Follow-up calls to direct mail appeals or some special events may secure additional donations for your organization. But what are you saying?

If you’re new to fundraising, you may not feel comfortable calling a donor on the phone. Don’t worry, they don’t bite! Most donors are a pleasure to talk to, especially if they really care about your organization.

Here’s a sample script you can use to make follow-up calls after sending a fundraising letter in the mail.

Start with the obvious:

“Hi, this is (your name) and I’m (your title) at (your organization). We sent you a letter a few weeks ago and I’m calling to see if you received it.”

The answer could be ‘yes, we got it’, ‘no we didn’t’ or ‘what letter?’ Say something below that reflects the content of the letter.

“As I mentioned in the letter, we have had a dramatic increase in requests for our services. We are asking our supporters to make a donation to help us continue to provide services and meet the increased demand.”

Then listen.

You may need to tell them how to send a gift (in other words, have the address ready). Listen for clues that they don’t want future requests, then obviously make a note in your database. Also make a note if they say yes, they will send you a gift. Offer to send them an engagement reminder if they need one.

Thank them for their time and for their continued support of your organization.

That is all!

Once you make a few calls, you’ll learn how to talk to donors and find your own rhythm on the phone.