Here’s what people do in groups: they look around to figure out the normal way to behave.

Your Board members do it too.  They are looking around the Board room to figure out what’s normal – especially around giving and really especially around fundraising, since fundraising makes most people hugely uncomfortable.

So, unless yours is one of the 1% of Boards that is totally committed to giving and to fundraising, what you need to do is change what is normal when Board members look around the room.