Making the big ask. How to avoid a no.

Making the big ask. How to avoid a no.

Vicki Rasmussen has raised tens of millions of dollars in one to one meetings with donors.  I caught up with her at a State fundraising conference and she agreed to share some tips with my subscribers (you!).

It is really important that you meet donors.  But what if you manage to get an appointment with a ‘top donor’.  What do you do when you get there?

For all but the smallest organisations (less than $200,000 fundraised income) If the expected gift is below about $10,000 then you probably need to make the ask then; the maths of trying to arrange another meeting may well not make it worthwhile.

But if it is potentially a really big donation, then you don’t want to blow it; the last thing you want is a ‘no’.

Vicki Rasmussen is one of those rare people that have spent a lot of time ‘making the ask’.  In less than three minutes, you can get her advice here on what to do in that meeting: And how to avoid the ‘no’.

This is her structure: each item in the funnel is explored until the wonderful prospective donor is in agreement.  Only then does she move to the next stage.  If she can’t move along, she may go and get more information, or look at a completely different approach.

This allows her to line up the ask maximising the chance of a yes.

It doesn’t always work though.  Vicki told me a while back, with one donor she ticked all the boxes off with them, then made the ask, for a cool million.  He laughed (!) and said he’d give her half.

Since then she’s given him the opportunity to make lots of other gifts, which he has. But always gives half the ask amount.

vicki-art-of-asking-jpgs_page_11-3rd-gear-funnel

And here she explains her process.

(PS – sorry about the noisy bird, we had to keep re-taking because we were laughing at the squawking bird!)

If you’re interested in learning more about making the big ask – you might want to sign up for my next webinar!

Click here if you haven’t already registered for

Top Tips For The Conversation That Gets The BIG Gift From The Mid Value Donor.

Live on Thurs 27th and Fri 28th October (depending on your time zone), and the recording and slides available for all who register – even if you can’t make the date.

Hope you can make it.

Sean

No Comments

Post A Comment


CAPTCHA Image
Reload Image