Scripting for Acquisition Calls

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This is the third in a series on donor acquisition by Jessica Neno Cloud, CFRE, the author of Successful Fundraising Calls: A Phonathon Scripting Workshop. Cloud is the assistant director for fundraising initiatives and planned giving at the University of Southern Mississippi Foundation. She practices evidence-based fundraising with a focus on return on investment, and has a variety of innovative and effective techniques to share.

You may also be interested in the other articles in this series:

A Quick Assessment for Your Phonathon Scripts
How Data Mining Can Increase Direct Mail Acquisition
How Data Mining Can Increase Phonathon Acquisition

by Jessica Neno Cloud (The University of Southern Mississippi Foundation)

To complete this series on acquisition strategies, I want to look at the art of scriptwriting for acquisition (as opposed to the science of data mining). I'll offer specific tips for:

  • Changing the language you use for scripts dedicated to new donor acquisition
  • Simplifying the script
  • Preparing callers to deal effectively with gatekeepers
  • Writing to the goal, to increase the call's effectiveness

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Get Jessica Neno Cloud's Book

Successful Fundraising Calls: A Phonathon Scripting Workshop offers you a full scripting workshop and tutorial for successful solicitation calls. Author Jessica Neno Cloud critiques and revises 6 real phonathon scripts submitted by institutions across North America.