Financial Ask Script

• Say thank you!
• Clarify the Amount, Frequency, and Start Date
  • It is very important that you know exactly how much and how often partners plan to contribute. Miscommunication can easily happen here. Is the gift monthly? Or were they thinking quarterly or annual, or just a special gift? When would they want to start?

• Once you have determined the amount, frequency, and start date, communicate appreciation again.

• Briefly Explain How to Start Giving

  • Once the amount has been clarified, it is important that the new partner know how he or she can give most effectively. This should be very brief; you will address details later.

  • "Let me explain how that works. Most donors set their giving online. Reliant has a secure website that is easy to use and allows you to stop, start or change your giving at any time. Before I leave, I'll share more about how you can get started."

The prospective ministry partner responds, “I’d like to pray about it,” or “I’d like to talk with my spouse about it,” or something similar.

• Say Thank You and Be Happy! Maybes often can lead to “yes” decisions, so be happy.

  • "I certainly appreciate your consideration!"

• Set up a time to get his/her decision.

  • "For considering giving, when does it make sense for me to get back to you? Could I call you back in a few days to see what you have decided? Today is Monday; would it be enough time if I called you, let’s say, Wednesday?"

    • Most people are able to make a decision fairly quickly. Allow them enough time for a decision while staying within a timeframe where they don’t lose the urgency of the ministry's need. Sometimes this is the next day. Often it is 3-4 days.

  • Pro Tip: Suggest a time that you can call back. The prospective ministry partner may suggest another time, but you suggesting one gives you a springboard from which to set a mutually agreeable, specific time.

    • Some people may tell you they will call you. In those instances, here are some example responses that will help you keep the ball in your court:

      • "I certainly appreciate that, but I am usually either on the phone or gone. I think it would be easier for you if I gave you a call."

      • "Thanks, I appreciate that! I do tend to be hard to get a hold of, though. If we don’t connect, I’m happy to try to give you a call as well."

  • Once you have agreed on a time to call, confirm it out loud with them.

    • "I’ll look forward to talking with you around 7:30 or so Wednesday night."

  • Pro Tip: It can be helpful to allow for flexibility instead of a rigidly exact time. Remember, you have lots of calls to make!

• Briefly Explain How to Start Giving

  • Even with a maybe, it is important to briefly explain what giving could look like.

  • "I can certainly understand you wanting time to pray about this decision that is really important. Before I leave, I will go ahead and explain how the process works if you do decide to partner with Reliant. Most people start their giving to Reliant on our website. It’s secure, easy to use, and allows you to start, stop, or change your gift at any time. Should you and your wife decide to give, I can show you how to do that."

A “No” response can mean several things:

• “No, that amount is too high” (ask for a lower amount)
• “No, I can’t give regularly” (ask for a special gift)
• “No, right now is a bad time” (but later might be okay)
• “No, I have some unspoken concerns.”
• “No, period.”

This means we must clarify! Primarily, remember to graciously ask clarifying questions to determine what their “No” means.

Clarifying

• Ask for a lower monthly range.
  • If they are unable to give the monthly amount you requested, your follow-up should communicate understanding and appreciation: "I can certainly understand. I know that amount can sound high to some donors. Is there another amount that you could feel comfortable with?"

• Ask for an Alternate Frequency

  • If they are unable to commit to something monthly: "I totally understand. Some donors can’t commit on a monthly basis but have been able to consider quarterly or annual gifts. Is that something you might consider?"

• Ask for a Special Gift
  • "I can certainly understand. Not everyone is in a position to give on an ongoing basis. Mr. <name>, as well as the monthly expenses I’ve mentioned, special, one-time gifts will help cover less frequent financial needs of our ministry such as...<list a few special needs>.
• Ask about the future.
  
  • If they are unable to give at all financially, your follow-up should communicate understanding and appreciation and seek to find out if they would be willing to consider giving in the future.
    • "I so much appreciate your consideration. Some people who can’t consider giving do have circumstances change in the future. Could it make sense for me to check back in three or six months or another time?" If the answer is “Yes,” get a general time to get back in touch. Then agree upon an appropriate time to contact him/her. "I appreciate your willingness to consider joining Reliant’s team in the future."
• “No”…period
  

  • Communicate understanding and appreciation. "I can certainly understand. Thank you so much for letting me share about Reliant and this ministry with you. It’s a privilege just to be able to tell our story."

  • Ask if there are unspoken concerns. It may be appropriate to ask about unspoken concerns. Be sensitive and mention this only when appropriate.

    • "I wonder, are there any concerns you’ve had or questions I’ve left unanswered?"