Hey Fundraiser!
Welcome to Hey Fundraiser, the podcast for nonprofit Executive Directors and major gift officers who are done guessing.
Each week, host Mary Petersen pulls back the curtain on what actually works in major gifts. Not theory. Not whiteboard frameworks. Real scripts, real strategy, and the exact moves you can use in your next donor meeting. Mary spent 25+ years as a working major gift officer and built a methodology that closes 5 and 6-figure gifts in months, not years, by going deep with a focused portfolio instead of chasing volume.
If you've ever frozen up before an ask, stared at a "wish list" of donors with no idea who to call first, or wondered why the industry keeps telling you a major gift takes 18 months to close, this is your show.
You'll leave every episode with one clear thing to do on Monday morning. Hit follow and start building real momentum.
Hey Fundraiser!
How to Overcome The Fear of Making a Major Gift Ask
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In this episode, Mary dives into the number one challenge faced by her major gift coaching clients—fear of making the ask. Whether it’s the fear of rejection or the fear of damaging a relationship, many fundraisers struggle with taking that final step. Mary shares practical strategies to help you confidently make major gift asks, even when fear kicks in. From mindset shifts to cultivation tactics, and knowing when it’s time to ask, this episode is packed with actionable advice. Mary also discusses how to handle objections and what to do if your prospect says no.
Key Takeaways:
- Fear of Rejection is Real: Mary shares her own experiences with the fear of rejection and how getting past that initial "no" helped her grow as a major gift officer.
- Mindset Shifts: Learn how to reframe your thinking from viewing an ask as a withdrawal in the emotional bank account to seeing it as an opportunity for your prospect to make a meaningful impact.
- Cultivation Tactics: Discover the importance of preparing your prospect for the ask by understanding their motivations, interests, and connection to your organization’s mission.
- Permission-Based Fundraising: Mary emphasizes the value of gaining permission for next steps in every interaction to build trust and ensure that the ask won’t be a surprise.
- Handling Objections: Mary provides examples of open-ended questions that can help you understand and address any concerns your prospect might have, reducing the chances of a "no."
Resources Mentioned:
- Free Download: 15 Questions to Ask During Cultivation - These questions will help you deepen your relationship with your prospect and get you closer to a successful ask.
- Schedule a Game Plan Call: Book your free 45-minute call with Mary to discuss your unique challenges in major gift fundraising and how to overcome them.
Subscribe & Follow:
- If you enjoyed this episode, be sure to subscribe to the Hey Fundraiser! podcast so you never miss an episode.
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🪑 The Small Table Intensive. Half a day. Build or rebuild your major gift program around fewer donors and deeper relationships, using the methodology from my book Small Table Big Philanthropy.
🎯 The Ask Workshop. Half a day. The exact words to use when it's time to ask for 5 and 6-figure gifts. Walk in nervous about the ask. Walk out with the script.
More from Mary:
📘 Mary's books. What to Say and Small Table Big Philanthropy. The books behind the methodology.
🔥 Major Donor Meeting Mastery. My step-by-step system for donor meetings that move the relationship forward.
👩🏻💻 Momentum Training. My complete packaging + ask system, all in one place.
💻 Connect with Mary Petersen
- Website: heyfundraiser.com
- YouTube: @heyfundraisers
- Instagram: @heyfundraiser
- LinkedIn: ...