1. Prepare Yourself, Know Your Prospect

• lead by example:Make your commitment;be ready to discuss it.
• identify what motivates you and your willingness to involve others.
• learn about your prospects philanthropic desires "hot"buttons.

2.Appointment Making

• send a post card alerting donor of your call.
• telephone to make the appointment.  The goal is to make them want to see you face-to-face.
• establish why you're calling, speak as a peer, on a first name basis.
  ask for a specific meeting time.

3.The Meeting

• be confident, open, relaxed. Convey your pride, passion and purpose.
  seek common ground.
• stress the Jewish connection.
• talk about both your roles; doing and giving are mitzvot.
• know the "Case" facts. Be ready with dreams and needs.
• when you have touched their heart go on to the ask.

4.The Ask

• people most often don't know what a "good" gift is.
• suggest the "consider" amount.
• avoid words like "should", "must".
• after mentioning the amount, say nothing. Wait for the response.

5.Negotiations

• the 3Fs work- "I know how you feel, I felt that way too and I have found."
• unanswered questions, say you will send the information.
• you are asking on behalf of thousands of Jews around the world:fulfilling hopes and needs of Jews everywhere.

6.Confirmation

• go over payment options.
• give a heart felt thank-you no matter the outcome.
• follow up with written thanks.
• record what you've learned and call in or e-mail in results.