caption: Scarcity -- the art Same message, different emphasis
exif: {"Image DocumentName": "Scarcity \u2013 the art Same message, different emphasis", "Image ImageDescription": "John, if you make a gift of  100,000, you will qualify for the scholarship matching challenge, making a total campaign gift of  200,000. John, only 20% of the challenge match funds are left. Several other donors are thinking about using the match. If they do, I can\u2019t guarantee there will be any match left for you. Will you make a gift of  100,000 now to qualify for the match? Very subtle changes can amp up your persuasive power: You COULD say John, if you make a gift of  100,000 for scholarships, you could qualify for matching funds from the scholarship challenge, making a total campaign gift of  200,000. Here is John. He\u2019s pretty bored with your ask. Or you could invoke scarcity and say\u2026\u2026. \u2026and here is John, texting his banker to wire you the  100,000. SCARCITY GIVES URGENCY to your ask. LOSS AVERSION: the fear of loss is even greater than the anticipation of gain.", "Image XResolution": "37", "Image YResolution": "37", "Image ResolutionUnit": "Pixels/Centimeter", "Image Software": "SlidePlayer", "Image YCbCrPositioning": "Centered"}