We often think of a solicitation as a singular event, a meeting where we "make the ask." This may be the case for lower-level donations, but when it comes to major gifts, they rarely come from a single visit. Rather, we need to build up a relationship over many interactions – meetings, events, phone calls – and really understand what a potential donor might be looking to achieve in making a gift. Questioning and listening are powerful skills. Understand the solicitation process and learn how to develop questions instead of talking points – this will inform your gift strategy, advance relationships, and result in a joyful "Yes" to your request.