The Secret to Great Donor Meetings? Ask Great Questions

It’s one of the most common questions I hear from fundraisers:

 “What, specifically, do I talk about in a major donor meeting?”

It’s a question that gets to the heart of our work - and it often leaves even the most seasoned fundraisers feeling a little uncertain (or anxious).

When you’re having a meeting with a donor, you’re aiming to have a meaningful conversation - and that means listening more than talking!

And the best conversations are meaningful - the kind that help you understand what truly motivates your donor’s giving.

And that starts with one simple skill: asking great questions.

3 powerful questions for deeper donor conversations

Here are three of my favorite questions to spark great donor conversations:

1.“What inspired your generous support?”

This is a truly versatile question that can be used in so many different situations, such as on a thank-you call or at an event.

You might be surprised by the meaningful, values-driven stories donors share in response.

2. What do you hope to achieve with your philanthropy?”

When talking with a donor, the goal is really to understand what’s driving their involvement and the change they want to see in the world.

Follow-up questions like “How is that important to you?” can also help take the conversation deeper.

 3. Is there anyone else you’d like to include in our next visit?”

This helps ensure everyone who should be involved is included - because unless you ask, you won’t know.

It gives the donor a chance to tell you who else matters in their giving process.

Make the conversation natural

Remember, this isn’t a checklist or an interview - it’s a genuine, human conversation.

You might weave in one or two of these questions, or none at all, depending on how the discussion unfolds. The key is to stay present, listen deeply, and follow where the donor’s interests lead.

Because when you do, the conversation stops being about strategy and starts being about connection.

💡Every great question brings you one step closer to understanding your donor’s “why.”

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