5 Lessons Every Fundraiser Can Learn from 300 Donor Conversations

Fundraising isn’t about perfect pitches—it’s about meaningful conversations. Recently, I had the chance to sit down with Liz Dunn, who has made more than 300 asks in just two years. Her experience is a goldmine of lessons for anyone preparing for a capital campaign or major gift initiative. Below are some of the biggest takeaways from our conversation.

Key Highlights from My Conversation with Liz Dunn

• 300+ Asks in Two Years
  Liz personally sat down with donors more than 300 times, gaining deep insight into what makes fundraising conversations successful.

• The 10% Rule
  Talk about your organization only 10% of the time. Spend the rest of the meeting asking good questions and listening.

• Courage in the Ask
  The right number often feels bold. Trust your instincts, and don’t let fear keep you from making the ask.

• No Money Bias
  Every donor views amounts differently. What feels small to one person may be a significant, meaningful gift to another.

• “No” Is Not the End
  Objections are part of the process and often signal that you’re close. Reframing or negotiating can lead to a “yes.”

• Follow-Through Matters
  A verbal yes is only step one. Systems, pledge forms, and follow-up ensure commitments become real gifts.

• Fundraising Is About Connection
  At its core, asking isn’t about pitching—it’s about building trust and giving donors the opportunity to make a difference.

These reminders are powerful: listen more than you speak, be bold in the ask, and remember that “no” often leads to the right “yes.” Most importantly, fundraising is about connection.

If your organization is getting ready for a campaign and you want to strengthen your team’s confidence in donor conversations, I’d be glad to help. Schedule a call with me at https://www.philanthropicfundraising.com/contact