People give because they are asked. People respond to a winning cause. Donors respond to specific requests for support. Donors respond to peer solicitation. Create a campaign atmosphere.
Enthusiasm is contagious.
Relate a gift to a specific need or project. Be enthusiastic and persistent. Don't be apologetic. The primary objective of your capital campaign is to ensure that very viable prospect is asked to support the fund raising campaign in a significant way. The manner in which the gift is requested.