Rejections
The prospect doesn't want to give on credit card
If no to giving on a Credit Card:
“The reason I ask for your gift on a credit card is because a credit card gift will allow Tulane to put these funds to use right away and it will also help me. All credit card gifts count towards my fundraising total and I’m going to be able to let potential employers know how much money I raised for the University, and that is going to help me tremendously as I enter the workforce. Knowing this, what credit card would work best for you?”
If Prospect has security concerns:
“Our system is 100% safe and I am the only person who will see your credit card information. And right after you make your gift, you’ll get a receipt sent to the email you provided and that will also have our tax ID number on it for you. With this in mind, what credit or debit card would work best for you?”
True or False:
You can use the computers to surf the web while you make calls
False
The use of the Internet for any non-work-related use is strictly prohibited.
True or False:
You can repeat credit card information back to the prospect to make sure the numbers are correct.
False
Repeating the credit card numbers aloud is a security concern, but you can ask the prospect to repeat the number back to you if you need to make sure you input it correctly
What is a person who studies weather called?
meteorologist
The prospect says all of their money is tied up in funeral costs for their late husband
Give your condolences and end the call
This allows you to reduce your unexcused absences and tardys
Make-up Shifts
What comes after the recurring gift ask?
Matching gift ask
What band was Beyonce originally a part of?
Destiny's Child
The prospect says they are still paying off student loans and/or are still in school
“I understand. I’ve spoken with others who also [repeat situation or say ‘who are uncomfortable making a gift of [Ask Amount 1]’], but your support is crucial now more than ever. Tuition alone doesn't cover the cost of our education, and other resources like gifts from alumni, parents, and friends help bridge that gap. Knowing this, would you consider joining others supporting the University with a gift of [Ask Amount 2]?”
You are given this incentive for every semester that you continue to work at the Engagement Center
.25 cent raise!
This technique helps you bond with the prospect in a way that helps the call feel more like a conversation than an interview
3-Question technique
Name the Disney movie which features a little girl having five distinct emotions – Sadness, Joy, Disgust, Fear, and Anger?
Inside Out
The prospect doesn't agree to a specific amount and says they need to talk to a spouse, need to think about it, etc.
“For budgeting purposes, the President needs to know what money is coming into the school so s/he can know what projects can and can’t be funded. If you had a minimum amount in mind, I would be happy to mark you down for that. You can increase that amount when you get your pledge card.”
How many Hours are you expected to work every week?
9 hours, 3 shifts
Do this before hanging up after getting a credit card gift
Process the gift before you hang up to make sure it goes through
What is the largest organ of the human body?
The skin
The prospect says they like to give later in the year
Re-utilize the Assumptive CC ask:
“The reason I ask that you make a gift today is because it will allow Tulane to put these funds to use right away and it will also help me. If you made a gift on credit card today, it will count towards my fundraising total and I’m going to be able to let potential employers know how much money I raised for the University, and that is going to help me tremendously as I enter the workforce. Knowing this, what credit card would work best for you?”
This is how you redeem Ambassador Bucks
Send an email to the Engagement Center Manager with a link to the desired item
What is the next step after a prospect agrees to giving a gift?
Thank and move to recurring gift ask
What former Nickelodeon star is also the longest-running member of the Saturday Night Live cast?
Kenan Thompson