2. Dealing With Objections WELCOME OBJECTIONS - they mean that the person has not rejected you, yet! YOU MUST: BE COURTEOUS ASK OPEN ENDED QUESTIONS REINFORCE THE ASK After using a rebuttal, MOVE TO THE NEXT ASK LEVEL. If any objection is given before you ask for a gift ALWAYS follow all ask levels!

3. Typical Examples I just had a baby. Im still paying back my student loans. I belong to the USF Alumni Association. My children are in college. I cant afford it. I am not happy with USF! I already gave this year. I dont like to pledge over the phone. Im not interested in the Annual Fund.

4. I just had a baby. Congratulations Mr./Mrs. _____! Is this your first child? I understand that your budget may be tight right now. Whats really important to us is not the amount of your gift, but your participation in our efforts! Gifts add up! Corporations and foundations base their donations on the support of our alumni! With this in mind can we count on you for a gift of $___? (Go down to the next ask level)

5. Im still paying back my student loans. I understand your situation, I am a student myself!!! Loans definitely add up. The Annual Fund raises money for scholarships and grants for deserving students. The size of your gift is not important. We just want your participation in our efforts!

6. I belong to the USF Alumni Association Well Mr./Mrs. ______ that is great! The Annual Fund and the Alumni Association are separate organizations at USF. The Annual Fund raises funds for current students while the Alumni Association keeps Alumni actively involved with USF! Your pledge would make a big difference within the College of ____! MOVE TO THE NEXT ASK LEVEL!

7. My children are in college. Oh, thats great Mr./Mrs. ____! How are they enjoying school? What is their major? I understand that your childs education is a priority for you right now. My parents are in the same situation since I am a student now. Wed still like you to stay involved with USF. Your participation is more important than the amount of the gift.

8. I cant afford it right now. I am a student right now and can certainly understand that! Whats really important is not the amount of the gift, but your participation in our efforts. Every gift makes a difference! Corporations and foundations decide whether they will donate to USF based on your support.

9. I am not happy with USF Oh, I am really sorry to hear that, Mr./Mrs. _____! Part of our job is to communicate concerns to departments. Can I ask what the problem is? (Listen and Respond) Getting involved and directing support towards areas youd like to see changed is the most constructive way to help USF improve!

10. I already gave this year Oh – Yes, it is very possible that you gave this calendar year. Thank you very much for your support! What many people dont know is that USF runs on a fiscal year from July 1 – June 30 th. We are now in a new fiscal year. Payment of any pledge made now can be delayed until the calendar year if you would like. It would be wonderful if you could pledge now – then we wouldnt have to phone you again for a whole year. Would that gift amount be able to fit into your budget. (stay with the same ask level)

11. I dont like to pledge over the phone! We call our alumni by phone because it is more cost effective, we can reach a larger amount of people. We send something to everyone that makes a pledge unless they pay with a credit or debit card. We like to get you to make a pledge over the phone: -It saves money in postage and handling! -We can plan for our budget better!

12. Im not interested in the Annual Fund! You know, unfortunately I often hear that! Please spare me ten seconds for the condensed version. Our Goal: $500,000 What the $$ goes to: Scholarships, Computer Lab upgrades, Lab/Classroom Equipment Your participation is important! YOUR gift can help USF and the College of ____ be a strong force both locally and nationally!