Pulse: When Fundraising Gets Personal

For example, if a fundraiser is dealing with someone who seems to be influenced by sounds, he or she should arrange that conversation in a quiet area so the potential donor can focus on what’s being said.

“The idea is to understand how a person is being influenced and then adjust your behavior to match,” Ross says. “A successful fundraiser can pick up on the clues and then use them to get what they’re after.”