Knock Their Socks Off
Understanding a potential major donor’s ‘perceptual position’ can help you build rapport and secure the gift.
Putting positions into practice
Really successful fundraisers need to be flexible and to use all three positions — if necessary even in a single interaction. The simple workplace-based example below illustrates this.
Some time ago I had a colleague, Yuen. She started being late for work, gradually extending to five mornings in a row. I needed Yuen to change her behavior.
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