Parents Fund Script: Past Parents Past Parents Fall FY 12

Introduction
(Introduce yourself and the program; recognize the person as a major gift donor !ald"ell Society #t Prosim or $egacy Society mem%er if appropriate& 'l"ays update records early in call including especially mailing address and including e(mail spouse info and %usiness info&) Hi, can I please speak to (Mr. OR Mrs.) _____________? Hi Mr./Mrs.____________ my name is _________ and I'm a student calling rom !irginia "ec#. $ello% students and I are contacting parents t#is e&ening to talk a'out a e% t#ings #appening on campus. $irst, I %ant to ensure t#e uni&ersity #as correct contact in ormation or you. (*eassure the parent that nothing is "rong "ith their child&) o Is your mailing address still _________? o I #a&e your 'usiness in ormation as _________. Is t#at still correct? o I #a&e your spouse listed as _______ and %orking or _________. Is t#at still correct? o (e currently don)t #a&e any _______ ('usiness, spouse, etc*) in ormation. (ould you like to update t#at?

Rapport
(+a,e a genuine con,ersation as an interested student and the call "ill go "ell& 's- open(ended .uestions: not just Yes/0o responses listen get feed%ac- in,ite %ac- to campus&) Ho% is your (son/daug#ter) doing since t#ey)&e graduated? +id your (son/daug#ter) en,oy (#is/#er) time #ere at !irginia "ec#? (#at degree did your (son/daug#ter) recei&e? -re t#ey %orking %it#in t#eir ield o study? +id you &isit your (son/daug#ter) o ten? (#at t#oug#ts did you #a&e a'out t#e sc#ool/.lacks'urg? Any other relevant questions for the parentalum.

Transition and Brags

(Smooth transition into e1planation of the fund i&e& 2I don3t "ant to ta-e up too much more of your time tonight I just "anted to share some information a%out 4irginia 5ech6s efforts to impro,e student life as "ell as information pertaining to the +o-ie Parent6s Fund&) I %ould like to personally t#ank you or your continued support. -s t#e parent o a ormer student, you understand t#e impact parent support can #a&e on students, like me, and t#e campus en&ironment. "#e Hokie /arents $und #as 'een instrumental in pro&iding needed resources to !irginia "ec# or more t#an 01 years. .ot# current and past parents #a&e made gi ts to t#e /arents $und. "#ese gi ts #a&e paid or classroom la'oratory e2uipment, 'ooks and academic ,ournals or t#e li'rary, and campus sa ety e2uipment suc# as t#e 'lue3lig#t emergency p#ones t#roug#3out campus. One o t#e ma,or tools pro&ided to students is 4areer 5er&ices. 5tudents, like your (son/daug#ter), #a&e access to Hokies6Hire and t#e 4areer 5er&ices department a ter t#ey #a&e graduated. +id your (son/daug#ter) attend any o t#e 4areer $airs %#en t#ey %ere looking or a ,o'? "#e sc#ool #olds se&eral di erent career airs in 'ot# t#e all and spring semesters, %#ere employers come to "ec# seeking to #ire interns and ull3time employees. (it# t#e rising cost o te7t'ooks, 8e%man 9i'rary no% o ers students t#e opportunity to do%nload ull te7t'ook onto t#eir computers. 5tudents can &isit 8e%man 9i'rary to take ad&antage o t#is alternati&e or learn more a'out ot#er li'rary ser&ices. -t !irginia "ec# %e are &ery concerned a'out t#e #ealt# o our students. "#at is %#y 5c#i ert Healt# 4enter no% o ers lu &accinations to students at a lo% price o :;<30<. I your (son/daug#ter) #as not #ad (#is/#er) lu s#ot yet, (#e/s#e) can take ad&antage o t#is program to 'e sa er during t#e lu season. Our num'er one concern at !irginia "ec# is t#e sa ety o our students. (e #a&e installed our 'lue lig#t call 'o7es around campus or any emergency situation, and our police orce #as one o t#e astest response times o any college in t#e nation at one to t%o minutes. (e also pro&ide t#e 5a e Ride ca' ser&ice or students %#o eel unsa e %alking #ome at nig#t.

Introduce the Parents Fund

(5ransition into introducing the fund i&e& 75he last thing I "ant to discuss "ith you this e,ening is the Parents Fund at 4irginia 5ech& It the

parent has given before, recognize and thank them for their contributions. If they are a major gift donor !ald"ell
Society #t Prosim or $egacy Society mem%er recognize them for this as "ell&) "#e Hokie /arents $und #as 'een instrumental in pro&iding needed resources to !irginia "ec# or more t#an 01 years. .ot# current and past parents #a&e made gi ts to t#e /arents $und. "#ese gi ts #a&e paid or classroom la'oratory e2uipment, 'ooks and academic ,ournals or t#e li'rary, and campus sa ety e2uipment suc# as t#e 'lue3lig#t emergency p#ones t#roug#3out campus. "#e /arents $und also pays or our 4areer 5er&ices and sa ety ser&ices on campus. (If they ha,e donated pre,iously) I %ould like to personally t#ank you or your continued support. -s t#e parent o a ormer student, you understand t#e impact parent support can #a&e on students, like me, and t#e campus en&ironment.

sks
(In,ite 'lumni to gi,e at the designated le,els& 8a-e firm %ut "arm as-s; ne,er s-ip le,els&) First 's-: +onations to t#e Hokie /arents $und #elp to support programs t#at contri'ute to t#e 2uality o student li e or your (son/daug#ter) #ere at !irginia "ec#. "o ensure t#at programs, suc# as 4areer 5er&ices, remain a&aila'le or uture students can %e count on your support %it# a gi t o :_____ ( insert 1st as- amount). o If Yes to 1st as- amount= proceed to t#e "#ank >ou/4on irmation section.(e accept !isa, Master4ard, -merican ?7press, and +isco&er. (#ic# credit card %ould you like to use tonig#t? I can #a&e my super&isor take your account in ormation o&er our secure system, @uick/ay, t#e same system /arents utiliAe to pay tuition. o o If 0o to the !redit !ard 's-= please keep in mind t#at you can make your gi t in installments 'y 'reaking it up into e2ual paymentsB %ould t#at %ork 'etter or you? (e can al%ays send you a pledge letter. I >es to /ledge letter= Creat, I %ill send out t#e pledge letter to you in t#e ne7t D E 1< 'usiness days and %e ,ust ask t#at you ill t#at out and send it 'ack in %it#in a mont#. o If 0o to the first 's-: gi&e an appropriate o',ection response and t#en proceed to t#e second ask. (5ee t#e O',ection Response section or e7amples).

 -dditionally, t#e +i&ision o 5tudent - airs encourages students to get in&ol&ed in student acti&ities t#at #elp t#e surrounding communities. "#e +i&ision o 5tudent - airs #elps to pro&ide support to parents t#roug# mont#ly /arent ?3 8e%sletters. -re you currently signed up or t#e mont#ly ne%sletter? (I not, pro&ide t#em %it# t#e ollo%ing %e'site to start recei&ing ne%sletters= %%%.dsa.&t.edu/#okieparent/ne%sletter). Many students %#o participate in student acti&ities at !irginia "ec#, graduate and ,oin ormal organiAations %it#in t#e 'usiness sector. Is your (son/daug#ter) in&ol&ed in any organiAations? Second 's-: +onations to t#e parents und #elp to contri'ute to programs suc# as t#e +i&ision o 5tudent - airs. "o continue to supply students %it# t#ese ser&ices, t#e Hokie /arents $und %ould appreciate your support %it# a gi t o :___ (insert 2nd as- amount). o If Yes to 2nd as- amount= proceed to t#e "#ank >ou/4on irmation section.(e accept !isa, Master4ard, -merican ?7press, and +isco&er. (#ic# credit card %ould you like to use tonig#t? I can #a&e my super&isor take your account in ormation. o If 0o to the second 's-: gi&e an appropriate o',ection response and t#en proceed to t#e t#ird ask. (5ee t#e O',ection Response section or e7amples). o If 0o to credit !ard 's-= Ok, t#at)s certainly understanda'le. (Insert appropriate o',ection response). (e can al%ays send you a pledge letter. (ould t#at %ork 'etter or you? 9ast year, nearly D,<<< parents o current and ormer students supported t#e /arents $und %it# more t#an :0D<,<<< in donations. (it#out t#e support rom our parents, programs t#at #elp contri'ute to t#e 2uality o student li e #ere at "ec# could cease to e7ist. "#ese programs reac# 'eyond t#e classroom and pro&ide opportunities or mysel and ot#er students to participate in &arious student acti&ities. 5hird 's-: Feeping t#is in ormation in mind, can %e count on your support %it# a gi t o :___ (insert 9rd as- amount). o If Yes to 9rd as- amount= proceed to t#e "#ank >ou/4on irmation section.(e accept !isa, Master4ard, -merican ?7press, and +isco&er. (#ic# credit card %ould you like to use tonig#t? I can #a&e my super&isor take your account in ormation. o If 0o to !redit !ard 's-= Ok, t#at)s certainly understanda'le. (Insert appropriate o',ection response). (e can al%ays send you a pledge letter. (ould t#at %ork 'etter or you? o o I 8o to "#ird -sk= "#ank you or your time and I #ope you #a&e an amaAing time at t#e commencement ceremony.a good nig#t.

!b"ection Responses
(:i,e appropriate responses to o%jections to as-s& 5hen proceed to gi,e an additional %rag follo"ed %y the ne1t as- le,el&) I certainly understand t#at :___ (insert ask amount) is a signi icant amount to ask or. /lease keep in mind t#at %e do o er t#e option to gi&e gi ts in installations to 'reak gi ts up into smaller amounts o&er time. >ou can also de er payments on gi ts. /lease keep in mind t#at t#ese gi ts are 1<<G ta7 deducti'le and %e do send you a receipt so t#at you can keep it in your records or ta7 season. "#e uni&ersity #as e7perienced 'udget cuts rom t#e state recently. (e only get a raction o our 'udget rom state unding and tuition. (it#out support rom parents suc# as yoursel , some o t#e most important programs #ere at !irginia "ec# could 'e in danger o 'eing canceled. I understand t#at your (son/daug#ter) #as already graduated. Ho%e&er, muc# o t#e support or t#e programs t#at your (son/daug#ter) en,oyed during (#is/#er) stay #ere at !irginia "ec# came rom parents suc# as yoursel %#ose c#ildren #ad already graduated. Our 4areer 5er&ices still 'ene it your (son/daug#ter)B t#ey are a li elong 'ene it. I am sorry you eel t#is %ay a'out (t#e issue t#e prospect is upset a'out at !irginia "ec#= politics, grades, at#letics, etc*). Ho%e&er, t#e 4alling 4enter is not connected to t#is, nor do %e #a&e any say o&er t#e matter. I understand t#at you are concerned %it# t#e sa ety #ere at !irginia "ec#. Ho%e&er, t#is uni&ersity is actually &ery sa e. (e #a&e a dedicated police orce %it# a response time o one to t%o minutes, and emergency 'lue lig#t call 'o7es installed around campus. In addition, %e #a&e a 5a e Ride ca' ser&ice t#at %ill gi&e rides to students %#o are #esitant to %alk #ome alone.

Thank you#$onfirmation
%&. Thank prospect, '. sk for $redit $ard, (. sk for matching#"oint gift, ). Re*confirm amount#a++ocation of p+edge, ,. Te++ them that they -i++ receive a p+edge packet#receipt in ,*&. days, /. Thank prospect again, 0. 1upervisor confirmation if necessary2. %&. Thank prospect, '. sk for $redit $ard, (. sk for matching, ). Re* confirm amount#a++ocation of p+edge, ,. Te++ them that they -i++ receive a p+edge packet#receipt in ,*&. days, /. Thank prospect again, 0. 1upervisor confirmation if necessary5han- you ,ery much for your support& +a,e a great night; (e accept !isa, Master4ard, -merican ?7press, and +isco&er. (#ic# credit card %ould you like to use tonig#t? I can #a&e my super&isor take your account in ormation. o If no to credit card: reassure t#e prospect t#at %e use t#e secure system t#at students use to pay tuition. >our super&isor %ill take t#e credit card in ormation on a secure line in a separate room. -lso e7plain t#at %e pre er credit cards 'ecause it costs money to send pledge letters. o If still no to credit card: mention t#at %e can send t#em a pledge letter %#ic# %ill reac# t#em %it#in i&e to ten 'usiness days. I yes to t#e pledge letter, continue %it# t#e "#ank >ou/4on irmation -sk t#e prospect i t#ey (or t#eir spouse, i t#ey #a&e one) %ork or a matc#ing gi t company, and i t#ey do, i t#ey %ill set up a matc#ing gi t. -sk t#e prospect i t#ey %ould like to make t#is a ,oint gi t (a gi t gi&en 'y 'ot# spouses). o *emem%er: i t#e spouse %orks or a matc#ing gi t company, it must 'e a ,oint gi t or you to 'e a'le to set up a matc#ing gi t or t#at spouse)s company. Recon irm t#e amount o t#e gi t and %#ere it is to 'e allocated. I t#e prospect is gi&ing t#roug# a pledge letter, recon irm t#e prospect)s mailing address. "#ank t#e prospect again. I t#e prospect is gi&ing 'y credit card, at t#is point you call o&er a super&isor to take t#e credit card in ormation. Ha&e your pledge screen entirely illed out 'e ore you call o&er your super&isor. "#ank you &ery muc# or your support. Ha&e a great nig#tH