Thu, 3 December 2009
This podcast includes: Brad Layland and Pat Rhoades discuss how to schedule a meeting to ask your major donors to increase or continue their gift to Young Life.
First pray for the person you're going to call and pray for wisdom. Then pick up the phone and tell them what you want to do with them. Nobody wants to be blind-sided. Make sure you tell them you're going to ask for their gift. Start with your easiest calls to people you know will say yes to gain confidence.
Brad and Pat role play a call to ask and then critique their example call.
Brad (playing the donor) was trying to derail Pat, he wanted to complete the deal over the phone. Pat (playing the staff person) feels like if pushed into a corner (the donor refuses to meet and just wants to take care of it over the phone) that it's OK to make the "ask" over the phone. But Pat was able to "hook" Brad's interest by agreeing to bring pictures of camp and information on a particular camp in order to secure a face to face visit. But Pat had to reach Brad's heart to share the impact of his gift. Pat has said that he doesn't want their money without their heart. "Hook" your donor by sharing something that reaches their heart. In the example call it was Malibu. Your sharing the best news and product out there. This is not a transaction it's an opportunity to get involved in Young Life.
The first five people that email Field Development at email@example.com and say, "I want to take a donor to Starbucks", will win a $5 giftcard to Starbucks. Then call your donor and say, "I got a free giftcard to Starbucks and I'd like to use it to take you out for coffee." Try this. It gets easier and easier with practise. You should be meeting with the top 20% of your donors about four times a year.
Remember to maximize your time for ministry with kids by making calls, hanging out with your donors and sharing with them the real impact of their gifts to Young Life.