Knock Their Socks Off
Understanding a potential major donor’s ‘perceptual position’ can help you build rapport and secure the gift.
“What could you say to Sagita to explain why she can’t have access to a well? What sort of child would you be looking at if collecting water was a simple matter of walking to the end of the village?”
The fundraiser is asking the donor to step into Position 3 to observe Sagita, to look into her world from the outside.
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