The Influential Fundraiser: Using the Psychology of Persuasion to Achieve Outstanding Results
How to apply the latest developments in psychology and neurology for better fundraising and influencing skills
Leading fundraising expert Bernard Ross offers an alternative yet effective model for asking and influencing potential donors and peers, using the latest techniques developed in the neural and psychological sciences. He shows individuals how to make a compelling ask to mid- and high-value donors, win board members over to a new campaign strategy, convince reluctant colleagues to commit to their ideas, and confidently handle the objections of a skeptical venture philanthropist.
Bernard Ross and Clare Segal (London, UK) are Directors of the Management Centre, the United Kingdom's largest nonprofit management consultancy and training organization.
What people are saying - Write a review
We haven't found any reviews in the usual places.
Other editions - View all
able achieve anchor answer APPENDIX approach audience auditory behavior benefits body language build rapport campaign can’t cause challenge Chapter charity chunk cognitive dissonance commitment communication consider create DEALING WITH OBJECTIONS decision director donation DONORS SAY YES Driverco elevator pitch emotional intelligence engage example experience eye contact feel fundraising influence gestures gift HELPING DONORS SAY hygiene factors ideas identify imagine impact important individual INFLUENTIAL FUNDRAISER kinaesthetic LANGUAGE OF INFLUENCE LIM-it look match meeting mentors metaphor metaprograms modality negative Neuro-Linguistic Programming No’s notice NSPCC organization organization’s passion perceptual positions person point of view potential preference presentation proposition questions response sensory sensory systems share skills social someone specific sure talk techniques There’s they’re things UNDERSTANDING DONOR MOTIVATIONS UNDERSTANDING THEIR POINT visual we’re we’ve well-formed outcome what’s who’s words you’ve