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Telephone Fundraising
Linda Lysakowski, ACFRE
President/CEO
CAPITAL VENTURE SM

This month, we would like to talk about the dreaded “T” word. Not “Turkey” or “Thanksgiving,” but “Telephone.” Many people shun any form of telephone fundraising because they equate the very words with those telemarketers who call during dinner and attempt to harass us into making a gift to some charity. For those who have avoided telephone fundraising here are some thoughts to ponder:

  1. “No one ever got out of the bathtub to answer a piece of mail.” In other words, telephone fundraising is more effective than direct mail alone.
  2. Consider a phone appeal if you have a large number of small donors, perhaps resulting from a direct mail acquisition appeal.
  3. Never call total strangers; call previous donors, current donors, members of your organization or those who have some relationship with you--attendees at events, etc..
  4. A good donor software system is a must in order to keep your list current and help you manage your phone campaign.
  5. Determine how many prospects you have to call and decide if you should do an internal phonathon or hire a telephone fundraising firm. (A good rule of thumb might be that if you have over 1000 names, you should consider hiring a firm to do your calling.
  6. Always send a letter in advance of the call, advising people that someone will be calling them and presenting the case for giving.
  7. Use a volunteer to sign the letter; it will be far more effective than a letter signed by a staff member.
  8. If you are using a telephone fundraising firm, be sure to ask for a written proposal outlining their fees. Remember that it is unethical for fundraisers to be paid a commission. Look for a firm that charges a flat fee and is a member of a professional association such as AFP.
  9. If you are using volunteers, they need to be provided with good training, a script and other materials they will need to be successful. Make the Phonathon fun, providing food and prizes keeps volunteers motivated.
  10. Remember that the phone is not only more effective at raising money, but it gives you an opportunity to have a personal contact with your donors, to update your files and to address concerns they might have. Always follow up with any questions the donor might have that cannot be answered by the caller.

If you are interested in learning more about telephone fundraising programs, contact the experts at CAPITAL VENTURE SM who can help you develop a telephone fundraising program as part of your overall funding strategy or contact Anthony Alonso at Advantage Consulting at www.advantageconsulting.com.

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for your Capital Campaign needs!