Making Phone Calls

Often, the hardest part of the whole process of fundraising is making phone calls. Making your first few phone calls can be a nerve-racking experience. The following is a list of things that may be helpful:

• Your calls are time-sensitive. You need to aim at making your calls so they happen no more than a couple days after you've sent your email appeal. The longer you wait, the more cold the call gets.
• Pray! Before you pick up the phone, commit the call to the Lord. Ask Him to give you the right words and to make you sensitive as you talk. Pray that God will have already created openness in your potential supporters before you call; pray that God will work beyond what you are capable of accomplishing yourself.
• Start with the people who are most likely to give. Organize your list of contacts so that you are starting with the people whom you think will be the most receptive. Call those people first. After a few successful calls, the more diffcult ones will be easier.
• Block off time to accomplish a good number of calls. Once you have started, you should have no problem making 12 to 15 calls per hour if you don’t procrastinate between calls. Try to spend uninterrupted time calling people; avoid Facebook, Twitter, emails, texting, TV. The feeling of accomplishment you’ll have when you see just how many calls you have made will more than encourage you for next time.
• Practice before you call. Write out the major thoughts you would like to bring across to your potential supporter. Jot down some hints to help you talk to each person. Tweak it until your “script” sounds like you. Now practice until you can do it without the paper. You’ll feel much more confident once you know what you want to say.

Some extra hints....

• Let your excitement show. Smile as you talk – your potential supporter will hear it in your voice.
• Be sincere, think positive.
• Think before you call. Consider time zones. Is it a good time to call? Avoid calling at mealtimes, early in the morning, and after 9:30 at night.
• Be sensitive. If you sense that you are calling at an inconvenient time, ask when it would be convenient to call back and stop there.
• Listen for unspoken cues: If your potential supporter is a busy person for example, you may not have time to engage in small talk. In that case, be direct and to the point.
• Practice...Team up with a friend and practice going through the following script. Take turns being the potential supporter and practicing different scenarios.

Five Keys to a Successful Call

1. Clear identification: “Hello, ___________, this is ___________ calling. [Referrer] suggested I give you a call about the mission project that I am doing with Catholic Christian Outreach. Did you receive the email I sent?”
2. Strong Introduction: “I am really excited by this opportunity to reach other university students/young adults in [mission location].”
3. ClearPurpose:“As I mentioned in my email, right now I’m in the process of fundraising my expenses for the mission, and I/[referrer] thought you might be interested in hearing about how you could support what we’ll be doing this summer.” [Pause slightly]
4. Direct:“Would you consider making a donation?”
5. Thank:

[if they say yes, clarify where they can send the donation] “Thank you so much, I really appreciate that! I will let you know how the mission goes! God Bless!”

[if they give an ambiguous answer] “Ok, do you have any questions about what I will be doing? OR “Ok, well if you are able to contribute I would really appreciate that. If you have any questions about what I am doing, let me know. Thanks for your time! God Bless!”

[if they say no] “No problem, thanks for your time. God Bless!”