift and talk to her about her financial gift to Young Life. Sometimes donors will say they’re too busy to meet but you need to ask to meet with them in person and avoid discussing their financial gift over the phone.
Donors give in multiple ways. You need to keep very clear records of all the ways a donor gives money. If they give personally and they have a trust that gives and a business that gives – you want to be acknowledging them for ALL of their gifts. Make sure you’re aware of all the ways that they give – you’d hate to thank them for $1000 when their business and family trust gave an additional $4000.
When you get a gift from an unknown entity figure out where the gift came from and thank the donor for it. Let operations know all the ways your donors give so they can link the records together showing you all their giving history in advance of your call.
Pick up the phone even if it weighs 1000 pounds and make sure you tell them if you’re going to ask them for money and if you’re not going to ask them for anything tell them that too. Go to the Field Development department from the Staff Resources website by typing “Field Development” into the search box and hit go. You’ll find a phone call script you can download to get you started.
Start with someone easy – like a family member or close friend to get some experience and then tackle the calls that are a little harder.
Maximize your time for ministry with kids by making the calls to meet with your donors face to face.