Written by Dale Carnegie and first published in 1936, How to Win Friends and Influence People is one of the best-selling self-help books of all time.
Fundraising, is all about persuasion. In his 1981 book Influence: The Power of Persuasion, Robert Cialdini, a psychologist, explains the role of influence and describes six primary influence techniques.
- Reciprocation – giving a gift creates a feeling of obligation with the recipient to return the favor with an affirmative response.
- Commitment and consistency – making a public statement or signing a pledge causes people to feel obliged to remain consistent with it.
- Social Proof – people tend to believe what they are told when the people making claims about a topic are similar to the audience or recognizable to them.
- Liking – bottom line, people respond best to people they like or find likable.
- Authority – experts command influence, when an expert makes a statement, people tend to give it credibility even if that person is an expert in another field.
- Scarcity – something becomes more desirable when supplies are limited or if its’ cost is high.
Proven successful again and again, these techniques are baked into every MEG, Monthly Engaged Giving program.
MEG's an expert. She knows how to win monthly givers and influence people.