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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.

💻 Connect with Mary Petersen

• Website: www.heyfundraiser.com
• YouTube: @heyfundraisers
• Instagram: @heyfundraiser
• LinkedIn: Mary Petersen
• Email: mary@heyfundraiser.com

🎯 Ready to Level Up Your Donor Meetings?

If you’re tired of leaving donor meetings with no gift, no timeline, and no follow-up plan, it’s time to learn the strategy that changes everything.
Check out Major Donor Meeting Mastery — my signature course that shows you exactly how to create momentum in the meeting, not after it.

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