Here are a few suggestions to help make your calls as effective and enjoyable as possible!

Before you pick up the phone, make sure you do the following:

• Make your own gift or pledge today, if you haven't already. It is easier to ask for money is you have already made your own commitment (www.give.carleton.edu).
  
• Limit the time commitment for each calling session to a manageable amount, such as 30 minutes.
• Set some goals and deadlines for yourself (i.e. “I will speak with 2 classmates tonight” or “I will have all of my solicitations made by November 1”, etc.)
• Start with an easy call to get past the first hurdle. Note those classmates who have already made a pledge or gift. Why not call these folks first to thank them (especially if they’ve increased over last year, or haven’t given for a few years) and catch up on news? This should give you some good positive energy to make the rest of your calls!
• Check the AAF volunteer portal (go.carleton.edu/portal) to get updated information on your assignments. Review their giving history and other information such as their employer, spouse, and children.
• Jog your memory - - take a look at your Zoobook or Algol to put a face to the name.
• Know your facts about Carleton and the AAF. Carleton’s website (www.carleton.edu) is a good source of current information.
• Review the sample calling script on page 26 in your Volunteer Handbook for ideas, but make the script your own. Your personal touch makes the difference!
• And when you start dialing, be sure to smile! Your classmates will be able to hear it in your voice.

Each call is different and there is not a single approach that will work every time. Some volunteers begin calls with the ask and then move on to other topics, while others feel more comfortable breaking the ice and then transitioning to the solicitation. Generally, your calls will include the following aspects:

• Connect - Create or re-establish the link you share with your classmate.
• Chat - Talk about Carleton today, the Carleton you remember, or other things entirely. Be yourself and be flexible enough to let the conversation develop. By listening to your classmate, you will pick up cues on how invested they are in Carleton and which direction the conversation should go.
• Collect - Although solicitation calls serve to develop relationships and strengthen connections to the College, the main reason you are making the call is to solicit a gift for the Alumni Annual Fund. To do that, use the following talking points:
  • Explain the importance of unrestricted gifts to the College.
  • Relay class dollar and participation goals.
  • Be specific about the dollar amount for which you are asking.
  • Ask for a higher amount than you hope to receive so you will have negotiating room.
  • Be positive about every gift. Participation is very important!
  • Offer giving options such as installment giving, paying by check, or donating stock.

And finally:

• Always try to end your session with a positive call.
• Don't take a refusal to give personally; they said no to Carleton, not to you.
• Share successes with other volunteers so that everyone can feel good and learn tips from each other.
• Above all, have fun and take pride in the fact that your volunteer time is appreciated by current Carleton students and will be valued well into the future.