Knock Their Socks Off
Understanding a potential major donor’s ‘perceptual position’ can help you build rapport and secure the gift.
“How do you imagine Sagita feels about spending up to four hours each day collecting water? If you were Sagita, wouldn’t it be great to have time to play and to see your friends?”
The fundraiser is asking the donor to step into Position 2 to experience what it’s like to be Sagita. Once she’s there, the donor with the preference for Position 2 might be better placed to give — and give generously.
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