Fundraising Without Fear: How to Reclaim Confidence and Connection in the Ask
In this episode of The Influential Nonprofit, I had the pleasure of sitting down with Dan Johnson from Next Level Nonprofits to unpack one of the most emotionally charged aspects of nonprofit leadership: fundraising fear.
Let’s be honest. Most of us didn’t start working in nonprofits because we love asking for money. We did it because we love helping people. But that doesn’t make fundraising optional—it makes it essential. And as Dan and I explored, the real barriers to successful fundraising aren’t tactics—they’re emotional.
Why Fundraising Feels So Personal
Fundraising isn’t just about money—it’s about vulnerability, shame, and fear of rejection. Dan called it the "trifecta of pain": money (already a charged topic), the vulnerability of asking for help, and the looming risk of hearing "no." These emotions don’t just make fundraising hard—they make it feel unsafe.
But here's the truth: Fear isn’t a signal to stop. It’s a signal to understand.
"Fear is just your brain working. It’s your signal that something matters. That doesn’t mean it should drive the bus." – Maryanne Dersch
Reframing the Fear: From Desperation to Empowerment
Dan shared a major mindset shift that changed his entire fundraising approach. Someone once told him, “You ask people for their time without hesitation, and that’s irreplaceable. Money, on the other hand, is replaceable. So why are you scared to ask for that?”
Boom. That’s the shift. When we stop seeing money as a scarce, shame-laced ask and start seeing it as an invitation to partner in impact, everything changes.
We also discussed Lynn Twist’s The Soul of Money, and how money is not stagnant—it flows. There’s always more. The question is whether you’re open to letting it in.
3 Emotional Blocks That Keep Fundraising Stuck
Fear of Not Offering Enough Value – You doubt your impact, so you shrink your ask.
Fear of Doing It Wrong – You wait for the perfect words, script, or moment.
Fear of Rejection – You avoid the ask altogether, or spend time on people who aren’t aligned just to avoid hearing no.
When you recognize these patterns as emotional—not strategic—you can finally address the root cause.
From Pitching to Partnership
We also talked about changing the dynamic with donors. It’s not about "getting them" to give—it’s about discovering if they’re a good fit. Dan said it beautifully:
“Treat your donors as partners. They wish they could be on the front lines. Your work is their impact, too.”
When you let go of trying to convince and instead lead with curiosity, honesty, and permission, the pressure disappears—and relationships blossom.
Practical Shifts to Fundraise with Confidence
Calculate your economic impact – Get clear on the value you create. You’re not just asking for $200—you’re delivering $40M of long-term impact.
Pre-frame the ask – Say upfront, “If this feels aligned, I’d love to talk to you about a gift at the end of this conversation. Is that okay?”
Invite, don’t pressure – Give your donor the space to say no. Ironically, it makes a yes much more likely.
Release fantasy relationships – If they’re not aligned, let them go. Energy is too precious to waste on maybes.
A Final Word: You’re Worth It
If you take nothing else away from this conversation, let it be this: Your work is worthy of investment. You don’t need to shrink your story to be palatable. You don’t need to prove your value.
You are already enough. The work is already enough. The impact is already here.
You’re not asking someone to give something up. You’re inviting them to be a part of something meaningful. That’s not scary—it’s powerful.
Want to stop dreading fundraising and start loving it?
Let’s talk. Book an Influence Activator Call with me and learn how to ask for anything—with joy, ease, and power.