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CODING SCRIPT PLEDGES MISC
100
Already Pledge(incomplete)
The prospect got the letter and already sent a check to the institution.
100
True
You must have a hard dollar amount attached to each ask.
100
Unspecified Pledge
When a prospect will not commit to a dollar amount.
100
Specified Pledge
When your prospect commits to a pledge with a specific dollar amount
100
FALSE – you must complete all asks
It is acceptable to stop asking for money if the prospect states they will not give this year.
200
Not Available(incomplete)
The prospect is eating dinner right now.
200
LISTEN, ACKNOWLEGE, SUPPORT, CONTINUE
What does the LASC cycle stand for?
200
Complete
A prospect that will not be contacted again
200
Employer matches charitable donations
What is a Matching Gift?
200
Whereabouts Unknown (complete)
You call for John Smith and reach his roommate. He says john has moved and will not give you the new number.
300
Disconnect
(complete)
You get a recording that says the number you have reached is no longer in service.
300
Cell Phone
Address
Email
Employer
What are the four demographics we update on every call?
300
Designated Gift
The prospect gives to a specific fund or area
300
Assumptive and Persuasive
What are the two types of Credit Card Asks?
300
Lybunt
Sybunt
Lapsed
Non Donor
List the four main segments by highest participation to lowest participation.
400
No Pledge
(complete)
The prospect tells you that they will never give any money because he is mad at the institution. You complete all necessary asks and end the call.
400
To provide information about the institution to persuade the prospect to donate.
(identifying problem, connecting prospect as solution)
What is the purpose of providing support before each ask?
400
FISCAL YEAR
(July 1-June 30)
An accounting period of
12 months
400
Pledge Amount
Card Type
Exp Date
Security Code (CVV)
CC Number
Name on card as it appears
Billing Address
What 7 things do we collect/verify when taking credit cards?
400
Extended Comment – to client (completes)

Result Comment – to callers (incompletes)
What are the two types of comments we use and who are they for?
500
Reassigned Number
(complete)
You call for John Smith and reach the Bill Jones residence.  They do not know John.
500
Financial
Lack of Interest
Ill Feelings
Procrastination
What are the four main types of objections you will hear from prospects?
500
Participation
(changes by segment)
The percentage of pledges based off your contacts
500
Thank you/Commitment
Assumptive CC Ask
Persuasive CC Ask
Commitment/Payment Option
Matching Gift
Verify/Capture remaining demo
Thank you/Commitment
What are the seven steps to the close?
500
“I’m calling from Ruffalo Noel Levitz. We are a professional fundraising company proudly assisting [PROGRAM] with their annual giving phonathon. (If further doubt/questioning) Please feel free to look us up at www.ruffalonl.com”

(General Objection Script)
How would you respond to “Who are you and where are you calling from?”




Fundraising

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