Basics
How many asks should you make on each call?
3
What is the first thing you should do when a prospect declines an ask?
Acknowledge their concern
A prospect says “No,” to the second ask and the caller responds with "I understand. Can we count on you for 25 dollars instead?"
They skipped providing a reason to give
The prospect says: “I can’t give $150 right now, it’s too much for me.”
Should the caller move on to the second ask?
Yes. They gave a clear no to Ask 1 but made it clear that the dollar amount was too much. Move on to Ask 2 with acknowledgment + reason to give.
What are the standard ask amounts for non-donors?
$150 → $50 → $25
Put these in order: Reason to Give, Next Ask, Acknowledgment.
Acknowledgment → Reason → Next Ask
A caller does the first ask. The prospect says, “No, that's too much for me,” and the caller responds with "Students really need your support - would you be able to donate 50 dollars instead?"
They skipped the acknowledgment step
The prospect says: “Hmm… I’m not sure. Can you tell me what the money goes toward again?”
Should the caller move to the next ask?
No. The caller should pause to explain the impact, then return to the same ask since they did not give a clear yes or no yet.
What is the purpose of the Ask Ladder?
Giving prospects multiple chances to support the UMN
Give an example of a good acknowledgment line.
Good job!
Example: “I completely understand that might be a bit much right now.”
A prospect says “Yes I would like to donate,” to the second ask and the caller replies with, “Awesome - would you prefer the link via email or text?”
1. Did not say thank you or repeat the dollar amount
2. Did not confirm the fund
3. Did not tell the prospect that we send links and don't take donations over the phone
The prospect says: “No - I'm unemployed and I don't have that much to give.”
Should the caller move on to the next ask?
Yes. Everyone's financial situation is different, even if they are in grad school or not working. Don't assume they automatically can't give, so make sure to provide the different ask amounts!