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NWAIS The Art Of The Ask November 5, 2017  Jay Goulart Newsci, LLC
2017 Jay Goulart You do not have resale rights or giveaway rights to any portion of this publication. Only customers that ...
Million Dollar Annual Fund Script
Opening Call You  Hi, this is  identify yourself  from the development office at the Academy, first let me say that everyt...
Closing For Time You  I am sorry that I reached you at an inconvenient time. Would later this week or sometime next week b...
Calling at a time that is suggested by your prospect gives you a slight advantage with the annual fund conversation. It is...
Closing For Time You  I m calling today to see if you and  spouse s name  would be one of our key leadership financial par...
Prospect  That would be very helpful You  Wonderful I will make a note to send a reminder to you at the beginning of April...
They Say Yes To Dollar Amount  You  I m calling today to see if you and  spouse s name  would be one of our key leadership...
Prospect  That would be very helpful You  Wonderful I will make a note to send a reminder to you at the beginning of April...
Can t Give At Level You     I m calling today to see if you and  spouse s name  would be one of our key leadership financi...
Prospect     No we just can   t commit to that level.    You     I certainly understand and very much appreciate your cons...
Not Happy-There Is An Issue You     I m calling today to see if you and spouse s name would be one of our key leadership f...
Add a little bit of body text
I Pay Tuition Don t I   You  I m calling today to see if you and  spouse s name  would be one of our key leadership financ...
Talk It Over With Spouse You  I m calling today to see if you and  spouse s name  would be one of our key leadership finan...
You  1 or 2 o clock  Prospect  2 would be best You  Wonderful I will make a note to give you a call at that time. I just w...
Renew Gift You  I m calling for two reasons today, the first is to thank you for your leadership support last year, you ar...
Capital Campaign Solicitation
Setting The Major Gift Stage The Actors The major gift or capital campaign solicitation requires significant amount of tim...
school, key board member, chair of the campaign or a highly regarded member of the community. 2. The Asker This individual...
Capital Campaign Solicitation The Stages The point knowing    the stages   , is to make sure that you effectively manage t...
 Betty and John thank, you so much for making the time to be with us tonight, as you know we do have the business componen...
I have used this strategy hundreds of times. It has always been a successful way to manage the environment and keep the pr...
You comment     John that is an incredibly unique painting    John s response     thank you, it is extremely special to me...
You     that would be delightful, as you know we do have a business part of our time together today. Would you be open to ...
Getting The Campaign Appointment  Hi, this is Jay calling from the Academy have I reached you at a good moment  The head o...
 We completely understand and respect the value of your time. As we move forward with this initiative it is so important t...
The Campaign Solicitation Romancer  Betty and John, thank you so much for making the time to be with us today. I would lik...
This part of the conversation could take 3 to 10 minutes. Often during this phase, the prospect may ask questions, the Rom...
Once the prospects answer the handoff question it is time for the Asker to take the stage.  Asker A response could sound l...
The Asker  Betty and John, other people in our community, feel precisely as you do about this initiative, and that is spec...
he prospect will define how they will complete the commitment. The Asker must capture every detail in order to communicate...
You need to be ready to map out gifts that may be paid over 3 to 5 years. Creating clarity around these transactions is th...
 John and Betty, at what level might you see yourself partnering with us  Once you have that response, you hopefully will ...
 Morning or afternoon   John  morning is always best   9 or 10 o clock   John  nine   Great, I will make a note to give yo...