A couple of months ago I gave a donation to Best Friends in memory of a friend’s husband. I got my tax receipt/thank you note and even the magazine that described this organization’s work in saving homeless pets.

Last week I got the call – you know – the one where they ask for an additional donation. Except that’s not what happened. The caller was Gabriel, a founder of that organization.

He just called to say thank you for my donation. Then he asked about my family and our pets. He was genuinely curious, and caring. At the end of the conversation, I complimented him for not asking for another donation. He just calls because he wants to. And, of course, he didn’t have to ask.

By having no agenda, other than caring, he earned my trust. And he’s earned another donation. Without asking for it. What a great way to sell.