Hey Fundraiser!

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

🎓 The Professional Development Budget Kit. Free Download! Everything you need to get your organization to say "yes" to funding your growth: templates, talking points, and an ROI calculator.

💸 Major Gift Intensives. We're headed to 6 cities in 2027. Are we headed to yours? Join us for a 3 day deep dive into major gifts! Only 30 seats per city.

🌻 The 2027 Growth Pass. Only 5 seats available. The Growth Pass bundles Mary's three flagship live experiences into one powerful year of learning. One Major Gift Intensive. One Ask Workshop. One Small Table Intensive.

🪑 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 scripts.

💻 Connect with Mary Petersen

• Website: heyfundraiser.com
• YouTube: @...

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. 

🎓 The Professional Development Budget Kit. Free Download! Everything you need to get your organization to say "yes" to funding your growth: templates, talking points, and an ROI calculator.

💸 Major Gift Intensives. We're headed to 6 cities in 2027. Are we headed to yours? Join us for a 3 day deep dive into major gifts! Only 30 seats per city.

🌻 The 2027 Growth Pass. Only 5 seats available. The Growth Pass bundles Mary's three flagship live experiences into one powerful year of learning. One Major Gift Intensive. One Ask Workshop. One Small Table Intensive.

🪑 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 scripts.

💻 Connect with Mary Petersen

• Website: heyfundraiser.com
• YouTube: @...

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 dollars to human outcomes.
5. “What Would It Take?” Ask — for negotiators & strategic thinkers
   “Tim, what would it take for you to consider a $1 million investment in our domestic violence hotline?”
   • Why it works: opens collaboration and deal-shaping.

Common Mistakes to Avoid

• Asking too soon—skip the pitch until you’ve secured permission for an ask.
• Being vague—never ask for a “major gift” without a specific amount and purpose.
• Apologizing or filling silence—state the ask, pause, and let the donor process.
• One-size-fits-all scripting—match your ask style to the donor.

🎓 The Professional Development Budget Kit. Free Download! Everything you need to get your organization to say "yes" to funding your growth: templates, talking points, and an ROI calculator.

💸 Major Gift Intensives. We're headed to 6 cities in 2027. Are we headed to yours? Join us for a 3 day deep dive into major gifts! Only 30 seats per city.

🌻 The 2027 Growth Pass. Only 5 seats available. The Growth Pass bundles Mary's three flagship live experiences into one powerful year of learning. One Major Gift Intensive. One Ask Workshop. One Small Table Intensive.

🪑 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 scripts.

💻 Connect with Mary Petersen

• Website: heyfundraiser.com
• YouTube: @...

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.

🎓 The Professional Development Budget Kit. Free Download! Everything you need to get your organization to say "yes" to funding your growth: templates, talking points, and an ROI calculator.

💸 Major Gift Intensives. We're headed to 6 cities in 2027. Are we headed to yours? Join us for a 3 day deep dive into major gifts! Only 30 seats per city.

🌻 The 2027 Growth Pass. Only 5 seats available. The Growth Pass bundles Mary's three flagship live experiences into one powerful year of learning. One Major Gift Intensive. One Ask Workshop. One Small Table Intensive.

🪑 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 scripts.

💻 Connect with Mary Petersen

• Website: heyfundraiser.com
• YouTube: @...

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.

🎓 The Professional Development Budget Kit. Free Download! Everything you need to get your organization to say "yes" to funding your growth: templates, talking points, and an ROI calculator.

💸 Major Gift Intensives. We're headed to 6 cities in 2027. Are we headed to yours? Join us for a 3 day deep dive into major gifts! Only 30 seats per city.

🌻 The 2027 Growth Pass. Only 5 seats available. The Growth Pass bundles Mary's three flagship live experiences into one powerful year of learning. One Major Gift Intensive. One Ask Workshop. One Small Table Intensive.

🪑 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 scripts.

💻 Connect with Mary Petersen

• Website: heyfundraiser.com
• YouTube: @...

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

Today we’re tackling one of the most common (and costly) mistakes I see major gift officers make: lowballing the ask.

If you’ve ever walked out of a donor meeting wondering if you should’ve asked for more—or felt afraid to offend a donor by going too big—this episode is your wake-up call. Because here’s the truth: donors aren’t offended by bold asks… they’re confused by vague ones.

We’ll unpack why fundraisers undershoot, how to calculate the right amount with confidence, and how to deliver your ask in a way that feels natural, strategic, and unapologetically bold.

In This Episode, You’ll Learn:

• Why “playing it safe” with smaller asks is actually hurting your organization (and your donors).
• The four biggest reasons fundraisers lowball their asks — and how to fix them.
• The real cost of under-soliciting (hint: it’s not just lost revenue).
• The confidence formula for determining the right ask amount using capacity, affinity, and readiness.
• How to deliver your ask with precision — using specific numbers, clear impact, and confident tone.
• What to say (and what not to say) when presenting different giving options.
• The four-question Confidence Checklist to know you’re ready to make the right ask.

🎓 The Professional Development Budget Kit. Free Download! Everything you need to get your organization to say "yes" to funding your growth: templates, talking points, and an ROI calculator.

💸 Major Gift Intensives. We're headed to 6 cities in 2027. Are we headed to yours? Join us for a 3 day deep dive into major gifts! Only 30 seats per city.

🌻 The 2027 Growth Pass. Only 5 seats available. The Growth Pass bundles Mary's three flagship live experiences into one powerful year of learning. One Major Gift Intensive. One Ask Workshop. One Small Table Intensive.

🪑 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 scripts.

💻 Connect with Mary Petersen

• Website: heyfundraiser.com
• YouTube: @...

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

Welcome back, fundraiser! In this episode, we're tackling one of the most head-scratching (and heart-sinking) experiences in major gift fundraising: donor silence.

Ever had a warm, engaged prospect suddenly vanish into the abyss of unread emails and unreturned voicemails? You're not alone—and you're definitely not doing anything wrong.

In this episode, you'll learn:

• Why donors really go silent (hint: it’s usually not personal)
• What not to say when following up (no guilt trips allowed)
•  What to say instead—4 proven re-engagement templates
• How to restart the conversation with confidence (even after 6 months)
• When to “bless and release” a prospect and protect your energy

Plus, I’m sharing my 3-touch outreach method and what to do when a donor ghosts you again after reconnecting.

🎯 Key Takeaway: Donor silence isn’t a door closing—it’s a pause. And you get to decide when (and how) to press play again.

🔁 If this episode helped, follow the podcast, leave a review, and share with a colleague who’s currently being ghosted!

🎓 The Professional Development Budget Kit. Free Download! Everything you need to get your organization to say "yes" to funding your growth: templates, talking points, and an ROI calculator.

💸 Major Gift Intensives. We're headed to 6 cities in 2027. Are we headed to yours? Join us for a 3 day deep dive into major gifts! Only 30 seats per city.

🌻 The 2027 Growth Pass. Only 5 seats available. The Growth Pass bundles Mary's three flagship live experiences into one powerful year of learning. One Major Gift Intensive. One Ask Workshop. One Small Table Intensive.

🪑 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 scripts.

💻 Connect with Mary Petersen

• Website: heyfundraiser.com
• YouTube: @...

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

Do you really need to spend 18 months cultivating a donor before making an ask? 😅  (Spoiler alert: Absolutely not.)

In this firecracker episode, Mary calls BS on the outdated “18-month cultivation” rule and walks you through how to build authentic, strategic donor relationships that lead to major gifts faster — without feeling rushed, pushy, or awkward.

What You'll Learn:

• Why loooong cultivation timelines are sabotaging your impact.
• The three things donors must be clear on to say “YES.”
• Five powerful ways to accelerate donor momentum without pressure.
• What to say instead of “can you support our work?” 🙃
• Why smaller portfolios = deeper relationships and bigger gifts.

Resources & Links

 🎯 Ready to crush your major gift goals faster? Grab Major Donor Meeting Mastery – it’s your fast track to YES for just $47!

If you loved this episode, please leave a review and share it with a teammate who’s stuck in “not yet” land.

Until next time, keep fundraising with clarity, purpose, and a little sass.

🎓 The Professional Development Budget Kit. Free Download! Everything you need to get your organization to say "yes" to funding your growth: templates, talking points, and an ROI calculator.

💸 Major Gift Intensives. We're headed to 6 cities in 2027. Are we headed to yours? Join us for a 3 day deep dive into major gifts! Only 30 seats per city.

🌻 The 2027 Growth Pass. Only 5 seats available. The Growth Pass bundles Mary's three flagship live experiences into one powerful year of learning. One Major Gift Intensive. One Ask Workshop. One Small Table Intensive.

🪑 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 scripts.

💻 Connect with Mary Petersen

• Website: heyfundraiser.com
• YouTube: @...

Interested in Major Gift Momentum? Check it out here!

Are you stuck chasing donors who never call back? Wasting your precious time on high-capacity but low-interest "prospects"? This episode is your rescue mission.

Mary introduces the ABCDE Method—a powerhouse framework to help you quickly spot which donors deserve your energy (and which should be blessed and released). You'll learn how to focus on donors with true potential and stop burning out on low-likelihood long shots.

With witty wisdom and a dose of real talk, Mary breaks down:

• Affinity + Action – Why caring alone isn't enough
• Big Gifts Elsewhere – The receipts don't lie!
• Connections Inside – One warm intro could be worth $100K
• Donor Behavior Upgrades – Look for spontaneous signs of readiness
• Engagement – Time and attention are donor love languages

You'll also get tips on how to filter your portfolio using this framework and how to bless and release like a boss.

🧠 What You’ll Learn:

• Why high-capacity ≠ high-likelihood
• How to qualify better and stress less
• The 5 signs that a prospect is actually ready for a major gift convo
• The art of saying “no” to the wrong people (without guilt)
• How to turn signals into strategy

🎁 Free Resource:

Download the Prospect Spotting Checklist to make donor strategy meetings faster, smarter, and more effective.

Grab it here 

📣 Don’t forget:

• Follow the show wherever you listen
• Leave a review if this helped you
• Share it with a teammate who's drowning in low-likelihood leads 🙃

🎓 The Professional Development Budget Kit. Free Download! Everything you need to get your organization to say "yes" to funding your growth: templates, talking points, and an ROI calculator.

💸 Major Gift Intensives. We're headed to 6 cities in 2027. Are we headed to yours? Join us for a 3 day deep dive into major gifts! Only 30 seats per city.

🌻 The 2027 Growth Pass. Only 5 seats available. The Growth Pass bundles Mary's three flagship live experiences into one powerful year of learning. One Major Gift Intensive. One Ask Workshop. One Small Table Intensive.

🪑 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 scripts.

💻 Connect with Mary Petersen

• Website: heyfundraiser.com
• YouTube: @...

📅 Episode Summary:
Ever wonder what a major gift coach actually does? In this episode, Mary pulls back the curtain on a single Monday filled with coaching sessions, new client strategy, proposal rewrites, and prospect deep dives. You’ll hear what it really takes to help fundraisers grow their confidence, build a major gift pipeline, and start closing six- and seven-figure gifts—no guesswork, no fluff.

💡 Whether you're a solo development officer, a board chair taking on fundraising, or a seasoned MGO needing structure and strategy—this episode is packed with real-life scenarios, coaching advice, and actionable takeaways.

🔥 In this episode, you’ll hear about:

• Heather’s journey from $0 to $35K and how she’s prepping a $250K ask
• A theatre’s $3M challenge—and why their $10K/month consultant isn’t cutting it
• Coaching a one-person development shop through donor meeting language and confidence building
• Why your 15-page proposal is probably doing more harm than good
• How to build a prospect strategy map and cultivation touchpoint calendar
• Welcoming a new Major Gift Momentum member and creating systems from scratch
• Helping a large nonprofit structure messaging to inspire seven-figure gifts

✨ Links & Resources:

• 🧰 Major Donor Meeting Mastery – $47 Course
• 📚 Join the Fundraising Collective
• 🚢 Major Gift Momentum – Group Coaching
• ☎️ Book a Free 45-Minute Game Plan Call with Mary

💬 Quotable Moment:
"A major gift coach doesn’t just tell you what to do—we’re in the trenches with you, building your confidence, your materials, and your strategy." – Mary Petersen

🎓 The Professional Development Budget Kit. Free Download! Everything you need to get your organization to say "yes" to funding your growth: templates, talking points, and an ROI calculator.

💸 Major Gift Intensives. We're headed to 6 cities in 2027. Are we headed to yours? Join us for a 3 day deep dive into major gifts! Only 30 seats per city.

🌻 The 2027 Growth Pass. Only 5 seats available. The Growth Pass bundles Mary's three flagship live experiences into one powerful year of learning. One Major Gift Intensive. One Ask Workshop. One Small Table Intensive.

🪑 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 scripts.

💻 Connect with Mary Petersen

• Website: heyfundraiser.com
• YouTube: @...