The Magic of Discovery Calls

Why Discovery Calls Matter More Than You Think

Discovery calls tend to create strong reactions among major gift fundraisers.

Some love them.

Others avoid them entirely because they feel too much like cold calls.

I understand that hesitation. No fundraiser wants to feel intrusive. And no donor wants to feel like they’re being “worked.”

But discovery calls are one of the most important tools we have to build healthy pipelines - and to stop wasting time on donors who may not be ready, interested, or aligned. At their best, discovery calls aren’t transactional. They’re not mini-asks disguised as casual outreach.

They’re simply an opportunity to learn:

• Does this donor feel connected to our mission?
• What matters to them? What are their values?
• What inspired their first gift?
• What role do they want philanthropy to play in their life?
• And importantly: Are we spending too much time chasing someone who may not be ready?

When I worked at United Way of King County, I managed a portfolio of nearly 200 donors and prospects. Discovery calls helped me quickly understand where deeper relationships were possible... and where they weren’t.

Here are three types of discovery calls I still use and teach today.

THE THANK YOU CALL

These are often the easiest and most overlooked. A donor makes a gift and receives an automatic receipt, perhaps a formal thank-you letter... and then silence.

That’s a missed opportunity.

A simple thank-you call can open the door to meaningful discovery. It’s also a superpower for donor retention and helps fundraisers determine whether someone may be a strong mid-level or major gift prospect.

During a call, I might say:

"I wanted to personally thank you for your recent gift. I’m curious—what inspired your support?"

Or: "I’d love to learn what about our work resonates most with you."

Or: "Did you or your family have a personal experience that connects you to this work?"

Using these questions, you’ll often uncover far more than you expect. Discovery calls should feel like conversations, not interrogations. Use open-ended questions and lead with curiosity. 

And if they don’t answer? Leave a warm voicemail: "I simply wanted to thank you personally for your support and learn what inspired your gift. If you'd ever like to share, I’d love to hear your story. I'll give you a call again on Thursday."

After your discovery conversation, leave notes on the record, and consider if this person may be a good person for your mid-level or major gift program. 

I'd also run the numbers to reinforce the wisdom of using thank you calls for major donor discovery: Run a list of all your current major gift supporters (say, at the $10,000+ level). Using that list, look at each donor’s first gift amount. What percentage began at $500 or below? You may quickly realize the value of these discovery calls.

THE WARM INTRODUCTION CALL

A board member says, "You should really meet my friend!"  Or: I'd like you to contact this person... I think they could be big givers!"

Wonderful.

But please don’t immediately cold call that person. Ask for a warm introduction first - what I often call an “influential introduction.” Because trust matters.

I typically ask the board member: "Would you feel comfortable introducing us by email? It helps when someone knows who I am, I’m reaching out, and how we're connected. It's important to mention you're a board member, and why the work we do matters to you, personally."

Once introduced:

"Thank you for the introduction, <Board Member>.

Dear <introducee> I'd love to learn more about your interest in our impact and hear more about you and what matters to you."

Sometimes this becomes coffee between the two of you. Sometimes lunch or coffee with the three of you. Sometimes a short Zoom call.

The goal is not to pitch. The goal is discovery.

THE "IT'S BEEN A MINUTE" CALL

This may be my favorite.

These are for lapsed donors, former volunteers, former board members, or people who once cared deeply but have drifted. And often? Their lapse has nothing to do with lack of interest.

Staff turnover. Leadership changes. Life circumstances. Organizational shifts. 

I usually lead with appreciation: "Your support helped us get where we are today, and I realized it’s been far too long since we’ve connected."

Or: "You’ve played an important role in our story and growth, and I’d love to reconnect and hear how you’re doing."

No guilt. No pressure. No immediate ask. Just reconnection.

And often, reconnection comes before reinvestment. 

Don’t Let Discovery Drag On Forever

One of my fundraising colleagues, Eli Jordfald, MPA, CFRE, recently made a great observation: Fundraisers often drag out the process of getting to the ask. And donors don’t necessarily want that.

Discovery matters deeply - but once you understand alignment, interest, capacity, and timing, move forward confidently. 

Discovery should create momentum. Not endless cultivation.

The True Purpose of Discovery

Discovery calls help you understand where to focus your time. They help you identify genuine interest. They strengthen relationships early.

And they help you build a healthier major gift pipeline.

Most importantly? They help you stop guessing. 

And that’s where stronger fundraising begins.

Does your "phone phobia" have you worried about making calls? Get your solution right here.