As someone who did fundraising on many boards, I can say that Robinson knows the territory. The website for nonprofits Guidestar ran an excerpt from his book in which Robinson gives a lesson in how to respond to avoidance tactics of funders when you call:
I don't mean to imply that that the following responses constitute one conversation, and that you have to handle eight or nine put-offs in a row. But my general rule is that you should respond to at least three before giving up.
Objection: "I don't have time to talk right now." Response: "When would be a better time to call?"