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Understanding Principles of Persuasion and Communication Steve - PowerPoint PPT Presentation

Oct 02, 2022 •209 likes •453 views

Being Heard: Understanding Principles of Persuasion and Communication Steve Clark Assistant Vice President for Gift Planning Virginia Tech Agenda How we make decisions What to say principles of persuasion How to say it

  1. Being Heard: Understanding Principles of Persuasion and Communication Steve Clark Assistant Vice President for Gift Planning Virginia Tech

  3. Agenda  How we make decisions  What to say – principles of persuasion  How to say it – principles of communication

  4. How we make decisions vs

  5. vs

  7. Possible “elephants”  Altruists  Communitarians  Devouts  Dynasts  Investors  Repayers  Socialite

  8. Question: How likely is it that tax benefits are a donor’s “elephant”?

  9. Principles of Persuasion  Commitment and Consistency  Social proof  Scarcity / Loss Aversion  Authority  Liking  Reciprocity  Contrast

  10. Commitment and Consistency 17% 76%

  11. Social Proof

  12. Scarcity / Loss Aversion

  13. Principles of Communication  Simple  Unexpected  Concrete  Credible  Emotional  Stories

  14. Unexpected

  15. Unexpected

  16. Unexpected You don’t have to be Rich to make a gift to the University of Denver

  17. Concrete Remember…

  18. Concrete

  19. Emotional

  20. Emotional

  21. Questions then Conclusion

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