Too often I see people who are warm, caring and thoughtful in their personal lives, yet when they're dealing with employees, co-workers, customers, and prospects, they seem much stiffer and more focused on what they need to get out of these people instead of how much they can give them. A service mentality should be cultivated here too. When that becomes the focus, then instead of thinking “How many of these widgets can I get this customer to buy?” or “How much money can I get this potential donor to give?” you'll be thinking, “How can I help this person in some way?” “How can I help this donor fulfill their philanthropic dreams?” Help them find the puzzle piece they're missing…

So how do you figure out what they need or want? By listening…but that's a topic for another post

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