Welcome to Day 15 of the 30-Day Grant Readiness Challenge!
You’ve identified a potential funder through your research, but you have a problem: they don’t have a website. Their 990 shows they give to similar programs, but you’re missing the details.
Today’s challenge is to bridge that information gap by calling the funder directly.
Investing vs. Donating: Why This Isn’t a Pitch
Calling a potential funder is very different from calling an individual donor. You aren’t calling to make an emotional appeal; you are calling to see whether your program is a sound investment for their specific giving initiatives.
Tips for an Efficient Prospecting Call
1. Identify Your Information Gaps
Have your research ready. Your goal is to fill in the missing pieces: Do they fund salaries? What are their reporting requirements? Do they have a specific geographic focus not listed on the 990? Don’t call and ask, “What do you do?”
2. Keep It Professional, Not Personal
A grant writer doesn’t need adorable anecdotes. Simply state your program, explain how it aligns with their past giving, and ask whether they are currently accepting applications for that type of work. If they say no, thank them for their time and move to the next prospect.
3. Treat Everyone as a Gatekeeper
Whether you speak to an administrative assistant or the Executive Director, be polite. In smaller family foundations, the person answering the phone is often a key decision-maker or advisor.
4. Harness the Power of the Follow-Up
Even if they don’t fund your specific project today, ask whether you can send a brief one-pager on the community problem you’re solving. Staying on their radar two to three times a year can lead to future invitations.
Master Your Funder Outreach
Use these resources to build your confidence before you dial:
- Review: Grantmaker Relationship Guide – Rely on our talking points to help you while you reach out to grantmakers.
- Read: 10 Ways to Improve Relationships with Grantmakers – Discover strategies for keeping the momentum going.
- Re-Assess: Is your prospecting process helping or hurting your win rate? Find out with the GRASP Tool.
Join the Discussion
We want to hear from you! What is the most surprising thing you’ve learned by calling a funder instead of just relying on their 990?
Leave a note in the comments below and share your cold-call success stories!
Updated May 26 2026