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
Posted in Building a Case, Writing a Script
Tagged Case Building, Closing, Opening, Read This First, Script
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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
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
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
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
Posted in Closing, The Front Page
Tagged Closing, Maximizing Donation, Psychology, Script
3 Comments
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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
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
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
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
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
