The best performers and industry experts don’t get to the top by accident or dumb luck. Comedian Martin Short has shared that he writes dozens of pages of material and rehearse for months before appearing for television interviews. Kobe Bryant once refused to leave basketball practice until he made 800 shots. There’s a great story where Serena Williams was asked how she got so good at tennis, she responded, “I play a lot of tennis.”

Actors may appear to be naturals just “winging it” during a comedic bit. Sports stars seem to effortlessly rack up points against their opponents. What we don’t see is the years of dedication and unflagging work that has led to their smooth execution. 

They practice. And practice. And practice even more. Because they know it’s the only way to win. The best athletes and artists excel at their craft because they practice their craft relentlessly. 

Though we don’t often think of fundraising this way, engaging with donors and raising money is a craft that requires diligent preparation as well. 

You would never show up to compete in a triathlon without training to build endurance, right? You’d spend months leading up to the event training at the gym, on your bike, and swimming laps. 

But we tend to think we can “wing it” with a few bullets and notes on a page at an ask meeting with a high net individual when the stakes are much, much higher. We all like to believe we’re better speaking off the cuff than we actually are, but this delusion doesn’t do us any favors. The truth is, we all ramble longer than we realize and are not as pithy as we want to believe when speaking off the cuff.

To up your fundraising game, you need to craft, hone and practice your pitch relentlessly. Prepare and own your performance at each donor meeting by running through what you want to say several times beforehand. 

Here are some ideas:

• Practice your fundraising pitch in front of a mirror.

• Record your pitch on camera and review to pinpoint areas for improvement.

• Perform your pitch for someone who is not familiar with your organization and will give you honest feedback. Ask him or her if the pitch is clear and free of any jargon and buzzwords.

• Perform your pitch for a coworker. Ask them for feedback and what points they thought were the most memorable.

• Role play a donor meeting with a coworker.

Practicing your donor pitch like Serena Williams practices her serve will allow you to perform your best at your next donor meeting and inspire donors. 

To start, I recommend practicing each minute of your pitch for one hour. If your pitch is six minutes long, then you should spend six hours preparing, reviewing, finalizing, and rehearsing before your first big meeting. 

It may sound daunting, but if you knew that investing that practice time upfront would lead to raising five, six, or seven figures for your nonprofit in one year, it’s certainly a valuable use of your time. Just think about the return on your time. 

Remember, donor meetings that go well make the rest of your life easier. It’s always going to be worth the effort to be well-prepared.

One of our workshop students, Amy Owen of Community Foundation for Loudoun and Northern Fauquier Counties, said watching her pitch on video made all the difference. “I have already watched it several times, made my pitch adjustments, headed into the hinter-pitch-land yesterday and used it. And I scored.” 

Mastering the art of the pitch doesn’t just make you well-prepared. The confidence you gain through persistent practice cannot be overstated. Nothing will increase your confidence and your ability to share your organization’s vision, layout your track record, and clearly define what’s next than being comfortable and confident with your pitch. For those of us who struggle with nerves, a little practice goes a long way to ease anxiety so that you can shine and inspire donors. Donors will pick up on your confidence, and in turn, it will increase their confidence in you and your nonprofit as a good opportunity for partnership. 

Next time you gear up for a donor meeting, train like an Olympic athlete. Prepare, fine-tune, and rehearse your lines like a leading actor in a Broadway play. Fundraising is your craft. Practice it relentlessly and perfect it.