Fundraising Veteran Who Closed a $100 Million Gift Releases Word-for-Word Guide for Nonprofit Professionals

“What to Say: 12 Major Gift Asks to Get a YES” gives fundraisers the exact language they’ve been missing and the confidence to use it

Most fundraisers know who to ask. They just don't know what to say when it's time to open their mouth. That moment of hesitation is costing nonprofits millions of dollars in gifts that never happen.”

— Mary Petersen, Author, What to Say: 12 Major Gift Asks to Get a YES

BEND, OR, UNITED STATES, April 1, 2026 /EINPresswire.com/ -- Major gift strategist Mary Petersen has released her debut book, What to Say: 12 Major Gift Asks to Get a YES, a practical guide that gives nonprofit fundraisers the word-for-word scripts to successfully close major gifts at every level — from a first ask to a transformational gift.

The book addresses what Petersen calls the sector’s most costly silence: the moment before the ask, when fundraisers freeze, soften their language, or walk away from a donor meeting without making the request at all.

“Most fundraisers know who to ask. They just don’t know what to say when it’s time to open their mouth. That moment of hesitation is costing nonprofits millions of dollars in gifts that never happen.” — Mary Petersen

Petersen brings rare credibility to the subject. With 25 years as a working major gift officer, including closing a $100 million gift in seven months, she has spent her career mastering the language of the ask and teaching it to others.

What to Say covers 12 of the most common major gift scenarios nonprofits face, including first-time asks, lapsed donor re-engagement, stretch gift requests, planned giving conversations, and handling objections. Each chapter provides proven language fundraisers can use immediately, adapted to their own voice and their donor’s giving profile.

“This isn’t about being pushy or scripted. It’s about walking into a donor meeting with the clarity and confidence that honors the donor’s intelligence and the organization’s mission. The right words make that possible.” — Mary Petersen

What to Say is the distillation of 25 years of major gift conversations into the word-for-word language fundraisers can use immediately, in their very next donor meeting. It is the first book of its kind: a practical, scenario-by-scenario guide written for the moment most fundraising education ignores entirely.

What to Say: 12 Major Gift Asks to Get a YES is available now at heyfundraiser.com. For bulk orders, speaking inquiries, or media interviews, contact mary@heyfundraiser.com.

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About Mary Petersen
Mary Petersen is a major gift strategist, author, and founder of Hey Fundraiser. With 25 years of frontline fundraising experience — including closing a $100 million gift in seven months — she coaches nonprofit leaders to build sustainable major gift programs grounded in strategy and clarity. She is the author of What to Say: 12 Major Gift Asks to Get a YES and the forthcoming Small Table Big Philanthropy. Learn more at heyfundraiser.com.

Mary Petersen
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