As volunteers and staff of nonprofit organizations, we often know how to research and cultivate prospective major gift donors. We probably know significant gifts they’ve given to other organizations, have an idea of their worth, and what would be an appropriate “ask” amount. We’ve practiced the art of “small talk,” have learned about the donor’s likes and passions, their family and their business, and their favorite vacation spots.

At some point, we have to sit down and ask for the gift.

Here are Ten Tips for Getting the Gift:

1) Make your gift first. Whether you are a volunteer or a staff representative, make your gift before you ask someone else to give. The conviction that is felt by someone who has already given can not be duplicated. It makes a huge difference.

2) Be positive, sincere and passionate about the cause. Upon greeting the prospect, be upbeat and passionate about the cause that you are representing. This may sound silly to even mention, but as professionals working with an organization, we sometimes become laissez faire about our business. Preparing to make a big ask requires us to be passionate about the mission.

3) State the need. After greeting your prospect, re-state the importance of the project and how - when it is funded - it will change lives and/or save lives. Relate a story of how a life was transformed. People give major gifts to make a difference in the world.

4) Ask for a specific amount. It is critical to ask the prospect for a specific amount. For example, “Would you consider an investment of $100,000 over five years for a total of $500,000 to fund the hospital auditorium?”

5) Be quiet and confident. It is critical not to say anything at this point but relay confidence in yourself and the organization through your body language and facial response. The seconds that follow may be uncomfortable, so prepare for it. Eye contact and supportive facial gestures will relay a quiet confidence.

6) Listen to the response. Really listen to what the prospect says. This is where we usually don’t do a good job because we are nervous and tend to talk too much. Listen to the response and determine if they are going to give at the level requested, if at a lower level, or if they need to think about it.

7) Thank the prospect and respond. It is important to thank them sincerely for their time and consideration of an investment in your organization. Regardless of the response, a sincere thank you and leaving on a positive note is important.

8) Create a sense of urgency and determine next steps. Ask the prospect when the appropriate time would be to follow up to learn their decision. It may be important to relay a time frame upon which you are working. For example you might say, “We have a goal, or are trying to meet a challenge grant to fund this project by the end of June. May I call you the end of next week to learn your answer?” Ending with a specific plan will help you seal the deal.

9) Respond in writing within 24 hours. Once you have the information, put it in writing and mail back to the prospect within 24 hours. This act will relay a sense of urgency and importance. It also signals a sense of respect. It is critical to treat this person with the respect that they deserve as a major donor to your organization.

10) Follow up in the agreed upon time frame. Lastly, put the time to call the prospect on your calendar and make sure you follow through. Representing your organization in a professional manner is important. Make sure you do what you said you would do.

Asking for the gift is an unnatural act for many people. Practicing these tips, rehearse the actual “ask” with your spouse or a friend, and visualize the setting so you will be prepared for any asking “opportunity” that comes your way. Did I hear someone ask for “an investment of $1 million to fund the XYZ?”