Practice by profession
Practise fundraising calls that build supporter relationships, not pressure
Fundraising calls work when the supporter feels thanked, heard and free to say no. Practise warm, honest conversations with an AI client who plays a donor.
Who this is for
You call existing supporters, lapsed donors or prospects for a charity or cause, often for stewardship, renewal or a specific appeal. Supporters give for personal reasons and dislike being pushed. Follow your organisation's rules and the applicable regulations on contact and consent.
The five hardest moments in the call
In the order they usually appear. Find the one where you tend to lose the customer.
- Opening a call to a supporter. Say who you are, name the cause and thank them first. Check it is a good time, and respect an answer that it is not.
- Asking why they care. A question about what drew them to the cause often leads to the most honest conversation. Listen for their own words, and use them later.
- Sharing impact truthfully. Describe what the organisation actually does, using information you are permitted to share. Avoid exaggeration, and say so if you are unsure about a detail.
- Making a gentle ask. Ask clearly and once, with a suggested option and freedom to choose another. Silence after the ask is normal, so wait.
- Accepting a no with warmth. Thank them genuinely, ask if they would like to stay in touch in another way and note their wishes. A graceful no often becomes a later yes.
Three objections and strong answers
Example wording to adapt. Use your own words and the facts of the conversation.
- The customer says: I have given before and I cannot give now.
- A strong answer: Thank you for what you have already done, it matters. There is no expectation today. Would you like to hear how your support helped, or would you prefer I note that now is not the right time?
- The customer says: How much of my donation goes to the cause?
- A strong answer: A fair question. I would rather give you accurate information than guess, so I will point you to our published accounts and send the link. If you would like to talk through what I do know, I am happy to.
- The customer says: Please take me off your call list.
- A strong answer: Of course, I will pass that on straight away so it is recorded. Thank you for the support you have given in the past. Is there another way you would still like to hear from us, such as email, or nothing at all?
A 30-second opener
Replace the [placeholders], then say it out loud. It should take about thirty seconds.
Hello [name], it is [your name] calling from [charity]. First of all, thank you for your generous support of [cause]. I am not calling to hurry you into anything. I wanted to say thank you properly, and tell you a little about what your help has made possible in the past year. I would also love to hear what first made you care about it. Is it all right if we talk for a few minutes?
A five-minute practice drill
Do this out loud, not in your head.
Set-up: Ask for an AI client who is a long-standing supporter, warm at first, then reluctant when the conversation turns to a larger gift.
Steps:
- Thank them and ask what drew them to the cause before anything else.
- Make one clear ask with a suggested option and then stay silent.
- Accept the answer warmly and record their contact preference.
How to tell it worked: The supporter spoke about their own reasons and you handled a no without a second ask.
Educational conversation training. It is not legal, financial or medical advice and it promises no results. Always follow your company’s rules and the applicable regulations.
Practise this call out loud
Talk to an AI client who plays your customer and read in the report which sentence helped and which to say differently.
Questions about this role
Does this teach me what the regulations require?
No. It covers conversation technique: thanking, listening, asking gently and accepting a no. Rules on consent, contact and what you may say come from your organisation and the applicable regulations, which you should follow.
How do I practise asking without being uncomfortable?
Ask the AI client to stay quiet after your ask and notice how long you can wait. Practise one clear sentence, a suggested option and freedom to choose. The feedback checks whether you filled the silence or softened the ask too much.
Can I rehearse calls to lapsed donors?
Yes. Tell the AI client they stopped giving two years ago and are a little guilty about it. Practise warm, non-judgmental openings, asking what changed and offering a way back that respects their situation.