Authority is Principle #5 in this series on the use of influence in major gift fundraising. Here are some suggestions on how to use authority in your work with major donors:
What will be lost if we do nothing? What will the donor lose by not taking an action? What regret will you have? Using “scarcity” as a motivating tool (not for manipulation) can be powerful in fundraising.
There is something very powerful about gaining any form of a commitment from your donor. I suggest you do three things with every donor on your caseload…
This “liking” bit – the second principle of influence – is really critical in major gift work. It is important to be aware of this dynamic in the relationship you have with each and every donor.