MAKING A SUCCESSFUL PHONE CALL

BEFORE YOU PICK UP THE PHONE . . .

Remember that you are representing Williams. Make sure that you understand and can explain how the Campaign relates to the Fund. You may get questions about this, and you need to have clear answers. Refer to the section, “How will the Alumni Fund work during The Williams Campaign?”

Follow the schedule inside the front cover of this handbook and call your classmates at home. If you make your calls right after the first class agent letter has gone out, you stand a better chance of success. Make your calls just after your classmates receive these letters. Sunday afternoons or evenings are good times to call. The first time you chat with a classmate, ask when is the best time to make future calls, and note that time for future conversations.

Look at your classmate’s giving and personal history on the Profile report BEFORE you call.

• Has he or she given every year?
• What was the biggest increase that the donor ever made?
• Has she or he made a gift to Williams outside the Alumni Fund – some alumni make gifts for restricted purposes. Such gifts are not counted in the Alumni Fund. Thank the individual for the donation, then invite him or her to join you in also supporting the Alumni Fund.
• Does your classmate have a child at Williams or one who has graduated from the College? Or a child who was denied admission to Williams?
• If that person’s gift went up by 25 percent three years ago, ask if he or she can do it again.
• Note if the classmate’s employer will match the contribution. If so, ask the donor to pick up the company’s matching gift form and mail it in with the gift.

Tread carefully with restricted gifts. Imagine how you would feel if you had made a six-figure endowment gift last year and some cheerful soul calls up and says, “I see that you have not contributed to Williams!” Although only unrestricted gifts count for the Alumni Fund, the College welcomes – and is grateful for – ALL donations. Some alumni wonder why their restricted gift does not count for participation in the Alumni Fund. Carefully explain the difference between restricted and unrestricted gifts and the fact that the purpose of the Alumni Fund is to raise unrestricted funds for the College to use in meeting its immediate needs. (If you are not sure of this, look at “Why We Restrict the Alumni Fund to Unrestricted Gifts” in this handbook.)

Do not expect to “close” successfully with most classmates in the first contact. Don’t give the impression of being rushed or pushy. Give your classmate the information, the time, and the support needed to comfortably make a generous gift decision. This may require several contacts. Many alumni are so busy they will focus on the decision only with the impetus of frequent contact with a team member.

Have a gift amount in mind when you contact your classmate. Over and over, we find that the most successful agents suggest a specific gift amount or range to their classmates.

Stress participation. Assure your classmates that the fact that they give is as important as the amount that they give. Gifts from a wide range of alumni – even small gifts – demonstrate widespread support for the College. Other donors, such as foundations, look with great interest at how many alumni make gifts, as do organizations that rate colleges. Suggest an amount honoring your class year – $19.92, for example – or in recognition of your reunion year – $10, $15, or $20 – with extra zeros if they are able.