Quality Counts: Mid-Level Fundraising Success Story

A large, cancer treatment and research nonprofit partnered with DCM for mid-level fundraising. With no recent history of telefundraising, this strategy aimed at enhancing mid-level donor engagement.

The Audience: Current and recently lapsed donors giving $1,000+ annually. 

The Ask: DCM received detailed donor information, including each supporter’s largest primary donation and what it was attributed to. This revealed that donors fund causes, people, or specific doctors. We customized each ask and earmarked gifts for the same cause. Earmarked donations resonated deeply with donors, due to the very personal impact of cancer in people’s lives.

The Set-Up: Before calling started, the in-house gift officers and DCM representatives met for a deep dive about the organization’s mission and programs. This was a critical piece in building mutual rapport. The call team was energized, inspired, and empowered to act as an extension of the organization.

Outcomes:

  • DCM generated $150,000 from calling a group of 7,000 current and lapsed donors.

  • Gifts averaged $1,500 - 25% higher than our goal of $1,200.

  • DCM’s conversations revealed valuable donor insights, identifying planned gift prospects and other key donor information that enhanced the organization's overall fundraising strategy.

Takeaways:

  • Speak to Supporters Passion: Inspiring donors to give isn’t about the script or the timing - it’s about understanding what they care about most. Diving into donor history revealed their unique priorities and passion, which we transformed into compelling, personalized asks.

  • Value Beyond the Ask: Telemarketing is more than a fundraising tool. One-on-one conversations uncover who your donors really are, their concerns, and how to grow support in a meaningful way. This is critical information that doesn’t come through other channels fluently.

  • Quality Time Counts: The most successful programs invest in meaningful collaboration between the call team and internal development staff. Representatives who feel valued and informed become passionate advocates for your mission, leading to deeper donor connections and higher conversion rates.

Amanda Zook