Complete Sales Scripts

Script 1: The Discovery Meeting

Purpose: First meaningful conversation with a prospect. Build rapport and gather information.

"[Prospect name], thank you so much for making time. I have been looking forward to meeting you. I know you are connected to [mutual contact / their interest area], and I wanted to share what we are doing at [Organization] — and more importantly, learn about what matters to you.

[Share a 2-minute version of your organization's story — focus on one powerful outcome.]

What I would love to know is: what drew you to [cause area / our organization]?"

[LISTEN. Ask follow-up questions. Let them talk 70% of the time.]

"That is incredibly helpful. Based on what you have shared, I think you would find our [specific program] particularly compelling. Would you be open to seeing it in action? I would love to arrange a visit for you."

Script 2: The Cultivation Check-In

Purpose: Maintain relationship momentum between formal meetings.

"Hi [Prospect name], I was thinking about you this week. We just got some news from our [program] that I knew you would want to hear.

[Share one specific, exciting update tied to their interests.]

This is exactly the kind of impact you have been so interested in. I would love to get your thoughts. Do you have 10 minutes for a quick call this week?"

Script 3: The Direct Ask ($5,000-$25,000)

Purpose: Formal solicitation for a major gift.

"[Prospect name], I have so enjoyed getting to know you over these past few months. Our conversations have meant a great deal to me and to our team.

As you know, we are at a pivotal moment. [Describe the specific need or opportunity — be concrete and urgent.]

I am asking you to consider a gift of $[amount] to [specific purpose]. This gift will [specific, measurable outcome].

[PAUSE. Say nothing more until they respond.]

Script 4: The Upgrade Ask

Purpose: Ask an existing donor to increase their giving.

"[Donor name], your support over the past [time period] has made an extraordinary difference. Because of your gifts totaling $[amount], we were able to [specific impact].

This year, we have an opportunity to expand our impact in a way that I know matters deeply to you. [Describe the expansion.]

I am hoping you will consider increasing your support to $[new amount] this year. This increase will [specific additional impact]."

Script 5: The Legacy Gift Conversation

Purpose: Introduce planned giving to a long-term donor.

"[Donor name], you have been one of our most faithful supporters for [time period]. Your generosity has touched thousands of lives.

I am wondering if you have ever thought about extending that impact beyond your lifetime. Many of our longtime donors choose to include [Organization] in their estate plans — not because they are wealthy, but because they want their values to live on.

Would you like me to send you some information about how that works? There is no obligation, of course. I just want you to know the option exists."

Script 6: Thank-You Call to First-Time Donor ($100+)

"Hi [Donor name], this is [Your name] from [Organization]. I am calling to personally thank you for your generous gift of $[amount].

Your support arrived at a critical time. [Share one sentence about current need or impact.]

I would love to stay in touch and show you exactly what your gift accomplishes. Would it be alright if I added you to our monthly impact update?

Thank you again. We are so grateful to have you as part of our community."

Script 7: Thank-You Call to Major Donor ($1,000+)

"Hi [Donor name], this is [Your name], the [title] at [Organization]. I wanted to call you personally to thank you for your extraordinary gift of $[amount].

Gifts like yours do not just fund programs. They change lives. Specifically, your gift will [concrete outcome].

I would love to arrange a time for you to see our work firsthand. Would you be open to a brief visit next month? I think you would find it incredibly meaningful.

Thank you for being a leader in this community."

Script 8: Lapsed Donor Reactivation Call

"Hi [Donor name], this is [Your name] from [Organization]. I know it has been a while since we have connected, and I wanted to reach out personally.

We miss having you as part of our community. Your past gifts made a real difference — [remind them of a specific impact from their giving].

A lot has happened since then. [Share one exciting update.]

I would love to tell you more about where we are headed and see if there is a way for you to re-engage that feels right for you. Do you have a few minutes, or should I send you an email with some updates?"

Script 9: Board Member Prospect Call

"Hi [Prospect name], this is [Your name] from [Organization]. I am calling because [Board member name] suggested I reach out to you. They spoke so highly of your commitment to [cause area / community].

I wanted to introduce myself and our organization. We [2-sentence mission statement with impact focus].

We are currently expanding our board, and [Board member name] thought you would bring exactly the perspective and passion we need. Would you be open to a conversation about what board service with us might look like?"

Script 10: Event Follow-Up Call

"Hi [Attendee name], this is [Your name] from [Organization]. I wanted to personally thank you for attending [Event name] last week.

I hope you found it as meaningful as we did. Your presence — and the presence of supporters like you — is what makes our work possible.

I noticed you have not yet had a chance to make a gift. No pressure at all. I just wanted to make sure you knew about our [specific giving opportunity]. If now is not the right time, I completely understand.

Is there anything I can tell you about our work that would be helpful?"

Template 11: Welcome Email (New Donor)

Subject: Welcome to the [Organization] family, [First name]

Dear [First name],

Thank you for your gift of $[amount]. You are now officially part of the [Organization] family — and we could not be more grateful.

Your gift will [specific impact statement].

Over the coming weeks, I will share stories from the field so you can see exactly what your generosity makes possible. If you ever have questions, my door (and inbox) is always open.

With gratitude,

[Your name]

[Title]

[Organization]

P.S. Follow us on [social media links] to see daily updates from our team!

Template 12: Impact Update Email

Subject: See what your support accomplished this month

Dear [First name],

Because of donors like you, this month we:

Your $[amount] gift was part of this. You are not just a donor — you are a partner in transformation.

[Button: See More Stories] [Button: Give Again]

Thank you for making this possible.

[Your name]

Template 13: Matching Gift Urgency Email

Subject: Double your impact before midnight

Dear [First name],

A generous donor has offered to match every gift dollar-for-dollar — but only until midnight tonight.

Your $50 gift becomes $100.

Your $100 gift becomes $200.

Your $250 gift becomes $500.

[Button: Double My Gift Now]

We are $[amount] away from our goal. Your matched gift could be the one that gets us there.

This match expires at midnight. Do not miss this chance to double your impact.

[Your name]

P.S. Every gift, regardless of size, is matched. Even $25 becomes $50 in impact.

Template 14: Recurring Giving Invitation

Subject: Make your impact monthly

Dear [First name],

You gave $[amount] — and it made a difference.

What if you made that same impact every single month?

Join our [Recurring Program Name] with a monthly gift of just $[suggested amount]. You will:

[Button: Start My Monthly Gift]

Monthly giving is easy to set up and easy to adjust. You are in complete control.

Join 200+ neighbors who have already committed to monthly impact.

[Your name]

Template 15: Year-End Giving Email (Final 48 Hours)

Subject: Final hours: Your 2025 tax-deductible gift

Dear [First name],

2025 has been a year of extraordinary impact at [Organization].

Because of donors like you:

But there is still work to do — and still time to give.

Your gift before midnight on December 31 is tax-deductible for 2025. More importantly, it launches our work into 2026.

[Button: Give Before Midnight]

Thank you for an incredible year. Here is to even greater impact in the year ahead.

[Your name]

Script 16: Board Recruitment Initial Conversation

"[Prospect name], I have been impressed by your work in [their field/community contribution] for some time. Your commitment to [relevant value] aligns deeply with what we are building at [Organization].

We are currently looking to expand our board with leaders who bring [specific expertise/perspective they have]. Based on what I know about you, I think you would be an extraordinary fit.

Board service with us means [describe commitment: meetings, giving, fundraising involvement]. In return, you get to help shape the future of an organization that [impact statement].

Would you be open to learning more? I would love to send you some materials and set up a time to talk."

Script 17: Board Giving Expectation Conversation

"As part of our commitment to fundraising excellence, we ask every board member to make a personally meaningful gift each year. This is not about the amount — it is about 100% participation.

When we approach funders and major donors, one of the first questions they ask is, 'Does your board give?' Being able to say '100% of our board members give personally' is incredibly powerful.

We ask each board member to determine what 'personally meaningful' means for them. For some it is $500. For others it is $50,000. The amount is between you and your values.

Can we count on your commitment to 100% board giving?"

Script 18: Sponsorship Initial Approach (Phone)

"Hi [Contact name], this is [Your name] from [Organization]. I am reaching out because I noticed [Company]'s commitment to [CSR area/ community involvement], and I think there is a powerful alignment with our mission.

We [one-sentence mission + impact]. Our annual [Event name] brings together [audience description] — exactly the community [Company] serves.

We have sponsorship opportunities that offer real marketing value: brand visibility to [audience], employee engagement opportunities, and association with a cause your customers care about.

Would you be open to a brief conversation? I can send a one-page overview in advance."

Script 19: Sponsorship Follow-Up Email

Subject: [Company] + [Organization] partnership opportunity

Dear [Contact name],

Thank you for taking my call yesterday. As promised, attached is our sponsorship prospectus for [Event name].

A few highlights that I think will resonate with [Company]:

Our Title Sponsorship is $25,000 and includes [key benefits]. We also have Presenting ($10,000) and Supporting ($5,000) levels.

Would you have 20 minutes next week to discuss how this partnership could work for [Company]?

Best,

[Your name]

Script 20: Sponsorship Renewal Conversation

"[Contact name], last year's partnership was a tremendous success. Because of [Company]'s support, we [specific impact].

Your brand reached [audience number] through [channels]. I have attached a brief report showing the visibility and engagement you received.

This year, we are [describe what's new — bigger event, new audience, expanded program]. I would love to have [Company] back as a partner — and I think there is an opportunity to expand your involvement.

Can we schedule 15 minutes to discuss this year's options?"

Script 21: Paddle Raise / Fund-a-Need (Emcee)

"Ladies and gentlemen, tonight we have talked about our mission, our impact, and our vision. Now it is time to turn that vision into reality.

I am going to ask a series of questions. If the answer is yes, I want you to raise your paddle high.

Who in this room believes that every child deserves a safe place to learn? [PAUSE for paddles] Look at this sea of commitment!

Who will give $10,000 to ensure 20 children have that safe place for an entire year? [PAUSE] I see one... two... three! Thank you!

Who will give $5,000? [PAUSE] Amazing — look at these paddles!

Who will give $2,500? [PAUSE]

Who will give $1,000? [PAUSE]

Who will give $500? [PAUSE]

Who will give $250? [PAUSE]

And who will give $100 or whatever they can? [PAUSE] Every single paddle matters!

Look around this room. This is what community looks like. Together, we just raised $[amount] for [specific purpose]. Thank you!"

Script 22: Event Welcome Remarks

"Good evening, everyone. Welcome to [Event name].

Tonight is not just a fundraiser. It is a celebration of what we can accomplish when we come together.

In the past year, because of supporters like you in this room, we [key impact metrics]. But the number that matters most to me is this: [one powerful story or statistic].

Tonight, we have three goals: to celebrate our impact, to enjoy each other's company, and to fund the next chapter of our work.

Thank you for being here. Let's begin."

Script 23: Auction Item Description (Live)

"Our next item is a week at a private villa in Tuscany. This is not a timeshare. This is a privately owned, beautifully restored farmhouse in the heart of Chianti — sleeping 8, with a pool, vineyard views, and a personal chef available.

The owners — longtime supporters of our organization — have donated this week because they believe in our mission.

The retail value is $8,000. Let us start the bidding at $3,000. Do I have $3,000? [PAUSE] I have $3,000! Now $3,500..."

Script 24: Post-Submission Check-In (Email)

Subject: Following up on our [Date] proposal

Dear [Program officer name],

I hope this message finds you well. I am writing to follow up on our proposal for [Project name], submitted on [Date].

We are incredibly excited about the potential partnership between [Organization] and [Foundation]. Our [program] aligns deeply with your foundation's focus on [priority area], and we believe this project could serve as a model for [broader impact].

I would welcome the opportunity to answer any questions or provide additional information. We would also be delighted to host you for a site visit to see our work firsthand.

Thank you for your time and consideration.

Sincerely,

[Your name]

[Title]

[Contact information]

Script 25: Declined Grant — Response and Feedback Request

Dear [Program officer name],

Thank you for letting us know the outcome of our proposal. While we are disappointed, we deeply appreciate the time and consideration [Foundation] gave our application.

We remain committed to this work and to building a relationship with [Foundation]. If you have any feedback on how we might strengthen a future proposal, we would be most grateful.

In the meantime, I would like to keep you updated on our progress. May I add you to our quarterly impact newsletter?

Thank you again for your partnership in the broader [cause area] community.

Sincerely,

[Your name]

Script 26: Grant Report Introduction Letter

Dear [Program officer name],

Enclosed is our interim/final report for the [Grant name] grant, awarded on [Date].

I am pleased to share that we have [key achievement]. Thanks to [Foundation]'s support, we were able to [specific impact].

A few highlights:

We would welcome the opportunity to discuss our progress and plans for the next phase of this work. Please let me know if you would like to schedule a call or site visit.

With gratitude,

[Your name]

Script 27: "I Need to Think About It"

"Of course. A gift of this significance deserves careful thought. I want to make sure you have everything you need.

What specific information would be helpful as you consider this? I can provide [additional financials / site visit / conversation with program director / list of current donors at this level].

Would it make sense to reconnect next [day of week]? I will check in with you then — no pressure, just availability to answer any questions."

Script 28: "I Need to Talk to My Spouse"

"Absolutely. Major giving decisions are often family decisions. I completely respect that.

Would it be helpful if I prepared a brief written summary that you could share? Or would you and [spouse name] prefer to meet together? I would be happy to come to you or meet at a convenient location.

When do you think you might have a chance to discuss? I will follow up then."

Script 29: "The Timing Is Not Right"

"I understand. Timing is important in both business and giving.

Can you help me understand what timing might work better? We are flexible — we can structure a gift over multiple years, or I can check back at a specific time.

What would feel right to you?"

Script 30: "I Already Give to [Other Organization]"

"That is wonderful. [Other organization] does excellent work in [area].

We see our work as complementary, not competitive. Specifically, [Organization] is the only one in our community doing [unique differentiator]. Many of our donors support both organizations for that reason.

Would you consider adding us at a level that works within your overall giving? Even [lower amount] would [specific impact]."

Script 31: "I Cannot Give That Much"

"I appreciate your honesty. The amount I suggested is not a requirement — it is simply what would make the biggest impact.

What range feels comfortable for you? We value any level of support, and there are many ways to make a meaningful difference.

For example, [lower amount] would still [specific impact]. Or we could structure a [multi-year commitment / monthly giving plan] that spreads the gift over time.

What feels right to you?"

Script 32: Volunteer Recruitment Call

"Hi [Prospect name], this is [Your name] from [Organization]. I am calling because I think you would be an amazing addition to our volunteer team.

We are looking for volunteers to [specific role]. This involves [time commitment and tasks].

What makes this opportunity special is [impact statement — what the volunteer will see/achieve].

Would you be interested in learning more? I would love to invite you to our next volunteer orientation on [date]."

Script 33: Fundraising Volunteer Recruitment

"[Prospect name], you have been such a faithful supporter of our work. I have watched you [attend events / volunteer / advocate for us], and it is clear this mission matters deeply to you.

I am forming a special fundraising team for our [campaign/event], and I would be honored if you joined. This is not about asking everyone you know for money. It is about introducing people who care about [cause] to an organization that is making a real difference.

We provide all the training, materials, and support. You bring your passion and your network.

Would you be open to a conversation about what this would look like?"

Script 34: Press Release Template

FOR IMMEDIATE RELEASE

Contact: [Name], [Title]

Phone: [Number]

Email: [Email]

[Organization] Receives $[Amount] Grant to [Impact Statement]

[CITY, STATE — Date] — [Organization], a nonprofit dedicated to [mission], has received a $[amount] grant from [Funder] to support [program/project].

"[Quote from Executive Director about the significance of the grant]," said [Name], [Title] of [Organization].

The grant will fund [specific activities and expected outcomes]. In the past [time period], [Organization] has [key impact metrics].

"[Quote from funder if available]," said [Name], [Title] at [Funder].

For more information about [Organization], visit [website].

Script 35: Media Pitch Email

Subject: Story idea: [Compelling headline]

Hi [Journalist name],

I have been following your coverage of [relevant topic], and I thought you might be interested in a story about [specific angle].

[Organization] recently [newsworthy event — grant received, milestone achieved, program launched]. The impact has been remarkable: [specific data or story].

I would love to connect you with [interview subject — beneficiary, executive director, program participant] for a compelling human-interest story.

Would you have 10 minutes for a quick call? I can share more details and photos.

Best,

[Your name]

[Organization]

Script 36: Social Media Post Templates

Impact post:

"Because of donors like you, [specific outcome]. $[amount] provides [specific impact]. Link in bio to give. #[Cause] #[Organization]"

Story post:

"Meet [Name]. [One-sentence challenge]. [One-sentence transformation]. 'Direct quote from beneficiary.' Your support made this possible. [Link]"

Urgency post:

"We are $[amount] from our goal with [time] left. Every gift matched. [Link] #GivingTuesday"

Donor spotlight:

"Why I Give Wednesday: '[Quote from donor about why they give].' — [Name], [years] donor. Join them: [Link]"

Behind-the-scenes:

"A day in the life of our [program staff]. [Photo/video]. This is what your support makes possible. [Link]"

Clozo Academy Proprietary Curriculum — The Nonprofit Growth System

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