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Small nonprofits deserve BIG support. However, many fundraisers stumble while trying one to one relationships with major donors without it feeling fake, forced, or transactional.  Fundraising is not sales; it is matchmaking. At the heart of every major gift is a shared why: the values and experiences that connect you, your mission, and your donors. 

In this episode of The Small Nonprofit Podcast, Maria Rio breaks down how small nonprofits can shift their mindset about major gifts, move past common fears, and start building authentic, lasting relationships with donors. 

Major Gifts for Small Nonprofits: The Highlights 

1. Fundraising Begins With Your Why
   Donors are not just buying into what your organization does - they are connecting with why you do it. Leading with your “why” helps you find alignment and build deeper trust. 
2. Limiting Beliefs Hold Fundraisers Back 
   Common fears like "I don’t know how to ask," "I don’t know wealthy people," or "fundraising feels like begging" stop many from even trying. Naming and reframing these beliefs is the first step to moving past them. 
3. Fundraising Is Not Begging - It Is Partnership 
   Begging means asking for something in exchange for nothing. Fundraising is offering donors a chance to live in alignment with their values and invest in the world they want to see. Lean into the psychology of fundraising. 
4. Rejection Is Not the End 
   A no does not mean rejection of you or your cause - it simply means the timing or priority is not right for the donor. Every no gets you closer to a stronger yes. 
5. Communication Goes Beyond Words 
   How you show up matters more than a perfect script. Your tone, presence, body language, and ability to listen all play a bigger role in building donor confidence and connection than memorized lines. 

🎧 Listen to more episodes for actionable fundraising tips and insights on nonprofit leadership, nonprofit governance, productivity & tools, and donor engagement strategies that work. We're here to eliminate nonprofit burnout and boost your donations! 

✨ Key Quote from Maria: 
"Fundraising is not about convincing someone to give - it is about connecting them to a mission they already care about." - Maria Rio 

Major Gifts for Small Nonprofits: 3 Actionable Tips 

1. Reframe Fundraising as Matchmaking 
   Think of yourself as the bridge between a donor’s values and your cause. You are not selling - you are introducing two parties who already belong together. 
2. Use the FORM Framework to Build Rapport 
   Ask about Family, Occupation, Recreation, and Material interests to find common ground. Share about yourself too so it feels like a genuine relationship, not an interview. 
3. Anchor Every Ask in a Clear Story 
   Focus on one problem, one solution, one result, and one impact. This keeps the conversation simple and powerful while helping donors clearly see the role they can play.

Support the show

• Connect with the show: Watch the episode on YouTube; follow Maria Rio on LinkedIn for more conversations and resources. Or support our show. We are fully self-funded!
• Book a Discovery Call with Further Together: Need help with your fundraising? See if our values-aligned fundraisers are a fit for your organization.