It’s Not Just What Donors Say, But How They Say It

To raise more money, listen carefully to your prospects and donors. They’ll give you vital insights about their philanthropic interests and ability to give. Furthermore, they’ll give you clues about how to most effectively present to them.

Tom Hopkins, the sales guru and author of "Low Profile Selling," suggests that by adapting your presentation style according to prospect preference, you’ll be far more successful.

Let me explain.

If you’re visiting with a prospect to make the case for support of a particular initiative, he may say, “I see what you mean.” That could be a clue that the prospect prefers to relate to information visually.