Talking about death and money is never easy, however charities stand to reap benefits by engaging in these conversations by phone. Tony Charalambides shares advice for how to run a successful telephone legacy campaign.

The importance of legacy donations for charities is becoming increasingly clear as regular givers are forced to tighten their belts in a challenging financial climate. The average value of a donation left in a will is between £15,000 and £20,000 – as much as many regular donors would give over a lifetime – and so legacies promise great rewards for relatively little investment. Most of all legacies represent a secure and highly-valued source of future income.