FULL TRANSCRIPT OF THE PODCAST

Today, we're tackling a topic that every fundraiser has faced at some point: excuses for not making a major philanthropic gift. We’ll review the top ten reasons we often hear and, more importantly, what arts organizations can do to be more persuasive. We’re also going to get honest about what those reasons might truly indicate, yet remain unspoken by your donors.

#1: "I’m short on resources right now."

This is one of the most common reasons. Is it true? Maybe – yet you have to trust that it is.

Donors often feel financially stretched, especially if they support multiple causes or face personal financial challenges.

What can you do? First, understand their situation and express empathy. Then, offer flexible giving options like pledges or installment plans. Remember, if money is the obstacle, then leverage “time.”

#2: "I don't see the impact of my gift."

The days of giving purely for the love of an institution are nearly gone. Many donors need to see tangible results to feel their contribution is worthwhile. But that’s ok!

Share success stories and specific examples of how past donations have made a difference. If your organization is living its mission, you’ll have plenty of examples. Use visual aids, such as videos or infographics, to showcase the transformation their gift can bring.

Personalize the impact, showing how their donation will contribute to your mission.

#3: "I need to discuss it with my financial advisor/significant other."

This is, of course, reasonable, and it's essential to respect. And, this is often avoidable, especially if you have invested in knowing your donor. You should know your donor well enough to be sure that ALL of the decision-makers attend the “ask” meeting.

But it’s not always possible (or preferred) to have everyone in attendance. Therefore, give the donor the time they need, and then follow up by offering to meet with their advisor or provide detailed information they can share with their partner.  

Ask good questions to help you prepare for the next meeting. Be ready with materials that help answer questions, propel the conversation and build excitement about moving forward. This shows you understand their need for due diligence and are prepared to support them through the process. 

#4: "I'm already supporting other causes."

Well, who isn’t? There’s an old saying that if you want to get something done, ask a busy person to help. Reflectively, if you want something funded, ask a generous person to donate.

You should always assume that your donors are committed to various philanthropic efforts. However, there’s a good chance that your arts organization provides important, irreplaceable art and education programs that are non-replicable from other local institutions.

Emphasize the unique impact of supporting arts and culture. Explain how the arts enrich communities, enhance education, and preserve heritage. Show the complementary benefits of supporting multiple causes and how arts and culture contribute to a well-rounded philanthropic portfolio.

#5: "I'm no longer passionate about your cause."

If you are surprised by a donor saying this, then there is a BIG disconnect. Again, knowing your donors helps you avoid this excuse. But when it does happen, remember that it’s not a dead end.

Engage them with stories that connect the arts to broader social issues they care about, like education, social justice, or community development. Invite them to events or performances to experience the magic firsthand. Sometimes, passion can be ignited through personal experience and storytelling. 

#6: "I had a bad experience with your (or another) arts organization."

Negative past experiences can be a significant hurdle – even if it’s not about your arts organization! Guilt by association is tough to overcome, but it doesn’t need to close down the conversation.  

Listen to their concerns without being defensive. Apologize for their experience and assure them of your organization's commitment to transparency and donor satisfaction. Share testimonials and positive reviews from other donors.

Building trust is key here, so be patient and consistent in your efforts. Slow down the ask and take time to invest in the donor relationship before asking the donor to invest at a significant level. 

#7: "I prefer to give anonymously."

Anonymity is a preference for some donors because they most often don’t want to become a target for endless philanthropic asks. Respect their wishes by explaining how you can accommodate anonymous giving while still recognizing their impact internally. Assure them that their privacy will be maintained and their gift will still contribute significantly to your mission.

Other alternatives to solving this include delaying recognition for a period – even years if desired, naming a program or space after a beloved friend, mentor, or family member of the donor, or recognizing it as “anonymous.” Work through those options with your donor so they can be recognized at a level where they feel most comfortable.  

#8: "I think the government should fund the arts."

a.k.a. “That’s what the NEA is for!” This excuse reflects a philosophical stance rather than a financial barrier…and truthfully, I don’t hear this response very often.

When it occurs, one should acknowledge their perspective and explain the realities of funding for the arts, highlighting the gaps that private philanthropy fills. Illustrate how private support allows for innovation, diversity, and growth in ways that government funding alone cannot achieve. And for arts organizations, a majority portion of the operating budget comes from philanthropic support. The generosity of the donor begets generosity from the arts organization. Rarely can that effect be replicated through government support. 

#9: "I don’t have time to be involved."

Time is a precious commodity, and some donors might feel that giving financially comes with an expectation of personal involvement. Sometimes it does, and sometimes it doesn’t. A donor doesn’t have to accept a board position just because they are a major investor in your arts organization. If they ARE interested, great, but it’s rarely a requirement.

Clarify that while you appreciate any level of involvement, their financial support alone is incredibly valuable, and you have MANY major supporters who give without any added commitment to provide time or expertise. Offer opportunities for low-commitment engagement, such as attending occasional events or receiving updates on their impact. In other words, meet them where they are in the relationship and let the relationship grow organically.

And finally, #10: "I’m not sure what you’ll do with my support."

This generally will come from a new prospective donor. Regardless, transparency is crucial here. Provide detailed breakdowns of how funds are allocated and the specific projects they will support. Share your organization’s financial reports and demonstrate accountability. When donors see a clear, transparent picture of their money’s destination, they’re more likely to feel confident in making a gift.

So, there you have it—ten of the most common donor reasons for not making a major gift to arts and culture and what you can do to address them. Remember, the key is to listen actively, empathize, and provide clear, compelling reasons for support. Each interaction is an opportunity to build a stronger relationship and inspire confidence in your organization’s mission.

Before we wrap up, I promised to touch on what these reasons (aka excuses) might really indicate. I’ll boil it down to two words – Confidence and Trust. Most often, when you are getting excuses and lower-than-expected gifts, it can often mean there is an unspoken issue with your organization.

We need, donors to know us, like us, and trust us. Those are requirements for securing repeated significant gifts from donors. When they know you, like you, and trust you, the doors open wide for generosity, flexibility, and investment. If you are having trouble getting major donors to give at their capacity, or even with some level of eagerness, start by looking inward at your organization and ask, “What could we do better to increase our donors’ level of Confidence and Trust in our organization.” And then do it.

And if you remember just one thing from today’s pod, make it this: Build trusting relationships between your organization and your donors if you want to, in turn, build a growing major gift fundraising program.