How to Close Major Gifts Faster (Without Rushing the Donor)
Let’s bust a myth right off the top: closing a major gift does not have to take 18 months.
You’ve heard it before. Maybe from your predecessor. Maybe from a well-meaning consultant. Maybe it was in that “Best Practices” deck that’s older than your favorite pair of fundraising flats.
“It takes at least 18 months to cultivate a major gift.”
“Six or seven-figure gifts take years to close.”
“You can’t rush relationships.”
Look, I’m not saying you should storm into a donor’s inbox on day one with an ask. But cultivating for 18–24 months? Absolutely not. You’re not Netflix — donors don’t need a 10-season story arc before they invest.
So, what’s the better way?
First, Why Does Cultivation Drag On Forever?
Let’s name the reasons:
You don’t have a clear plan or timeline.
You’re scared of asking too soon.
You’re waiting for “the perfect moment.” (Spoiler: it’s a unicorn.)
You’re stuck in general check-in land — all touch, no movement.
But here’s the truth: donors move quickly when you lead with clarity.
Donors Say Yes Faster When They Know 3 Things
The Vision – What are you trying to accomplish and why does it matter now?
Their Role – How can they specifically help make it happen?
The Urgency – Not artificial pressure, but a real, time-sensitive reason to act.
When you nail these three, your cultivation time shrinks — and your donor relationships deepen. That’s the magic combo. ✨
5 Gentle Ways to Build Momentum (Without Pressure)
Ready to close gifts faster without burning bridges? Here are five powerful, pressure-free strategies:
1. Ask Purposeful Questions
Not just small talk — ask questions like:
“What does impact look like to you?”
“What would make us one of your top three charities this year?”
“How do you want your grandchildren to remember you?”
These create space for honesty and build trust. Plus, they help you uncover any roadblocks standing in the way of a gift.
2. Use Micro Asks
Think of these as “mini-permission” asks:
“Would you be open to a deeper conversation about where you could make the biggest impact?”
“Next time we meet, would it be okay to talk about a financial investment in this project?”
These aren’t the full ask — they’re the nudge forward. And they work.
3. Reference External Timelines
Urgency without awkwardness? Yes, please.
Try:
“We’re aiming to fully fund this by June — I’d love to explore how you might be part of that.”
“We’re finalizing our year-end funder report — I’d love to include you.”
External timelines keep things moving without sounding like a pushy sales pitch.
4. Reframe the Ask as a Milestone
Instead of a pressure-packed pitch, frame the ask as a pivotal moment:
“Your gift could be the launching pad for this next phase.”
“You could be the catalyst for our community expansion.”
It’s not about the money — it’s about what their gift makes possible.
5. Trust Your Gut and Read the Signals
Are they leaning in? Asking detailed questions? Giving unsolicited gifts? Showing up consistently?
Your gut knows. Listen to it. Sometimes the moment to ask isn’t perfect, but it’s right.
You Don’t Need 18 Months — You Need Strategy
Here’s the takeaway:
Cultivation doesn’t have to be long. It has to be intentional. Purposeful. Strategic.
Stop waiting. Start moving.
Lead with clarity, urgency, and partnership, and the right donors will walk with you — faster than you think.
