You may think call time is just for Washington insiders, but a solid call time program is essential for ANY progressive campaign or organization to succeed in its mission.
In the 2022 election cycle, progressive powerhouses like Jessica Cisneros and Representative-elect Maxwell Alejandro Frost made call time a core part of their fundraising strategy – and it worked.
Whether you are brand new to call time and nervous about making that first dial, or you’ve dabbled in it only to find yourself faced with frustration, this piece is for anyone who wants to get the most out of their fundraising program to fully fund their mission. Let’s take a look: 1. PREPARE and PRACTICE your script This may seem obvious, but we’ve seen many clients who try to *wing it*. In other words, they don’t think they need a script when telling their story and making the HARD ASK to donors. Rehearsing what you are going to say is essential in building your confidence, and keeping your message consistent.
A clear and concise message will help you avoid the inevitable “ums” and “ers” that tumble out when nervous. Donors rarely have a lot of time to talk, which gives you a short window to make a connection and make your case for a contribution.
The best scripts will, in 30 seconds or less:
Tell them who you are and why you’re running
Connect that with issues that are top of mind for voters
Tell them what you plan to do about those issues
Tell them what you need to win with a HARD ask and a specific dollar amount
2. Know your audience There are MILLIONS of political donors out there and each of them has specific priorities, interests, and goals that determine which candidates and causes they will support. You’ll need to work with your finance team to curate a list of prospects who align with your policy goals or mission. Get ready to reach far and wide to raise the money you need.
Remember the old adage that all politics is local? It’s not true. At least, not anymore.
Americans increasingly are aware of how political and social trends are linked together from the local to the national (and even international) level. And those with money to give are prepared to invest in long-term political change if you reach them with the right message.
3. Build the team you need to support the process We wince when candidates tell us, “I’ll just make some calls by myself tomorrow during my free time.”
Here’s the hard truth: Call time takes a lot out of you, both physically and psychologically. You need to build a system of support with people who will lower the barrier of entry to the process, encourage you, and frankly, keep you accountable.
This may entail hiring a dedicated call time manager, or depending on your individual needs, a team of staff and volunteers may be more effective.
Maxwell Alejandro Frost, who was recently elected as the youngest Democrat and the first member of Gen Z to serve in Congress, spoke about his experience with call time on a recent appearance with MSNBC’s All In with Chris Hayes.
Maxwell’s method of gathering a team of friends and volunteers to make calls not only made call time more efficient, it made it fun. The group dynamic kept him going on tough days and helped him raise hundreds of thousands of dollars before most candidates even entered the race.
Maxwell Frost eventually raised over $2.5 million dollars, and it all started with a well-organized call-time program.
Support staff will also make sure you capture accurate data from every donor interaction, making it easier to follow up on pledges or solicit the same donor for additional contributions later.
4. Trust your team
Your team wants you to succeed because your success is *their* success.
Your vendors, consultants, call time manager, and finance staff work really hard to get the names and numbers you need to raise money. If they ask you to call through a list three times around before moving on to another one, it’s not to waste your time. It’s because that’s what it takes.
You will likely need to leave multiple voicemails for the same donor.
You will need to talk to donors who may have historically supported your opponent.
You will have to carve time out for call time every day – even if it means you make calls in the car while someone drives you to an event an hour away.
5. Make the hard ask, and ask again The most important tip for making call time effective is this: Practice making your direct ask. Then ask for more. Then ask again. Your team should prepare your call time lists with information about what motivates the donor you’re calling (e.g. supports primary challengers, gives to women candidates, supports LGBTQIA+ causes, etc.) and what their “ask amount” is likely to be.
It’s rude to waste a donor’s time by being unprepared and not asking for exactly what you need.
Your hard ask should be a statement rather than a “Yes or No” question. For example, “We FULLY intend to defeat Ted Cruz in 2024 with your investment of $500 today.” If the donor says they’re not able to give the full ask amount, repeat your ask with another amount. If they’re just not able to contribute at that time, ask if they could make a contribution later.
Whatever their response, this data needs to be accurately captured for effective follow-ups.
Without a doubt, call time can be frustrating. But if you prepare, build the right team, and stick to it, it WILL work for you.
Call time is essential to your success. A well-structured fundraising plan means being able to hire the team you need and pay them fairly. It means investing in the organizing tools that help you reach voters where they are. It means having the resources you need to win.
You don’t have to compromise your values for call time to work for you. You just need to train your brain to see call time, and your entire fundraising strategy, as an investment in the change you – and your donors – want to bring about in the world.
Comments