Top 10 Reasons Why Gift Officers Won’t Make Outbound Calls to Donors

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Greg Warner is CEO and Founder of MarketSmart, a revolutionary marketing software and services firm that helps nonprofits raise more for less. In 2012 Greg coined the phrase “Engagement Fundraising” to encapsulate his breakthrough fundraising formula for achieving extraordinary results. Using their own innovative strategies and technologies, MarketSmart helps fundraisers around the world zero in on the donors most ready to support their organizations and institutions with major and legacy gifts.

The reasons why fundraisers won’t make outbound calls to donors are because they are:

  1. FEARFUL: They fear rejection.
  2. CONFUSED: They don’t know what to say.
  3. UNDISCIPLINED: They haven’t set aside time in their calendar.
  4. DISORGANIZED: They haven’t put a system in place for banging out the calls efficiently.
  5. DISTRACTED: Their leadership or colleagues distract them with less important concerns (like meetings to discuss making calls).
  6. DISCONNECTED: They feel they can’t relate to the donor because the donor is better than them although they’ll never admit it.
  7. OVERLY ANALYTICAL: They mistakenly believe they need to do more research to ‘get to know the donor.’
  8. IGNORANT: They don’t understand the value they and their outreach offer the donor.
  9. MEEK: They don’t want to seem pushy or desperate.
  10. PROUD: They think calling donors is beneath them.

Can you add to the list?

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4 responses to “Top 10 Reasons Why Gift Officers Won’t Make Outbound Calls to Donors”

  1. Lyn says:

    Here’s another: our MGO’s sit in cubes, making it difficult to have a conversation.

  2. UNCOMMITTED: They haven’t made a financial investment in the organization or program or project they’re asking others to invest in.

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