10 Easy Steps to Asking For a Gift

By Sandy Rees

Individual donors are a great source of funding for your organization. Focusing on a small group of major givers can bring big rewards in terms of donations, connections, and support. If you've never made a request in person, here are 10 easy steps to asking for a gift.

1. Learn as much as you can about the organization. Be ready to tell someone in your own words what the organization is about and why you are raising money.


2. Make your own gift first. It's much easier to connect with others when you have already made your own gift.


3. Know why you are participating in fundraising. When you are clear about your feelings of commitment, you will come across as a sincere, caring person who is talking from the heart - and people will listen to you. Your task is to encourage your potential contributors to care about your organization and then to give from that space.


4. Know your donors. Learn as much as you can about your prospective donors. You'll be better able to match the benefits of the organization's programs with their interests.


5. See your prospects in person. It is worth your time to set appointments and see your donor prospects in person. Experience shows that a personal visit sends a strong message that you believe supporting the organization is important enough for you to see the donor in person. Solicitors who make it a point to use personal visits consistently secure larger donations.


6. Approach the campaign as you would any important business project. Use proven practices that lead to success. Set goals and see them through.


7. Tell your organization's story with enthusiasm. Most people want to hear good news about your organization. You are the organization to those you visit. Their perception of the organization's work will be based on how you present the case for their gifts. Let your belief in and passion for the mission spark your prospect's interest.


8. Remember this: the organization does not have needs - the people you serve have needs. Focus on the recipients of your organization's work.


9. Explain the need for funding. Use your fundraising materials to help your prospect understand. Don't read it to them - just hit the highlights. If you don't know the answer to a question, admit it. Promise to find out and get back to them. Don't make up an answer.


10. Ask for a specific amount. Once you have explained the campaign, ask for a specific amount. "Would you consider a gift of $_________ to our organization?" Once you ask, don't say another word. Let the donor speak first.

If you feel unsure about making an ask in person, practice first. It'll help improve your confidence and help you feel more sure of yourself.

Want more practical tips and ideas for successful fundraising? Get the twice-monthly "Bright Ideas for Fundraising" at http://www.getfullyfunded.com

Sandy Rees is a nonprofit fundraising coach and speaker who shows small nonprofit organizations how to raise more money, gain more supporters, and strengthen their Boards.
(c) Sandy Rees, CFRE

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