Author Archives: Martin Carlsson

Writing a Script

This is the standard and the best way to construct a fundraising conversation. It has been tested in millions of of phone calls.
I personally have made well over 10,000 phonefundraising calls and what ever campaign, organization or cause – the overall structure I here present is what works best. Continue reading

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Handling Objections Part 3: Writing a Script

There is a way the pros handle objections and if you want to be one of us, this is what you should do it: Write down and test ways to handle objections. Continue reading

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Handling Objections Part 2: Advanced

Learn to LOVE objections! They give you important information, handling them correct will build comfort, rapport and trust, they give you an opportunity to close and … they are fun to overcome. This post will show you how to use objections to your advantage. Continue reading

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Handling Objections Part 1: Introductions

Here is the method that has helped 1,000’s of telephone fundraisers to overcome objections. This is really “Objections 101” that anyone in sales and fundraising has to know by heart. Continue reading

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Don’t ask for money, ask for help

Here is a quick way to avoid the dreaded question: “do you want do donate X$?” and start gaining more support by using the more friendly and positive question: “do you want to help”. Continue reading

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1 > 2

Getting people to see the one child in need instead of the millions suffering is one of the most potent tools in your fundraising toolbox. Continue reading

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3 Questions You MUST Answer

Every time someone makes a donation, he knows the answer to those 3 questions.

Every time you get a NO, you have not properly answered the 3 questions for him. Continue reading

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The Importance of Money

The size of the donation is usually the most important aspect of a donation – but time and time again I hear fundraisers downplay the importance of money.

This post should hopefully cure you of that bad habit :) Continue reading

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Part-Acceptance

Getting partial acceptance to your claims will gradually allow you to logically convince the person about your course.

Partial acceptance is a key ingredient in a fundraising conversation, it allows you to logically convince the person and to discover any objections before you ask for support. Continue reading

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Free eBook | Homer Simpson for Nonprofits

The cool guys at Network for Good have put together this totally awesome free eBook.

The eBook gives a short, easy to read and interesting overview of behavioral economics as it applies to fundraising. Continue reading

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