Hornets & The Gift Of Going Second

What You Will Learn In This Episode:

We give donors the gift of going second when we tell stories of other donors giving to our mission.

 Social psychologists call this gift of going second social proof. As human beings, we are hard-wired to look to others to determine what is proper behavior. It's why:

• Bartenders "salt the jar"
• Websites have a little screen that tells you who just bought from them
• Great websites have pictures of happy customers using their products or services.
• TV sitcoms have laugh tracks
• Charity telethons always show a bank of people answering phones

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