Getting Telefundraising in Gear

She advises that nonprofits treat telefundraising calls like major-gifts solicitations. "If I was going to solicit somebody at their home or in their office, it would be my objective to have them talk more than me. For some reason, we lose those concepts in telemarketing calls and telefundraising calls ... I would mirror the kind of conversation and rapport building that you seek to do when you do personal solicitations," Pavelka adds.