eGuide_How To Ask Donors

HOW TO MAKE A PERFECT IN-PERSON DONOR SOLICITATION

Your helpful guide to removing the fear from asking others for charitable contributions.

CONTENTS. Page 3

Hello

Page 4

FROM begging TO philanthropy

Page 5

Quick tips & solicitor mindset

Page 6

The 6-step solicitation process

Page 7

Storytelling

Page 8

Checklist

Page 9

Practicing & Roleplaying

Page 10

FAQs & Troubleshooting

Page 11

Making the Ask

Page 12

Toolbox & Resources

HELLO.

Thank you for stepping up to help make a difference.

Fundraising can feel intimidating at first—but you’re not alone.

This manual is here to guide you step-by-step through the process of making a successful in-person donor solicitation for our annual campaign. Whether you’re a seasoned volunteer or brand new to asking for gifts, this guide will help you understand why people give, learn how to prepare for a donor meeting, know exactly what to say (and what not to say), handle objections with confidence, and follow up with professionalism and gratitude.

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MINDSET SHIFT . . .

FROM BEGGING TO PHILANTHROPY Fundraising is not begging. It’s offering an opportunity. You’re not asking for spare change. You’re inviting someone to invest in changing lives. Focus on strengths, not needs. You’re helping donors make a meaningful impact.

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QUICK TIPS & SOLICITOR MINDSET

Make your own gift first.

Know your donor.

Practice with a partner.

Always meet in person.

Start with your best prospect.

Be confident and enthusiastic.

Share your personal 'why'.

Ask for a specific amount using 'consider'.

Be silent after the ask.

Follow up and say thank you.

Rejection isn’t personal.

Your attitude matters.

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THE 6-STEP SOLICITATION PROCESS

1. Make Your Own Gift Shows commitment and gives you a story to share.

2. Prepare for the Meeting Know your donor, gather materials, practice.

3. Share the Mission & Your Story Thank them, share impact, tell your 'why'.

4. Make the Ask Use confident language and ask for a specific amount.

5. Answer Questions & Handle Objections Listen, clarify, follow up.

6. Follow Up & Say Thank You Complete pledge form, send thank-you note, report outcome.

it’s that easy!

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STORIES INSPIRE . . .

SO TELL A FEW STORIES

Ava: A natural leader who found support and stability through the organization.

Jayden: A future educator who turned mentorship into a career of service.

Sofia: A youth advocate who discovered her voice and now mentors others.

Use stories to highlight growth, leadership, and community impact. Share YOUR personal story about why you are inspired to do this work.

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CHECKLIST FOR SUCCESS Before the meeting Make your gift Review materials Know your donor Schedule meeting Practice Gather materials During the meeting Thank donor Share your story Tell an impact story Make the ask Pause (be quiet) Answer questions Set date/time to follow-up to complete pledge form (if necessary) After the meeting Return in-person, answer additional questions Complete pledge form Report outcome Send handwritten thank-you note Reflect

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PRACTICE MAKES PERFECT . . .

TRY SOME ROLEPLAYING

Pair up and practice the ask. Use real scenarios and donor responses. Practice solo with prompts. Use sample script starters. Reflect on what felt natural and what can improve.

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PRACTICE MAKES PERFECT . . .

FAQs & TROUBLESHOOTING

Treat objections as opportunities for conversation.

Common objections include: 'I’ve already given' 'I need to talk to my spouse' 'I need more information' 'How is the money used?'

'Why not ask corporations?'

'No'.

Respond with empathy, clarity, and gratitude.

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PRACTICE MAKES PERFECT . . .

MAKING THE ASK

After you make the case, share an impact story, and finally explain your WHY to the donor, you need to ask for their pledge or charitable gift.

There is no right or wrong way to ask, but you should. . .

Use the word “consider” in your ask Ask for a specific amount for them to consider

“So, would you give some thoughtful consideration to making a pledge/gift of $XXXX to support all of the things we just discussed and everything else that is done every day at [insert name of organization]?”

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TOOLBOX & RESOURCES

While samples and templates are great starting points, The Healthy Non-Profit believes that custom tools and resources are the best.

You can access your fundraising toolbox in the Docs&Files section of your organization’s Basecamp project (available only to subscribers of The Healthy NonProfit’s Annual Campaign Subscription Program) The following is a partial list of those tools: Pledge form Internal case for support FAQs External case brochure Checklist & cheatsheet And more If you want more information about The Healthy NonProfit’s Annaul Campaign Subscription Program, contact Erik Anderson at erik@TheHeathyNonProfit.com.

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The Healthy Non-Profit opened its doors in 2011 offering consulting, coaching, training, and facilitation services to nonprofit organizations.

Services focus on fundraising (e.g., annual campaigns, capital campaigns, resource development plans, resource development assessments, etc.) and organizational development (e.g., board development, executive coaching, strategic planning, etc.).

https://www.TheHealthyNonProfit.com

(847)812-3984 (cell)

erik@TheHealthyNonProfit.com facebook.com/TheHealthyNonprofit linkedin.com/in/erikanderson847