Spock is rational. He likes facts and figures. He weighs pros and cons and then makes the most logical decision.

Spock is not human. Your donors are.

If you speak to your donors like Spock, you are not speaking their language.

Emotional, cognitive and social factors influence human behavior more than reason does.

So next time someone at the table says, “If only we could educate our donors” see that as a red flag. In order to get people to think, you have to get them to feel first.