Hand Offs - Support Raising Training Tip

Support raising training will help greatly with Rrferrals. Referrals are those names given to you by your current supporters or others that you probably do not know personally, but you now have expanded your potential supporters list. As mentioned elsewhere, referrals have a better rate of success than a cold list simply because you come "recommended" by a friend of a friend.

This page will deal with the scenario of you receiving a name, but the friend that gave you the new person's contact information isn't going to contact the friend or go with you to a meeting with them.

An attitude to develop in all of your prospecting is one of "Positive Presumption." Most fundraisers do not like fundraising, and some are even scared. Your support raising training will help you take an optimistic outlook. Assume that people are wanting to help you build the Kingdom, they just haven't met you yet. Those who say "No" are really the ones who lose out on this journey. They should feel absolutely blessed to be a part of your team! So go after them FOR THEIR SAKE!

Here is a letter to send to someone given to you as a referral - in other words a friend of a friend:

"Dear Joe:

Just a quick note. Bill Smith gave me your contact information as someone interested in missions.

Kay & I are missionaries with YWAM - Youth With a Mission. Here is our website for further information. http://www.johnsonfamilymissions.org (or your blog or organizations page)

I'll be calling you in a few days simply to ask for an hour of your time to get together. We are looking for partners for our journey to expand our work in Asia-Pacific region of the world.

Hopefully you can spare the time to hear our hearts and vision and how we can work together.

Blessings,

Curt & Kay Johnson

815-918-4304

http://www.johnsonfamilymissions.org"

A couple of days after you think the letter would have arrived, then begin to try to reach them by phone. Here are some sample scripts. Remember NOT to get caught talking about your work over the phone if you can meet face to face.

We practice a "3 strikes" strategy for referrals. We don't want to "chase" people, and have them get irritated with you or their friend that referred us to them. The soft "take-away" technique on the last call often times will prompt someone to action.

Phone Call Catch them "live": "Hi Joe, this is Curt Johnson with YWAM. Bill Smith had given me your contact information as someone interested in missions. Did you get my letter?

Joe: yes

You: Did I catch you at a bad time?

Joe: No -this is ok.

You: In the letter I let you know that I would be calling to ask for an hour of your time so we can share our hearts regarding our missions work. Do you have an hour sometime this week to do that?

*If they say yes, set up the time and place.

*If they say you caught them at a bad time, ask when you can call them back.

*If they say they don't want to get together, or give an excuse why they can't, ask if you can put them on your newsletter list and get back to them at a later time.

*If you only reach voice mail:

VM1: "Hi Joe, this is Curt Johnson with YWAM. Bill Smith had given me your contact information as someone interested in missions. I trust you got my letter. I'm calling to ask for an hour of your time to hear about our work. Give me a call at your earliest convenience. 888-888-8888. Thanks and looking forward to meeting you. Bye.

If no further contact - call 3 or 4 days later:

VM2: "Hi Joe, this is Curt Johnson with YWAM. Just wanting to connect and hopefully set up that time together. Give me a call and let me know when might work for you. In case you missed our website address in the letter it is http://www.johnsonfamilymissions.org Thanks! 888-888-8888. You can call anytime. bye.

If no further contact - call4 or 5 days later, and do a soft take-away:

VM3:"Hi Joe, I won't be calling again soon. This is Curt Johnson with YWAM. Bill tells me you are a very busy guy, and I'll just assume this isn't the time to get together. With your permission I would like to add you to our mailing list, and maybe we could get together in the future. If you would rather not receive it, please let me know. Thanks! 888-888-8888. bye.

Regardless of the outcome, follow through with a care or letter thanking them for their time and consideration, and that you look forward to connecting in the future, and continue with your support raising training.

Your commitment to your support raising training will ensure you gain the experience and skills to handle hand offs well.

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