In today’s busy and noisy world, many institutions and organizations are questioning or even abandoning their investment in phonathons. Between call screening and blocking, the proliferation of cell phones and the reduction of land lines, phonathon efforts can be viewed as being a less effective way to connect with donors and secure gifts.
However, there are models of effective phonathons that remain productive and effective in today’s environment. Specifically, phonathons that utilize a mix of scripting segmentation, donor and gift challenges, volunteer callers, motivating calling environments, texting, and other thoughtful strategies are still increasing the number of first-time donors, the number of lapsed donors, and total dollars raised.
In this one-day workshop, we will review examples of effective phonathons and specifically discuss how to enhance your efforts. If you are contemplating starting a phonathon, are currently conducting phonathons with paid and/or volunteer callers, or are giving consideration to stopping your phonathon efforts, you will benefit from this workshop!
Topics we will cover include:
- Past and present challenges with phonathons
- Recruiting and motivating volunteer callers
- Preparing for your phonathon
- Effective calling environments
- Connecting with prospects by phone
- Scripting callers with effective messaging
- Counting and tracking in real time
- Effective pledge fulfillment strategies
The fee for this one-day, hands-on workshop is $595 for the first registrant, and $495 for each additional person from your institution. Current clients of Gonser Gerber consulting get a discounted rate of $495 per person. That fee includes a binder of materials, lunch, and a one-day workshop presented by Gonser Gerber consultants. Attendance is limited to 14 people. (Attendees of Friday’s program, “Strengthening Relationships,” can also register at the reduced rate of $495.)
For those of you who are traveling, there are several hotel options available that are within walking distance to our workshop. Check out this Resource Document for a list of your options and rates.
Gonser Gerber Institute workshops allow you the opportunity to work with experienced faculty, learn from your peers, and offer you the tools you need to develop work plans that will help you do your job better. Join us for this program to refresh your skills, learn new techniques, explore what your peers are doing, and provide you with the time to enhance your program.
Jason McNeal, Ph.D., Gonser Gerber partner, is a recognized authority on advancement leadership for non-profit and educational organizations. Having served as the chief advancement officer at East Georgia College and Maryville College (TN), he also has consulted with institutions throughout the U.S. and Canada for the last decade. Dr. McNeal has written extensively on key issues in non-profit fundraising and leadership including his blog that you can find at http://www.jasonmcneal.com.
Michael Littell joined the firm in 2007 as a Senior Associate and has been in the advancement field since 1982. Beginning his 34th year with Saint Xavier High School, a private Catholic school for young men, Saint Xavier’s advancement program has earned several honors and awards including ten CASE Circle of Excellence Awards for Overall Development Performance most recently in 2017 and a Grand Gold CASE award for video productions. He recently received The Robert Bell Crow award from CASE – the highest honor bestowed upon an independent school advancement professional, recognizing dedication to an institution and to the entire profession.
8:00 – 8:30 am Welcome and Introductions
8:30 – 9:15 am Why Phonathons Still Matter
9:15 – 10:00 am The Right Volunteer for The Job
10:00 – 10:15 am Morning Break
10:15 – 11:00 am The Right Paid Caller for the Job
11:00 – 12:00 pm Effective Calling Environments
12:00 – 1:00 pm Lunch (included)
1:00 – 1:45 pm Database Integrity and Donor Segmentation
1:45 – 2:30 pm Scripting Volunteers with Effective Messaging
2:30 – 2:45 pm Afternoon Break
2:45 – 3:15 pm Special Strategies for Increasing Donors and Dollars
3:15 – 3:45 pm Thanking and Stewarding Phonathon Donors
3:45 – 4:15 pm Measuring Your Success
4:15 – 4:30 pm Final Questions and Wrap Up