This is a fundraiser’s dilemma when starting a major project: If everyone wants to “wait and see,” who will go first? Your project’s success depends on a handful of supporters who believe in your mission, have confidence in your organization’s ability to raise the funds and will step out, first, with their leadership gifts.

Here are some tips for responding when a prospective donor says, “I want to see more progress before I give”—after you’ve asked for a gift.

Listen to what they’re really saying.

Assuming the prospective donor cares, is informed and has the ability to make the gift you requested, consider what their response really means. Do they want to wait because they lack confidence in the project? Do they have doubts about the leadership? Listen, so you can create a path forward.

Ask for a challenge gift.

Ask if you can offer an idea for them to consider. If they agree, ask them to consider the gift as an “all or nothing” challenge gift. If they commit to the gift today ,with the caveat that you must raise a specified dollar amount before you receive it (such as $1 million in one year), you can use their challenge gift to inspire others to give. If you don’t meet the challenge, you don’t receive the gift. They can make a gift, and wait and see.

Celebrate or find a leader.

If they commit to a challenge gift, celebrate their gift and their leadership! If they say no to the challenge gift, you can still be encouraged. They didn’t say no. You can keep them apprised of your progress, and ask again when the time is right. Now, you can get to work identifying a prospect that will step out first and make a gift.

Of course, “cash today” is always a welcome gift. However, with creativity, preparedness and perseverance, you can turn “I want to wait and see” into “I can’t believe what I’m seeing!”