In this episode, Mary Petersen discusses the common experience of receiving 'no' from donors in fundraising. She emphasizes that a 'no' often signifies a need for more information or clarity rather than a definitive rejection. Petersen outlines five key reasons why donors say no, including lack of clarity, misalignment of values, timing issues, decision-making dynamics, and the nature of the ask itself. She provides actionable strategies for fundraisers to address these concerns and turn potential rejections into opportunities for engagement and understanding.

#fundraising #nonprofit #fundraising strategies #fundraising success

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

• Website: www.heyfundraiser.com
• YouTube: @heyfundraisers
• Instagram: @heyfundraiser
• LinkedIn: Mary Petersen
• Email: [email protected]

In this episode, Mary Petersen discusses the concept of permission-based fundraising, emphasizing the importance of clarity and collaboration in donor relationships. She outlines five key questions that fundraisers can use to create a natural transition to asking for donations, ensuring that donors feel respected and engaged throughout the process. The episode also addresses how to handle vague responses from donors and provides practical homework for fundraisers to practice their skills.

#fundraising #solicitation #nonprofit #majorgifts, #donorrelationships #fundraisingstrategy

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

• Website: www.heyfundraiser.com
• YouTube: @heyfundraisers
• Instagram: @heyfundraiser
• LinkedIn: Mary Petersen
• Email: [email protected]

In this podcast episode, Mary Petersen discusses the critical signals that indicate when a donor is ready to be asked for a major gift. She emphasizes the importance of understanding engagement, values alignment, capacity, timing, and ownership signals. By recognizing these signals, fundraisers can approach potential donors with confidence and integrity, ensuring that the ask feels natural and appropriate. Petersen also introduces the concept of permission-based fundraising, which helps build a relationship that leads to successful major gift solicitations. Finally, she provides a scoring system to assess donor readiness and encourages fundraisers to focus on the right prospects to achieve their goals.

#majorgifts #fundraising #permission-based fundraising #philanthropy #donorrelationships

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

• Website: www.heyfundraiser.com
• YouTube: @heyfundraisers
• Instagram: @heyfundraiser
• LinkedIn: Mary Petersen
• Email: [email protected]

In this episode of the Hey Fundraiser podcast, Mary Petersen discusses the importance of portfolio triage in fundraising. She emphasizes that the scarce resource in major gifts is the fundraiser's time and attention, not the donors themselves. By categorizing donors into three priorities, fundraisers can focus their efforts on those most likely to give, ensuring that their time is spent effectively. Mary provides practical strategies for engaging with priority donors and highlights common mistakes to avoid in donor management. The episode concludes with a structured weekly triage plan to help fundraisers maintain focus and momentum in their efforts.

Check out the Momentum Webinar here - it's pre-recorded so you can watch it immediately!

#fundraising #donor management #major gifts #nonprofit strategy #donor engagement #fundraising tips

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

• Website: www.heyfundraiser.com
• YouTube: @heyfundraisers
• Instagram: @heyfundraiser
• LinkedIn: Mary Petersen
• Email: [email protected]

If your major gifts work is running on vibes—if you only do outreach when you feel confident, or you avoid the ask until you feel “100% ready”—this episode is your intervention (said with love).

In this conversation, Mary breaks down the Momentum Method, a simple system that helps you build steady progress in major gifts without relying on motivation, a perfect week, or a magical burst of confidence. You’ll learn the 4 core elements that create momentum—and a weekly rhythm to keep them moving.

In this episode, you’ll learn:

• What “mood-based major gifts” looks like (and why it’s so common)
• The 4 elements of the Momentum Method:
  • Portfolio
  • Major Gift Materials (Outcomes + Offers)
  • Cultivation
  • Solicitation
• A simple weekly operating rhythm to build real major gift momentum
• The biggest reasons you feel stuck—and how to fix them with structure, not willpower
• How to stop “prepping” forever and start moving donors forward with confidence

Your simple challenge for this week:

Pick 5 donors you’re moving this week.
Write one clear next step for each.
Schedule two outreach blocks on your calendar.
That’s it. That’s the system.

Want the full Momentum system?

If you liked this episode, you’ll love Mary’s Momentum webinar—a 60-minute training that walks you through the full 4-part system and shows you how to apply it to your real-life donor portfolio (even if you’re busy, overwhelmed, or new-ish to major gifts). This is an on-demand webinar so you can watch it anytime :)

Watch the Momentum webinar here

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

• Website: www.heyfundraiser.com
• YouTube: @heyfundraisers
• Instagram: @heyfundraiser
• LinkedIn: Mary Petersen
• Email: [email protected]

I wrote a short, punchy field guide with word-for-word major gift ask scripts so you can make confident, collaborative solicitations (without the anxiety). In this video I share why I wrote it, what’s inside, and how to use it to book more meetings, tailor your ask to head/heart/gut donors, and handle objections like a pro. This one is for you executive directors, major gift officers, and directors of development!

You’ll learn:
-Why “asking” is a joyful, professional invitation—not “begging”
-The 12 ask scripts and when to use each
-The 5 elements of a strong ask
-How to read head / heart / gut donors and tailor your language
-A simple way to handle money, timing, fit, trust, and curveball objections
-Confidence boosters to beat impostor syndrome (including my pre-ask pep-talk routine)
-Common mistakes to avoid so you shorten time-to-gift

📘 What to Say: 12 Major Gift Asks to Get a Yes → BUY THE BOOK 

🚀 Want coaching support? Major Gift Momentum cohorts → https://heyfundraiser.com/momentum

Who this is for:
New and seasoned MGOs, EDs at small–mid nonprofits, and anyone who wants practical, permission-based language to book meetings, design the ask, and handle objections with ease.

#fundraising #majorgifts #nonprofit #donorrelations #whatToSay #askwithconfidence #permissionbasedfundraising

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

• Website: www.heyfundraiser.com
• YouTube: @heyfundraisers
• Instagram: @heyfundraiser
• LinkedIn: Mary Petersen
• Email: [email protected]

In this episode of the Hey Fundraiser podcast, Mary Petersen interviews Heather Withrow, a member of the Major Gift Momentum program. Heather shares her transformative journey in fundraising, detailing her impressive successes, including securing a $245,000 gift. The conversation explores the mindset shifts and strategies that have empowered Heather to approach fundraising with confidence and clarity, emphasizing the importance of community support and permission-based fundraising. The episode concludes with a light-hearted discussion about celebrating future successes in fundraising.

If you'd like to learn more about Momentum, click here. 

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

• Website: www.heyfundraiser.com
• YouTube: @heyfundraisers
• Instagram: @heyfundraiser
• LinkedIn: Mary Petersen
• Email: [email protected]

In this episode, Mary Petersen tackles one of the most-asked questions in fundraising: “What exact words do I use to close a major gift?” Mary breaks down the anatomy of an effective ask—clarity, confidence, and connection—and shares five solicitation styles with real-world language, when to use each, and why they work. You’ll learn how to time the ask using permission-based fundraising, avoid common pitfalls (like being vague or asking too soon), and tailor your approach to each donor’s style so you walk into every meeting poised, prepared, and confident.

Key Takeaways

• Tailor your ask to the donor’s style, motivations, and relationship stage.
• Lead with confidence—never apologize for your ask.
• Don’t ask too soon; use permission-based fundraising to confirm readiness.
• Always include a specific dollar amount and what it funds.
• Acknowledge past giving to build momentum for the next gift.
• Silence after the ask is strategic—let it do the heavy lifting.
• Different donors respond to different ask styles—match the method to the person.
• Personalize by naming the program/outcome your donor cares about.
• The “What would it take?” ask unlocks collaboration and negotiation with strategic donors.

Chapters

• 00:00 — Transforming Panic into Poise
• 02:49 — The Art of the Ask
• 06:12 — Common Mistakes in Fundraising
• 09:05 — Five Powerful Solicitation Styles
• 26:29 — Tailoring Your Approach for Success

The Five Solicitation Styles (with sample language)

1. Direct Ask — best for decisive, well-briefed donors
   “Sarah, we’re looking for partners to fund the new Food Pharmacy. Would you consider a gift of $100,000?”
   • Why it works: clear, concise, confident.
2. Gratitude Ask — ideal for loyal donors stepping up
   “Lisa, your generosity has changed lives. We’d love to invite you to deepen your impact with a $500,000 gift for the new animal shelter.”
   • Why it works: honors history, creates momentum.
3. Partnership Ask — perfect for lead/anchor gifts & insiders
   “Tom, you’re a champion of our mission. Would you consider investing $1 million to help us scale our food bank?”
   • Why it works: elevates the donor as a co-creator.
4. Storytelling Ask — for heart-driven, first-time major donors
   “Mark, let me tell you about Maria… With $75,000, we can help 10 more families like hers in the next six months.”
   • Why it works: connects dollar

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

• Website: www.heyfundraiser.com
• YouTube: @heyfundraisers
• Instagram: @heyfundraiser
• LinkedIn: Mary Petersen
• Email: [email protected]

In this episode, Mary Petersen pulls back the curtain on the habits, mindsets, and metrics that consistently drive 5-, 6-, and 7-figure gifts. Whether you’re new to major gifts or ready to elevate your game, this episode breaks down what the best MGOs do differently — and how you can model their success starting today.

You’ll learn:
 ✨ The five daily habits every top MGO swears by
 📆 Why time-blocking and prioritizing the right donors changes everything
📊 The key metrics high performers track (and which ones to ditch)
🧠 How to shift your mindset from “petitioner” to “partner”
🔥 Why energy management is a fundraising superpower

By the end, you’ll know exactly what to focus on, how to measure the right work, and how to reframe your day-to-day to bring in bigger gifts — without burning out.

🧩 Key Takeaways:

1. Time-block donor work — Protect 90–120 minutes every day for strategy, outreach, and follow-up.
2. Prioritize by relationship stage, not recency. Responding to the latest email isn’t the same as advancing a relationship.
3. Know your top 25 cold. Keep them visible — whiteboard, sticky note, or list.
4. Track actions, not just dollars. Celebrate meaningful moves that build momentum.
5. Always plan the next step. Never leave a meeting without a clear follow-up.

💡 Bonus Metrics:

• 15–20 meaningful donor interactions per month
• 12–16 major gift asks per year
• 80% portfolio coverage every 6 months
• Track average gift size per officer

And remember — top MGOs think like partners, not petitioners. They don’t take “no” personally, and they know that rest and reflection fuel long-term success.

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

• Website: www.heyfundraiser.com
• YouTube: @heyfundraisers
• Instagram: @heyfundraiser
• LinkedIn: Mary Petersen
• Email: [email protected]

Ready to pour rocket fuel on your major gift efforts? Major Gift Momentum is the solution. Check it out here!

In this episode of Hey Fundraiser!, Mary Petersen dives into a surprisingly common (and often confusing) fundraising moment — when a donor sends in an unsolicited major gift that’s much smaller than what you were preparing to ask for. Should you celebrate it, be worried, or assume your cultivation failed? Mary breaks down exactly what to do next, why it happens, and how to respond strategically so you don’t lose momentum or confidence.

This episode will help you turn that “surprise gift” moment into an opportunity to requalify, re-engage, and deepen the relationship — instead of second-guessing your process.

You’ll Learn:

• 💡 Why unsolicited gifts happen — from “testing the waters” to avoiding a pitch.
• 🧭 The 4-step framework for responding to unexpected major gifts.
• 🗣️ How to thank donors thoughtfully and signal a bigger vision.
• 🤝 What to say (and not say) when you follow up.
• 🧩 When to “bless and release” vs. when to double down on cultivation.

Key Takeaways:

1. You didn’t blow it — unsolicited gifts are often a door opener, not a door closer.
2. Respond fast — thank within 24–48 hours and make it personal.
3. Signal there’s more — let donors know you have a bigger vision to share.
4. Re-engage with curiosity — ask discovery questions to uncover motivation.
5. Don’t chase endlessly — use Mary’s “three tries in three ways” rule before blessing and releasing.

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

• Website: www.heyfundraiser.com
• YouTube: @heyfundraisers
• Instagram: @heyfundraiser
• LinkedIn: Mary Petersen
• Email: [email protected]