Popular opinion is wrong.
Usually, it is believed that extroverts make the best sales people (and fundraisers).
But, according to tons of recent research including this paper written by Adam M. Grant (The Wharton School, University of Pennsylvania), there is actually a weak and inconsistent relationship between extroversion and sales performance.
My take on it:
Extroverts tend to be very outgoing, social and overtly expressive. They want to be friends with people. But friendship can get in the way of your efforts to close gifts. Tweet This! Friendship calls for too much empathy. And, since most fundraisers are not multi-millionaires, if they are extraverted they won’t be able to imagine what it’s like to part with large sums of money ($1 million for instance). If they are extroverted they might feel empathy toward a donor that isn’t necessary because the donor actually wants to give the money away. They just need a facilitator to help them do it.
Here’s what I’m saying:
Don’t be the person who only makes friends with supporters but never asks for the gift. Tweet This! Realize that asking isn’t what some might think. Rather, asking is really facilitating. Tweet This!
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