When a salesperson sells, the focus is on the transaction and on the separate parties.
How much will it cost me? What do you owe me? How will this deal benefit me?
But, when a partnership is established or strengthened, the focus is on the benefits of cooperation and the fresh, inspiring future value that will be created.
Together, how will we be able to solve a big problem? Together, how will we be able to serve more or serve better? Together, how will we change lives for the better?
It can be easy to believe that fundraising is the nonprofit version of selling.
But, if our focus is on transacting the gift, we miss the whole point.
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