According to a report earlier this year (which I read about in the NY Times Magazine) by Jonathan Levav of Stanford and Shai Danziger of Ben-Gurion University, something called "decision fatigue" can impede decision making. Essentially this and other studies show that making many decisions can unconsciously make our brains "tired" and result in one of two situations. One, we make rash or poorly considered choices. Or two, we defer the choice - in effect saying that anything that is risky should be put off until later in our present tired state.
The solution? It appears that a little break, particularly if accompanied by glucose (sugar) intake can recharge your tired neurons.
This presents some interesting implications for managers and salespeople / fundraisers...
- Before the big launch of your new project / initiative / program, maybe provide a little juice or pop to the assembled team
- Meet your prospect / buyer first thing in the morning or with a well-sweetened coffee (don't use artificial sweetener though as it has no effect)
- If the leadership team needs to make some big decisions pick your time (first thing or immediately after lunch) carefully
In a totally non-scientific study last week we bought fruit, nuts and tim-bits before a Campaign meeting with one of my clients. All I can say is that the meeting went very well!
So now the logic of buying lunch for your prospect before the big Ask becomes clear. It's not about the social interaction or building a sense of gratitude in advance: it's all about getting the glucose levels up so they'll be less likely to put off (or even decline) your invitation to donate!
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