Talking Back

— Patricia S. Hurst,
assistant director of development,
Devereux Florida
Orlando, Fla.

SoundOff Question:

Does your organization use the phone as a fundraising tool? What are the important lessons you’ve learned as a result? — (FS Advisor, Jan. 17)

Using the telephone to raise money is a very effective, cost-efficient tool. I’ve found the most success when using volunteers and having them telephone lapsed donors to ask for their renewed support. As a rule of thumb, one-third of lapsed members will contribute again if called. Another one-third will say “no,” and another one-third will consider a gift. Sending out a pledge reminder immediately after the telethon is essential. Having a training session and using a script helps make volunteers more comfortable when making the calls. If you do not have a bank of phones in which to make the calls, consider asking a local corporation if you could hold the telethon at their location.