FULL TRANSCRIPT OF THE PODCAST

We’ve been talking about “The Art of the Ask” lately, but today, I want to take a step back and address a question I hear all the time: what if I can’t even get the meeting?

It’s one of the top frustrations I hear from fundraisers – “I ask, but my donors won’t meet with me.” Sound familiar? Let’s talk through some practical tactics that are working in the current environment.

Here’s the key: interest and influence open the door, and there are three key angles you can take:

The first is Time: creating urgency around something that matters now. For example:

• “We have a pressing opportunity I want to share with you.”

• or, “We have an opportunity right now that I know will interest you.”

I’m working with a client right now in the middle of a capital campaign. A national funder has offered them a $500,000 matching grant, but only if they raise 70% of their goal first. They’re sitting at 50%. So we’re using the potential of this match to close that next 20% and then leveraging it again as a challenge to finish the campaign strong.

It’s a great example of timeliness – why a donor’s gift matters now, not later.

The second is Prestige. Donors respond to being recognized as leaders. For example:

• “I want you to be the first to know…”

• Or, “We have an opportunity, and you’re one of the few people who can make it a reality.”

This also works beautifully with an advice-seeking approach: “We’re working on something special, and I’d value your take on our direction before we finalize it.”

And the third is Leverage. Sometimes the most effective way to secure a meeting is through someone your donor deeply respects. I know this is not new to you – the idea of asking a Board member, a campaign chair, or your artistic director to request the meeting. When they make the Ask, doors open.

This is because “yeses” – even to a meeting – require that the donor knows you, likes you, and trusts you. When you leverage an existing relationship, those three keys are already in place, which makes the path to securing the meeting much smoother.

Now, when you actually make the call, here’s what matters most: be clear and direct. Integrity is essential in fundraising, so don’t bait and switch your donors. And guess what, they already KNOW their support will be a part of the conversation.

One last tactical tip to get the meeting on the books: Don’t leave the timing vague, saying something like “whenever you can fit us in.” That often results in them flipping through their calendar and saying, “Nope, not this week…not next either,” as they juggle appointments.

Instead, offer clear options so they can choose without hesitation:

• “Would this week or next work better for you?”

• “Would Wednesday or Thursday be better?”

• “Would you like to meet for coffee or lunch?”

• “Would you like me to come to your home or office?”

These options allow you to drive the scheduling, while still giving the donor choice and flexibility.

The bottom line is this: securing the meeting requires a mix of urgency, prestige, and leverage, all delivered with directness and integrity. Once you’re in the room, the art of the ask can do its job.