Key takeaways
- Thank-you calls work best within days of a gift, especially a donor's first gift.
- Don't ask for anything. Say thank you, share one specific result and listen.
- Keep it to two or three minutes, and leave a voicemail if no one answers.
When to make thank-you calls
Call new donors soon after their first gift, donors who gave more than usual, monthly donors on an anniversary, and longtime supporters at year-end. A thank-you call is one of the simplest ways to improve donor retention, because it tells donors their gift was noticed.
Before you call
- Have the donor's name, gift date and amount, and what the gift supported.
- Pick one specific, recent result to share.
- Know who to pass questions to, and how to record notes and do-not-call requests.
The script
Opening
“Hi, is this [donor name]? This is [your name] from [organization]. I'm not calling to ask for anything today. I just wanted to say thank you for your gift [last week / this month].”
Impact
“Gifts like yours are why [one specific result, such as: 40 families got groceries this weekend].”
Listen
“I'd love to know what drew you to [organization]. Is there anything you'd like to know about our work?”
Close
“Thanks again, [donor name]. We're really glad to have you with us. Have a great [day / evening].”
Voicemail version
“Hi [donor name], this is [your name] from [organization]. No need to call back. I just wanted to say thank you for your gift. Because of you, [one result]. We're grateful you're part of this. Have a great day.”
Common replies
- “Is this a fundraising call?” “No, it's just a thank-you. There's nothing to give today.”
- “How is my money used?” Share one honest example and offer to send your latest report.
- “Please don't call me.” “Of course. I'll make a note right away. Thank you for your support.”
After the call
- Log the outcome and anything the donor told you, such as interests or a preferred way to be contacted.
- Pass questions or concerns to the right person the same day.
- Don't follow a thank-you call with an ask in the next few days.
How KFG helps
Kensington Fundraising Group runs thank-you call programs as part of donor retention campaigns, in English and Spanish. See all our fundraising call scripts or our new donor campaigns.