FundClass Archives

Phone Campaigns Training Materials

Training materials for FundClass Topic #15, February 1999

This set of pages is the Volunteer Training Manual used by Art Horne at Magnolia Hospital Foundation in Magnolia, Arkansas. They are provided here to supplement the FundClass topic lead by Art during the month of February 1999. The topic began when he posted the opening message on February 1.

A Note of Thanks From Art

"Thank you!" does not adequately express the appreciation that we feel toward you who will work tonight to support our local hospital. By supporting Magnolia Hospital, you are involved in helping to alleviate human suffering. This hospital has, since 1939, provided the best in health care possible to all people in our area regardless of their ability to pay. Last year alone, the hospital gave 1.8 million dollars in free medical care to people who could not afford to pay.

Our Hospital has been neglected in donations and recognition. We have never supported our Hospital with tax dollars and have never had a Foundation until January of 1996. You are helping to correct that tonight, by getting your friends involved in our efforts to improve the quality of health care for our region through giving to our Foundation.

First, thanks are expressed to Valerie Sanders, our first phonathon chairperson ever! She has done a lot of work prior to this evening… gotten prizes, made personal calls for donations, helped organize the evening and been extremely positive and helpful through the whole process.

A special thanks needs to be given to Bob Jones, Steve Nipper and Debbie Arnold and the wonderful folks who work at First National Bank. They have given a lead gift to challenge other businesses and have provided us with their facility to help with our campaign.

Thank you Ceceile Eads for getting our refreshments together; Molly Burns for helping to solicit our prizes to make this a fun night; and to each of you as a team member. You are a part of a wonderful effort. Thank you again for being so willing to get involved to start our Foundation’s emphasis of “Why not Magnolia Hospital first?”

Thank you again and may God bless you and your work tonight!

Because of you, I am enthusiastically yours,

Art Horne
Executive Vice President

What Do I Say?

There is no magic secret to being a good telephone Volunteer. The main thing is that you believe in the importance of having a local hospital in Magnolia. Then follow the instructions. There is a lot of excitement in bringing in a gift of $40.00 or more when you think of the good that we will do with the money.

Here are a few ideas to help you:

  • Treat each call as if it were the only one you are going to make tonight.
  • Have a positive mental image of the person you are talking with.
  • Listen to what they are saying.
  • Smile, sit up straight and be alert.
  • Remember to ask for a specific amount
  • Confirm the amount by repeating it to the caller.
  • Write down anything that needs to be shared with the Director.
  • Remember to ask if their company has a matching gift program.
  • Leave them happy that you called and treat them kindly. Use great manners and respect.

Phone Script

Introduction:

Hello, May I speak with (title and last name)?

This is (your name) calling for the Magnolia Hospital Foundation. How are you tonight? I’m calling to talk with you about our new Foundation and to ask for your support. Did you know that our hospital is not supported by tax money from our city or county? The hospital began in 1939. The city raised $35,000 to build it and has never put any more money into it. So, it has become important to ask our community to support our local hospital.

Our Foundation has as its mission to support Magnolia Hospital. We started in 1996. Our desire is to expand health care services and continue to improve the quality of care and equipment. The Foundation is made up of people like us that want to insure that we have a local hospital that is well staffed and equipped. We think that it is time for those of us who care to support the ongoing service our hospital gives. We see other hospitals thriving and we think it’s time to think about our home hospital. It is there when we need it. Last year our Emergency room saw nearly 11,000 people who had need for immediate care.

Unrestricted funds are used wherever the need is the greatest within the scope of health services to be used for people in our local area. Our goal for this campaign is $40.00 from 220 donors.

  • Ask: Would you consider supporting our hospital with a contribution of at least $40.00 this year?
  • Agrees: Thanks! You’ll receive a courtesy notice confirming your gift of (repeat amount). Is your address (quote it and make necessary changes)? Will you be able to get your contribution back to us this week so we can have it counted in our total? (Let them respond). Thank you!
    • Bricks: By the way, I want you to be aware that for every $100.00 donation given, the donor will have a brick inscribed and dedicated in a terrace in front of the hospital. Would you be interested in that? (Find out if they want to raise their pledge).
    • Matching Gift: One more thing does your employer or your spouse’s employer have a matching gift program? Good! You can sign a form from your company and they will match your contribution, but you get credit for the total gift. Just send the signed form in with your gift.
    • Closing: Thanks again for your encouragement and support. Good bye!
  • Prospect Says Suggested Amount is too much:
    Many times places that we write to for grants look at the number of donors that a charity has. Your involvement is meaningful at any level. Would you consider a pledge at a lower amount? (Get the amount pledged and confirm it).
  • Refuses to Pledge:
    I’m sorry that you can’t join with us in your support now. I hope that you’ll consider what our hospital means to our community and join us in the near future. Thanks for allowing me to talk with you. Goodbye.

7 Basic Truths of Fundraising

  1. Organizations are not entitled to support; they must earn it. Is it meaningful for the person to give? Does it agree with their values?
  2. Fund-Raising is not raising money; it is raising friends.
  3. Raise money by expressing the benefits of the hospital to the individual and community. Such as, we are local, here when needed, have life-saving equipment and doctors to help in emergency.
  4. People don’t give without being asked.
  5. Once you’ve explained well, ask.
  6. Get others involved to ask for money. Friends give money to friends. It is as important to involve others as it is to raise money. If people are involved with us, their hearts, service and money will follow.
  7. Treat prospective donors as you would want to be treated. Give them proper courtesy and respect. In essence find what they value about the hospital and link their values with our service.

Phone Help Sheet

  • I Support Magnolia Hospital!
  • Identify yourself and that you are calling for Magnolia Hospital Foundation.
  • State the reason you are calling. “I feel that it is important to support our local hospital first.”
  • Request a contribution. We are hoping for at least 220 people to donate at least $40.00. Would you be willing to give at this level? You also have an opportunity to have a paving brick inscribed as you wish for a donation of $100. Would you like to participate in that campaign?
  • Verify donation and write their address on the envelope. Sign the “I Support Magnolia Hospital!” form and place it in the envelope. Make changes of address and name spelling if needed.
  • Thank the donor. If the donor is not at home, sign the letter… “I tried to call you…” and address the envelope and place letter inside.
  • Please write all needed changes to the donor’s information.
  • Be thorough! Put your signed document inside envelope with response envelope.
  • Put it in a stack by your phone. Our volunteers will come by and pick them up for accounting and mailing.

Needed Forms

  • "I Support Magnolia Hospital" pledge form. Response forms to be signed and sent with envelope to people who pledge.
  • "I tried to reach you." Letters to sign, address and send with envelope to those we do not contact.
  • Contact Sheet (list of names you compiled):
    • Record contacts.
    • Write pledge amounts
    • Total amount of contacts and pledges.

Pledge Form

I Support Magnolia Hospital!

Name ______________________________________ Address___________________

City State Zip____________________________________________________________

Phone ______________________________________

Pledge $_____ Gift Enclosed $ _____________

Thank you so much for your gift. Please make check payable to Magnolia Hospital Foundation, PO Box 629, Magnolia, AR 71754. Could you please make your donation by the end of the month? We want to count your donation in our total. Thank you for thinking of our local Hospital!

"I Tried To Reach You" Letter

I am sorry I missed you

Last Thursday, July 16 I joined several others in calling for support of Magnolia Hospital. Our goal is to have 220 average gifts of $40.00. Would you please consider how important having our local hospital is to you and your friends and family? Last year our emergency room staff saw over 11,000 cases! Many people have arrived in time to receive TPA, the drug that helps stop heart attacks and thus saves lives. Our hospital is here 24 hours a day, 7 days a week to be ready for you if needed.

Our hospital is non-profit, and is not supported by city or county taxes. Our vision is to have the best quality health care available to everyone in our service area. So we ask you to add your support to the people who serve us through Magnolia Hospital.

Would you please consider a generous gift today? Please make your check payable to the Magnolia Hospital Foundation, PO Box 629, Magnolia, AR 71754. May I ask that you make your contribution today? We have worked hard to see our goal accomplished. We need your gift to make our goal.

Thank you for thinking of our local hospital first. A form is enclosed. Please complete it and mail it to us in the enclosed envelope.

You are appreciated!

Thanks

Second Annual Phonathon for Magnolia Hospital a Success!
Our appreciation is sincerely expressed to…
Our Corporate Sponsors:
First National Bank
Columbia County Ambulance Service
The Department Directors at Magnolia Hospital
Anonymous
Joe Woodward
Our Gifts Were Supplied by:
Jennifer’s
Lois Gean’s
Ruth’s
Olson’s Gun Shop
Backyard BBQ
Our “Behind the Scenes” Helpers:
Ceceile Eads
Renee Eads
Glo Atkinson
Molly Burns
Lucy Ray
Zina Horne
Becky Woodward
Deane Woodward
Steve Nipper
Debbie Arnold
Our Callers for 1998:
Annette Pate
Sharon Carter
Mary Ruth Fallin
Ashley Fallin
Margaret Myers
Mavis Henry
James Staggs
Erthalyne Hunter
Carl Bailey
Kathy Dickson
Therese DeRoche
Susan Cross
Sharon Colvin
Deborah Nipper
Tami Rogers
Craig Rogers
Trevor Rogers
Shari Dees

A special thank you to all who donated this year. Join us who believe that our local Hospital is important and say "Why not Magnolia Hospital first?" This year’s chairperson was Valerie Sanders. Thank you Valerie!
Opening Message of this topic

These materials are part of an opening message to a FundClass fundraising topic on phone campaigns that was originally posted on February 1, 1999