Custom Phone-a-thon Services

Hi folks, Judy Milito, J. MIlito and Associates. This morning I want to talk to you about the value of a thank you call. You know why a personal thank you call is important to your donors? It's because they don't receive a lot of them. I'm going to tell you a story. My alma mater, Grand Valley State University here in Allendale, Michigan, during the summer time will call me because I am a graduate, and just say thank you. It happens usually during the spring or summer. When that telephone call happens it really warms my heart. I love it because I receive so few thank you calls from all the organizations that I support. So let this be a lesson. I think thank you calls are a valuable and very important. Your donors love them. I'll give you a couple tips. I think thank you calls should be made to every single donor no matter the size of their gift.

Let me tell you a little story before I end. One of my clients has our call center do his personal thank you calls to all of his donors. He tells us year after year those donors that are called increase their gifts year after year. So the value of a thank you call is very important. Do it!

Thank you. Talk to you soon.

 

JM6_2012Juddee Milito, CFRE, President
J. Milito & Associates, Inc.
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(616) 453-8711

Hi. Juddee Milito with J. Milito and Associates. Our company does telephone fundraising for a number of organizations in the U.S., mostly in the Midwest.

I want to talk to you about the importance of an outbound telephone fundraising phone-a-thon. It's so important to follow up on your "lybunts" and your "sybunts" and your NON donors. Lybunt is an industry term that relates to donors that gave 'last year but not yet this year.' They are your most prized donors. You do not want them to lapse away year after year. It's too hard to bring them back and too expensive to bring them back.

Okay, what's a sybunt? This term refers to someone who gives 'some years but not yet this year;' and everybody knows what a NON donor is. Now, the importance of a phone-a-thon using an outbound telephone fundraising company like ours is that we can call those lybunt and those sybunt donors, ask and renew and upgrade their gift of support, and take you UP over your fundraising goal.

Sometimes it's hard for your volunteers or students or friends, who have every good intention, to come into your organization and make those phone calls. They just can't make the ask. And you can't really afford to let these special donors lapse away.

During your phone-a-thon you have to make sure you plan the calls to follow the direct mail solicitation that you'll be doing. If you're sending out a full blown direct mail solicitation package with a brochure and a pledge card and a remit envelope then we suggest that calls begin four weeks after that solicitation lands in the household. If you are just doing a little e-blast, postcard or website notification, then those phone calls can happen right away...even the day after the postcard hits the mailbox.

So, plan your strategy, including your phone-a-thons and give us a call. We're happy to do the telephone fundraising for you, contacting your lybunts and sybunts and NONdonors this year. Thanks for reading!

 

JM6_2012Juddee Milito, CFRE, President
J. Milito & Associates, Inc.
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(616) 453-8711

Hi, again. Juddee Milito with J. Milito and Associates here in Grand Rapids, Michigan. Our company does telephone fundraising for nonprofit organizations throughout the Midwest.

Today's topic is about the mechanics of a good direct mail solicitation letter. I've talked about this before, but it's important that you understand and know what's good and what doesn't work.

Most important is to plan your strategy and mail your direct mail solicitation on time. Spell my name right when you are sending me a direct mail piece, asking for a gift, especially if I'm the person who writes the check! And if my nickname is different from my salutation, use that in the body of the letter to personalize your message. Tell me a story. Tug at my heartstrings. Thank me for my last gift of support and tell me what it was. Then...Ask for a gift – whether it's a percentage over last year's gift or a gift string, make the ask! And, don't forget the P.S. Be sure there's a call to action at the end of the letter.

Thanks so much!

 

JM6_2012Juddee Milito, CFRE, President
J. Milito & Associates, Inc.
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(616) 453-8711

Good morning! It's Juddee Milito with J. Milito and Associates. Today's topic is multi- year giving or, what we in the industry call, sustainer gifts. Some of you call them your monthly, quarterly or semi-annual donors. Whatever you call them, these are your donors, who give a regular gift via EFT. It's important to capture more donors who truly know and love you and ask them to give their gift of support on regular and on-going basis.

I'm talking about gifts of support that come to you electronically, through EFT. We capture sustainer donors in the call center all the time by asking for multi-year gifts that can be remitted on a regular basis electronically. It's easy to do via the telephone. It's easy to do via your direct mailings and on your website. It helps your donors become regular, sustaining donors who will help your organization succeed. And now you not only have sustaining donors, you have on-going cash flow.

Call me about some of our strategies and how we do this with other nonprofit organizations. I'd be happy to build a plan for you using telephone fundraising.

 

JM6_2012Juddee Milito, CFRE, President
J. Milito & Associates, Inc.
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(616) 453-8711

Hi. It's Juddee Milito with J. Milito and Associates in Grand Rapids, Michigan. Our company does telephone fundraising for a number of non-profit organizations throughout the Midwest.

I want to talk to you today about not wearing down your volunteers making phone calls to your donors for gifts of support. I think the value of a volunteer is very important but why not use them to make your personal donor thank you calls? Or to help you build and encourage participation with your events? Or even help you put on a successful event! Use your volunteers to advocate for your organization. They can be some of your best 'sales people.'

I have a really tough time with volunteers on the phone because they really don't know how to answer a donor objection and they can crumble when someone says, "no." So if you have a direct mail effort that needs phone call follow-up, we're happy to do your outbound telephone fundraising, secure gifts of support and help you go over your goal this year!

 

JM6_2012Juddee Milito, CFRE, President
J. Milito & Associates, Inc.
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(616) 453-8711

Hi, again! Juddee Milito, J. Milito and Associates. Our company does telephone fundraising for lots of nonprofit organizations around the United States. Fall is a great time to really ramp up your major donor work. When I was sitting in your chair many years ago, I really liked the months of October, November, and December to make appointments with my major donors. I would go see them with a little gift – something small, but very personal – to ask for their gift of support face-to-face. How did I do it? I sat on the phone for an hour every day. Closed my door, did not open or send email messages and just made phone calls, scheduling appointments to see my major donors.

Really, you need to plan who you want to call and when you are going to call them. Then get on the phone and ask for their undivided attention and make those appointments. And you need to make those appointments now! November and December are great times to be visiting your major donors. They're in the mood to be philanthropic to your organization. So, don't forget to go after your major donors this time of year.

Thanks again! Talk to you soon.

 

JM6_2012Juddee Milito, CFRE, President
J. Milito & Associates, Inc.
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(616) 453-8711

Good morning. It's Juddee Milito again, with J. Milito & Associates. Our company does telephone fundraising for a number of nonprofit organizations in the Midwest. I want to talk to you about preparing your e-blasts for the weeks of December 17 and December 27. It's very important that you prepare some wonderful stories about your organization, and then go ahead and ask for a gift of support. Make those stories short and sweet. And try to get in three e-blasts in each of those two weeks. And, please, make it very easy for your donors to find the "Donate Now" button on your web site.

Here is why I ask you to do these e-blasts...let me tell you a story. One of my most favorite customers did her e-blasts two years ago for two years in a row, just before year-end, and increased her gifts of support by $50,000 every year. All she did was some heartfelt e-blasts asking for gifts of support to the organization. She told stories, tugged at heartstrings, and made it simple for donors to give. They work! And, as you and I know, the fundraising that is being done via the website and via emails is very important. It is increasing every year. So, again, what I can tell you is: prepare now and just do it!!!

Thanks. Talk to you soon!

 

JM6_2012Juddee Milito, CFRE, President
J. Milito & Associates, Inc.
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(616) 453-8711

Hi, everybody. It's Juddee Milito with J. Milito & Associates. Our company does telephone fundraising and follow-up for a number of organizations across the U.S.

I want to talk to you about the value of a personal phone call as a follow-up to your direct mail solicitation. Here's why it's so important that you call those donors that may not have sent in the gift of support off your direct mail: we don't want them to fall off your direct mail donor list due to a lack of a gift. We don't want them to lag behind with their gift, and we don't want them to lapse away another year. We need to call them!

Ask for their gift of support. Continue to build a relationship with them. Communicate with them on a very personal level asking them for the gift of support for the mission and the ministry that is you. Talking to another live human being is so important. They can throw that direct mail letter away but sometimes they just can't throw that telephone call away. If you need help reaching those donors who have not yet given a gift of support through your direct mail solicitations, give us a call. We're happy to be of service.

Thanks again!

 

JM6_2012Juddee Milito, CFRE, President
J. Milito & Associates, Inc.
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(616) 453-8711

Good morning! It's Juddee Milito with J. Milito & Associates. We are a professional telephone fundraising organization and have been in business for 16 years.

I've been asked to talk to you about the question, "What is a soft pledge?" Here in the call center, some of our donors will tell us, "Well, we got the information and we are thinking about giving a gift of support. We haven't quite made up our mind." But they are not telling us, "no." They're just not telling us, "yes," - yet. We call that a soft pledge.

It's very valuable to your organization because many of those soft pledges, when they are followed up with a direct mail ask, turn into dollars for the mission and your organization. So, a gentle reminder after a soft pledge happens is very important. Soft pledges turn into firm pledges 90% of the time. We do our job to gather them for you. You then have to follow up with a direct mail letter to your soft pledge donors.

Soft pledges work. We love soft pledges.

Thanks again! Happy fundraising this fall.

JM6_2012Juddee Milito, CFRE, President
J. Milito & Associates, Inc.
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(616) 453-8711

Hi, again! It's Juddee Milito with J. Milito & Associates. I was asked to talk about the difference between using students and volunteers for your phone-a-thon versus using a professional firm. Here's what I found in my 16 years of telephone fundraising experience, running phone-a-thons for hundreds of organizations...

Number one - using students and volunteers can cost you money. It can cost you sales and it can cost you gifts of support. Why? Poor training is the number one reason why students and volunteers have a tough time on the phone asking for gifts. Or they don't show up for the times they are supposed to be working.

Sometimes they have trouble asking for the gift, asking for the sale because of maybe a background or experience or poor training. Or, they're afraid! I've seen, time after time, students and volunteers crumble when they hear a rejection and sometimes even ridicule over the phone. It's very tough to come back after you hear, "no," time and time and time again. Sometimes they don't know how to answer objections, and they could lose larger donations and larger sales.

I once heard one of my customers tell me, when they were running the student phone-a-thon at their organization, I would hear the young students ask for any gift of support and they were talking to a $100 donor, and they were happy when the $100 donor gave them a $25 gift. That customer came to us. We did a test - the test was between our professional fundraising staff and the students. And guess who won? That customer has been with us now for about 15 years and we're delighted to be helping them again this year.

So again, happy fundraising! Think about what I just told you and if you have a need, give J. Milito &Associates a call. We'd be happy to quote your organization on your phone-a-thon.

 

JM6_2012Juddee Milito, CFRE, President
J. Milito & Associates, Inc.
This email address is being protected from spambots. You need JavaScript enabled to view it.
(616) 453-8711

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