Influencing Donors Ethically

2. Scarcity. This rule says that people want more of what they can only have less of. Slawner said fundraisers can use it in this way: Instead of positioning appeals in terms of the benefits of supporting your mission and work, as organizations often do, talk about what they and their community stand to lose by not supporting your cause. Don’t position it as a threat, he warned — merely explain what the community stands to lose if the organization isn’t able to provide its services.