Vanessa Bohns is a psychologist, award-winning researcher, and professor of organizational behavior at Cornell University. Plus she is the author of an amazing book that I encourage everyone to read, You Have More Influence Than You Think. Today, Vanessa joins the show to talk about influence and the ways that we as fundraisers might underestimate our own, especially when it comes to making the big ask! Vanessa shares how important it is to talk transparently without making assumptions that can hold our organizations back or restrict funding in unnecessary ways. Join this conversation and learn science’s most valuable takes on influence and trust-building for fundraisers! And don’t forget to listen to Part II of this conversation!

Episode highlights: 

PART I

(02:32) - Introducing Vannesa Bohns: An experimental social psychologist that approaches social influence in professional decision making.

(09:03) - How are fundraisers underestimating their influence? Vanessa’s reading on rejection and how to create environments of conscious choice based on her book.

(18:31) - The impact video has on influence and fundraising: How does video fit amongst in-person and email modes of communication?

(21:49) - Follow-up requests: What happens when someone says no the first time? Understanding situational and circumstantial elements of rejection

(25:59) - Implications of the fact that 75% of fundraisers are women: Gender differences in how likely people are to ask.

(27:59) - Vanessa’s three main takeaways on influence consciousness for fundraisers.

(29:28) - Contact info and Vannessa’s shout out to a non-profit near and dear to her heart.