Closing with Confidence: How to Finalize the Gift and Keep the Relationship Strong

I once worked with a nonprofit that had a fantastic meeting with a potential donor. The conversation went well, the donor seemed excited, and everyone walked out smiling. But then… nothing happened. No follow-up. No clarity. No close.

Three months later, that same donor made a large gift—to another organization.

The team was stunned. But the truth is, many fundraisers hesitate when it comes to closing the gift.

They’re worried about seeming pushy, or unsure about the timing. But closing isn’t about pressure—it’s about alignment, clarity, and follow-through.

Whether you’re working with a first-time donor or a long-time supporter, here’s how I coach organizations to navigate the closing stage with confidence and care.

1. Reaffirm the “Why”

Just because a donor seems interested doesn’t mean they remember all the details.

Before asking for the final commitment, take a moment to restate:

• The impact their gift will have

• How it aligns with their values or priorities

• What outcomes they’ll be helping to achieve

  
  

  “Your support will allow us to launch the pilot program this fall—and bring services to 200 families who otherwise wouldn’t have access.”

2. Address Any Final Questions or Concerns

Some donors may still have lingering doubts—even if they don’t voice them immediately.

Be proactive:

• Offer to walk through budget details or impact reports

• Clarify recognition preferences (public vs. private)

• Ask gently, “Is there anything you’d like to think through before we move forward?”

  
  

  Tip: The more open you are, the more comfortable they’ll feel saying yes.

3. Be Clear and Specific in Your Ask

Vague language leads to vague outcomes. When the time is right, be direct—with warmth and respect.

“We’d be honored if you’d consider a gift of $100,000 to support this initiative over the next two years. Would you feel comfortable moving forward at that level?”

Adjust the tone to fit the relationship—but make sure the ask is clear.

4. Offer Flexibility Where It Matters

Some donors may be ready to give—but not exactly on your terms.

• Be open to different payment schedules

• Offer multiple giving options (cash, DAFs, securities, etc.)

• Respect their preferences for communication, updates, or visibility

  
  

  One donor I worked with asked for anonymity and quarterly impact reports—and we made that the foundation of the stewardship plan.

5. Formalize and Confirm Next Steps

Once the donor agrees, move quickly and respectfully.

• Send a confirmation email or letter

• Share wire instructions or pledge forms

• Outline next steps for recognition, stewardship, or reporting

• Keep them informed on how the gift will be used

  
  

  Tip: Create a “welcome” moment—an email or note that celebrates their decision and sets the tone for the partnership.

6. Always Say Thank You—Thoughtfully

A sincere thank-you can set the stage for future support—and deepen the relationship.

• Personalize the message

• Mention the impact again

• Involve leadership, board members, or beneficiaries where appropriate

  
  

  And don’t forget to keep the door open: “We’re grateful for your partnership and excited to grow with you in the years ahead.”

Final Thought:

Closing a gift isn’t a finish line—it’s a turning point. It’s where intention becomes action, and where a donor truly becomes a partner. Handle it with care, and you’re not just securing support—you’re building trust that lasts.

Next up: “Stewardship That Sticks: How to Turn One-Time Donors into Lifelong Champions”