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  General Script Revenue

I ask all donors for an annual leadership gift. At my last school, that strategy meant starting at a $1,000 to $2,500 ask. Here, it means starting with a $500 to $1,000 ask. We use a ladder down negotiation technique.

I've found this works much better. For example, only loosely instituting the high ask and ladder down negotiation (it was new to the callers and I wanted to break them into it softly), resulted in a 66% increase in donors and a 122% increase in dollars during the spring calling program.

 
Contributed by ...
 
Meghan McGeary, Director of Development at Vermont Land Trust
Email AddressMeghan McGeary is the Director of Development at Vermont Land Trust. She began her career at her alma mater, University of Pittsburgh, where she first served as a TeleFund supervisor, then the Manager of the Direct Mail and Faculty/Staff Campaigns, and finally as the Manager of Annual Leadership Programs ($1,000 to $100,000) before heading to New Hampshire as the Annual Giving Coordinator at Plymouth State University.

Supportingadvancement.com Athletics - Athletics Appeal
  Note: The individual team mailings were written by the team coaches at Plymouth State University.
  Good example of synergy between development and athletics.

  Football, Football Pledge Card, Men's Basketball, Men's Ice Hockey, Men's Lacrosse, Pledge Card, Softball,
  Volleyball, Women's Basketball Pledge Form, Women's Lacrosse
Supportingadvancement.com
Caller Incentives - Monthly Incentive Structure
Supportingadvancement.com
Direct Mail - Acquisition Letter, Extra Gift Card, Lapsed Fall Donors, Pledge Card, Spring Appeal Card, Window Carrier
Supportingadvancement.com
Hiring - Telemarketing Recruitment Advertisements
Supportingadvancement.com
Membership - Renewal Card
Supportingadvancement.com
New Donor Packet - Envelope, Insert 1, Insert 2, Insert 3, Thank You Folder, New Donor Letter

Supportingadvancement.com Policies - Confidentiality Agreement
Supportingadvancement.com Renaming the Annual Fund - Text for Alumni Magazine
Supportingadvancement.com Scripts - Answering Machine, General
Supportingadvancement.com Things Your Learned at Telefund
Supportingadvancement.com Training Materials - FERPA Quiz, Training Manual
 
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