1. Before you call: checklist
- ☐ Your organization is registered in the states you'll call into, and any outside calling firm has completed the steps those states require. See our state registration guides.
- ☐ Scripts are approved by your development lead.
- ☐ Call list is cleaned: deceased records, bad numbers and people who asked not to be called are removed.
- ☐ Each record shows last gift date and amount, so callers can thank donors specifically.
- ☐ Calls are scheduled between 8 a.m. and 9 p.m. in the donor's local time.
- ☐ You know how gifts will be taken (online link, mailed pledge card or secure card processing) and confirmed.
- ☐ Callers have one approved line for tax questions and one for "please don't call again."
2. What every call must say
When a for-profit firm calls on a charity's behalf, the FTC's Telemarketing Sales Rule requires the caller to promptly say the name of the charity and that the purpose of the call is to ask for a donation, and it bans false or misleading statements. Many states add their own disclosures, such as the caller's name or that the caller is a paid solicitor. Build these into the opening line of every script.
3. Call scripts
Use these as starting points and adapt them to your voice. Brackets mark details to fill in.
Thank-you call (no ask)
"Hi, [donor name]? This is [caller name] calling for [organization]. I'm not calling to ask for anything today. I just wanted to say thank you for your gift this year. Because of supporters like you, [one specific result]. Is there anything you'd like to know about our work?"
Close: "Thanks again, [donor name]. Have a great evening."
Year-end renewal
"Hi, [donor name]? This is [caller name] calling for [organization], and I'm calling to ask for your support this year-end. First, thank you for your gift last [month or year]. It helped [specific result]."
"This year we're working to [goal]. Would you consider renewing your support with a gift of [ask amount based on last gift]?"
If yes: confirm the amount, the payment method and the donor's email or mailing address, and say what they'll receive next.
If not now: "I understand completely. Would a smaller gift of [lower amount] work, or would you prefer we follow up early next year?" Accept the answer and thank them.
Lapsed donor reactivation
"Hi, [donor name]? This is [caller name] calling for [organization], and I'm calling to ask if you'd consider supporting us again. You gave back in [year], and we're grateful. Since then, [one or two updates]. We'd love to have you back. Would you consider a gift of [modest ask] this year?"
Voicemail
"Hi, [donor name], this is [caller name] calling for [organization] to thank you for your support and to talk about our year-end campaign. No need to call back. If you'd like to give, you can visit [short URL]. Thank you!"
Common questions
- "Is this tax-deductible?" "That's a great question for your tax adviser. I can tell you that [organization] is a 501(c)(3) charity, and you'll get a receipt for your gift."
- "Please don't call me again." "Of course. I'll make sure you're not called again for [organization]. Thank you for your time." Then record it right away.
- "Can you send me something in writing?" "Absolutely. What's the best email or address?" Send it the same day.
- "Are you a volunteer?" Answer honestly, using the disclosure your state requires.
4. Key year-end dates
- Dec. 1, 2026: GivingTuesday.
- Dec. 31, 2026: Last day for 2026 gifts. A mailed check counts on the date it's mailed, and a card gift counts when it's charged (IRS Publication 526).
- New for 2026: donors who don't itemize can deduct up to $1,000 of cash gifts, or $2,000 for married couples filing jointly (IRS).
5. Call tracking sheet
| Donor | Last gift | Outcome | Pledge | Follow-up |
|---|---|---|---|---|
Outcome codes: P = pledged, G = gave online, M = mailing a check, CB = call back, NI = not interested, DNC = do not call, VM = left voicemail.
Need callers?
Kensington Fundraising Group runs respectful, no-pressure donor calls in English and Spanish, from lapsed donor reactivation to membership renewals. Book a 30-minute call.