Fundraising & Money
FM–01
4 steps · practice
The problem
The technique
Connect. Ask. Wait. Respond.
Connect
Tell the person why you're calling. Make it personal when there's a genuine connection, but don't manufacture one.
Try: “I'm running for town council, and I'm reaching out to people who might be willing to help me get this campaign off the ground.”
Watch out: Don't spend five minutes explaining your platform before getting to the point.
Ask
Request a specific amount that makes sense for the person and the campaign.
Try: “Would you consider contributing $100 to help us get started?”
Watch out: “Anything you can give would be great” leaves the other person guessing. You can welcome a smaller contribution without making the original request vague.
Wait
After asking, stop talking. Give the person time to consider the request.
Try: Ask the question, then listen.
Watch out: Don't immediately say, “But no pressure!” or start lowering the amount before they've answered. Silence isn't automatically rejection.
Respond
Listen to what they actually say. If they agree, thank them and explain the next step. If they have a question, answer it. If they can't give that amount, a smaller contribution may be welcome. If they decline, respect the answer.
Watch out: Don't treat every hesitation as an objection you need to overcome.
See it work
The awkward ask
Candidate
Hi, Dana. I'm running for town council. There's so much we need to do, especially with development and traffic and taxes. I know everybody's busy, and I hate asking people for money, but we're trying to raise enough to get some mailers out...
Dana
Well, good luck! It sounds like you've got a lot going on.
Candidate
Thanks! I'll send you the website if you want to check it out.
What went wrong?
The candidate talked about needing money but never asked Dana to contribute.
The clearer ask
Candidate
Hi, Dana. I'm running for town council, and I'm reaching out to a few people who might be willing to help me get started. Would you consider contributing $100 toward our first round of voter outreach?
Dana
I think I could do that. How do I contribute?
Candidate
Thank you! I can send you the campaign's donation link.
What worked?
The candidate explained why they were calling, asked for a specific amount, and gave Dana room to answer. No apology, no long speech, and no guessing about what was being requested.
Your turn
You're running for a local office. You're calling someone you know who has expressed interest in your campaign. Your goal is to ask for a $50 contribution toward your first voter outreach materials. Write what you'd actually say on the phone. Keep it short enough to sound natural.
Practice space
Nothing you type here is saved or sent anywhere.
Before each fundraising call, write down the amount you're going to ask for and the reason you're asking this person. Then practice saying the request aloud.
If you can’t get the question out without a long explanation, shorten it.
Cautions
Assuming everyone can give the same amount
Choose an appropriate request based on what you reasonably know, without making assumptions about someone's finances.
Pressuring someone after a no
A clear request is fine. Repeated pressure isn't.
Skipping compliance
Confirm the campaign is authorized to solicit and accept contributions. Follow applicable donor eligibility, contribution limits, disclosure, and recordkeeping requirements. Don't assume a contribution is permissible simply because someone offers it.