Most think giving decisions are logical. Wrong! We aren't homo sapiens - wise primates. And we don't always make rational decisions.
Use Visa anywhere - American Express isn't accepted by many small businesses. Visa annual fee is $25 or thereabouts - American Express is double or triple that.
Rational people would choose Visa - but millions use AmEx. Why? Apparently it's the prestige of "membership of an elite club."
Is this logical? No. Some will argue they are different services. But every citizen is a prospect for either one.
So why? Decisions are made beyond just the facts. Card holders like dozens of irrelevant details about AmEx, so pay more. Why? Because they like it.
Appeal only to reason and logic and you may have no appeal at all. Build your case for gifts on the things your prospects can like - you, your great ideas, your stories about the difference your organization makes, your other donors, your dreams for a better future. And remember, we homo sapiensoften make decisions "just because we like it."
Appeal only to a prospect's reason, and you may have no appeal at all, as Harry Beckwith says.
Press on, Helen