1.
YOU MUST SEE ALL MEMBERS FACE TO FACE: DON'T SOLICIT ON THE PHONE Our aim is to produce a significant change in the member's attitudes and actions.
That is not easy to accomplish.
It takes a lot more than a phone call; it requires a two-on-one, face-to-face meeting.
Use the telephone only to make an appointment to see someone personally.
2.
WHEN AND WHERE YOU MEET IS IMPORTANT Try to make the meeting place on neutral ground, with plenty of time to talk thingsover.
A leisurely meeting over the lunch table-any place where you come togetheron equal terms-is best.
A hurried appointment at the office is worst.
Thediscussion will be subject to interruptions.
3.
GO IN PREPARED: KNOW HOW MUCH TO ASK FOR Learn as much as you possibly can about your fellow members before you go out.
What are their interests? What is their attitude toward being a member of thesynagogue? What do they give to other causes, Jewish or general? Don't let a bigfigure scare you.
Often people are flattered by a generous estimate of their capacityto give, and aiming high will help you get a bigger contribution.
Asking for a specific amount is crucial.
4.
BE A GOOD LISTENER AS WELL AS A CONVINCING TALKER Keep your eyes and ears open during the solicitation.
Don't just talk at someone.
Ask questions and scan for particular concerns and motivations.
Focus yoursolicitation on responding to their needs, not yours! 5.
DON'T TALK TOO LONG A lengthy, rambling presentation is a good way to lose the member's interest, to dissipate any inclination to respond favorably.
WE HAVE FOUND solicitations TO have five basic parts: a.
THE OPENING-will it capture the member's interest? Does it deal with something important to them personally? b.
YOUR PRESENTATION-Is it brief, specific, to-the-point? Remember, it is very difficult to hold anyone's attention for a long time.
c.
ASKING FOR A SPECIFIC PLEDGE-The suggested figure is the place to start.
d.
OVERCOMING OBJECTIONS-Acknowledge objections as they are raised.
Are they valid points or just excuses? Some arise from a need for more informationand will be answered by the time your presentation is complete.
Others will be leftfor discussion for later.
Try not to let objections divert you from the important points you need to make.
Acknowledge them and move on.
Do not argue.
Complete your presentation, unlessto do so would antagonize.
e.
THE CLOSING - Use "bandwagon" psychology.
It helps for the member to know that other people he or she regards as peers- including you--have already given.
If it's appropriate, talk about those whose gifts have set an example to be matched.
Encourage people to "join" the gathering campaign momentum.
6.
IT'S MORE THAN JUST MONEY If your solicitation is successful, you will bring more than money to the campaign;you will bring a more dedicated synagogue member and perhaps a volunteer for thecampaign.
If you can convince someone that there is a momentum in the congregation, and that their participation is needed now-not just for money, but or the leadership they can provide in bringing others along--then you have achieved so much more than one gift.
Constantly stress this--because it is true: If we raise only money in this campaign,we have not entirely succeeded.
Our task is to raise active, committed Jews, proudlysupporting the synagogue's future.
We are not just building a building, we arebuilding a community! 7.
SOLICIT WITH SOMEONE ELSE A two-on-one solicitation is more effective than a one-on-one.
If there are twopeople, it is like the congregation coming to meet.
With two solicitors, one can pickup the ball when the other runs out of steam.
One word of caution--make sure both solicitors are committed to hanging in.
If onesays "That is a very nice gift", the other solicitor has lost the chance.
8.
PICK UP THE APPROPRIATE SIGNALS The member is always giving out signals--by what he/she says, verbally or through physical movement.
Watching and listening will help you do your job.
Be careful to look for signs of boredom.
If you are reeling off statistics, or telling about your experiences or ideas, and attention is starting to drift, switch tracks fast and takeanother approach.
Try to read the member's attitude-engage and get feedback.
9.
DON'T APOLOGIZE It is easy to let an apologetic tone slip out without realizing you are doing so.
Guardagainst it.
You are a vital link in our chain of Jewish continuity - you are performing a"mitzvah" in securing the synagogue's future.
By apologizing, and thus giving themember an out, you lose control of the solicitation, and you won't be assuccessful.
10.
HANG IN THERE The main reason for disappointment in most solicitations is that the solicitors (orone of them) give up too soon.
The solicitation process includes, to some degree, anelement of frustration.
The solicitor should try to keep it to a minimum.
A goodsolicitation probably ought to take an hour, in order to get all the issues out into theopen.
11.
YOUR NEXT CHANCE WON'T BE AS GOOD If you let your fellow member check with an accountant or anyone else, you havelost your best shot.
The emotional and intellectual involvement with our campaignwill never be as great as during the height of your presentation.
After you leave,the member will start thinking of all the excuses.
Try in every way possible to get acommitment, stress the urgency of the needs - that the fate of our campaigndepends upon our members not putting off vital decisions.
Try not to leave withouta commitment.
The most important solicitation tools we have in this campaign are: Our own personal COMMITMENT of support for the synagogue Displaying HONESTY and INTEGRITY in all our discussions Being DILIGENT about the assignments we take on