February 14, 2025

5 Biggest Mistakes Fundraisers Make During Solicitation

24 minutes

Episode Summary:
Raise your hand if you’ve ever walked out of a donor meeting thinking, “Oh my gosh, I totally messed that up.” 🙋‍♀️ We've all been there! Asking for a major gift can feel stressful, but it doesn’t have to be. In this episode, I break down the five biggest solicitation mistakes I see fundraisers make every single day—and how to avoid them.

Whether you’re struggling with when to ask, what to say, or how to handle donor objections, this episode is packed with real-life strategies to help you make stronger asks and close bigger gifts.

In This Episode, You’ll Learn:
✅ Why asking too soon can cost you the gift (and how to fix it)
✅ How to make your donor meetings feel like a conversation—not a monologue
✅ The #1 mistake that leads to vague, unconvincing asks (and how to make yours clear & compelling)
✅ What to say when a donor hesitates or pushes back
✅ Why following up is a must—even if the answer is “I need to think about it”

Mistakes Covered in This Episode:
🚨 Mistake #1: Asking Too Soon – Why 90% cultivation, 10% ask is the magic ratio
🚨 Mistake #2: Talking Too Much – How to get the donor to do most of the talking (and why silence after the ask is golden)
🚨 Mistake #3: Not Being Clear About the Ask – How to structure your ask so the donor knows exactly what you’re requesting
🚨 Mistake #4: Not Handling Objections Well – Why objections are NOT rejections (and how to turn a no into a maybe, and a maybe into a yes)
🚨 Mistake #5: Failing to Follow Up – The easiest way to leave money on the table

Resources & Links:
📌 FREE Objection Handling Guide – Listen to the Podcast HERE
📌 15 Best Questions to Ask Donors During Cultivation – Download HERE
📌 Connect with Me on LinkedIn – Let’s talk fundraising! Connect & Follow Me HERE

Your Next Steps:
🎧 Loved this episode? Leave a review and let me know your biggest takeaway!
📢 Share this episode with a fellow fundraiser who could use a confidence boost before their next big ask.
📩 Got a question or topic request? Send me a voice message here: Leave A Message for Mary

Thanks for listening, fundraiser! Go out there and make some magic happen. 🚀✨

Stop having “nice meetings” that go nowhere. If you want meetings that end with momentum (next step + timeline + clarity), start here:

🔥 Major Donor Meeting Mastery — my step-by-step system for better donor meetings.
📘 Mary's book — grab the framework and major gift ask scripts.
🎥 Momentum Webinar — learn the core strategy in one sitting.

💻 Connect with Mary Petersen