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The influential fundraiser : using the psychology of persuasion to achieve outstanding results

Author: Bernard Ross; Clare Segal
Publisher: San Francisco, CA : Jossey-Bass, ©2009.
Edition/Format:   Print book : English : 1st edView all editions and formats
Summary:
This book shows 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  Read more...
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Material Type: Internet resource
Document Type: Book, Internet Resource
All Authors / Contributors: Bernard Ross; Clare Segal
ISBN: 9780787994044 0787994049
OCLC Number: 148801796
Description: xxiii, 295 pages : illustrations ; 24 cm
Contents: COVER --
CONTENTS --
ACKNOWLEDGMENTS --
PREFACE --
INTRODUCTION --
A Systematic Approach to Influence --
Exploring the 5Ps of Influence --
More Help --
Fundraising and Beyond --
Chapter 1: INFLUENCE-WHAT IT IS AND WHY YOU NEED IT IN YOUR FUNDRAISING --
You Are the Success Secret! --
Why Influence Now? --
Defining Influence --
Why We Sometimes Can't Influence --
People Are ''Messy''-So Is Influence --
Use the 5Ps Framework-But Use It All! --
Summary --
Part One: Passion --
Chapter 2: FOCUSING YOUR PASSION-INTELLIGENTLY --
Successful Influencers-Focusing and Sharing Passion --
Emotional Engagement --
Emotional Intelligence --
Summary --
Chapter 3: UNDERSTANDING DONOR MOTIVATIONS --
Motivation-The Driver to Action --
Motivation Misconceptions --
Two Elements to Consider --
Adapting Herzberg to Fundraising and Influence --
Motivating Commercial Sponsors-The Midtown Case --
Influencing Sponsors-Features, Benefits, and Motivators --
How Does This Work in Practice? --
Summary --
Part Two: Proposal --
Chapter 4: MAKING YOUR CASE --
Writing for Fundraising Influence --
Challenges with Cases --
=mc Case Framework --
Five Key Questions to Drive the Structure of a Case --
Good Written Communication --
Metaphors --
More Than Just Words --
Summary --
Part Three: Preparation --
Chapter 5: SHAPING OUTCOMES --
Tell Yourself What You Want --
Shaping a Well-Formed Outcome --
Outcome Before Means --
Summary --
Chapter 6: BUILDING SELF-CONFIDENCE-THE INNER GAME OF INFLUENCE --
Confidence Is Key --
Anchoring-Feeling a Strong Response --
Modeling-Be Curious About Others and Learn --
Mental Mentors-Asking for Help --
Summary --
Part Four: Persuasion --
Chapter 7: BUILDING RAPPORT --
Why Bother with Rapport? --
Aligning Your Communication: Three Channels --
Let Your Body Talk-The Three ''M''s of Rapport Building --
Beyond Body Language and Voice --
Rapid Rapport --
Leading-Taking Control --
Summary --
Chapter 8: SPEAKING THE LANGUAGE OF INFLUENCE --
Why Some Professionals Have More Success --
Speaking the Same Language- Sensory Systems --
Working with Language in a Fundraising Case --
Curiosity and Flexibility --
How Do We Communicate with Lots of People at Once? --
Summary --
Chapter 9: UNDERSTANDING THEIR POINT OF VIEW-PERCEPTUAL POSITIONS --
Positioning for Fundraising Influence --
Choosing the Best ''Positions'' for Fundraising --
Lighten Up, Spock --
Position 4-Getting the Big Picture --
Using All Four Perceptual Positions to Reach an Answer --
Summary --
Part Five: Persistence --
Chapter 10: HELPING DONORS SAY ''YES'' --
More Than Language --
Loose Talk-Loose Thinking --
Three Unhelpful Opinion-Forming Filters --
Beware Positive Filters --
Mental Decision-Making Software-Metaprograms --
Summary --
Chapter 11: DEALING WITH OBJECTIONS --
The Nine Fundraising No's --
Anticipate the Killer Question --
Helping Donors Decide-The Secret Is Timing --
Summary --
Chapter 12: CONCLUSION --
Five Last Principles to Take You Forward --
Join Us and Others in Learn.
Responsibility: Bernard Ross & Clare Segal.
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Abstract:

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  Read more...

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