Neil Strauss is not a fund raiser, but he knows a lot about human relationships and motivation.

Mr. Strauss, the author of The Game: Penetrating the Secret Society of Pickup Artists, spent years testing and perfecting the techniques men use to meet and attract women. One of the most effective techniques could also be useful to fund raisers, he said at the annual NextGen: Charity conference, in New York.

“The best way to sell yourself is to have somebody else selling themselves to you,” he says.

Instead of telling donors why they should give to your organization, Mr. Stauss says, ask them to explain why they would be good donors. When donors articulate why they would want to support your organization, they will convince themselves to give.

“Sometimes you almost have to talk people into doing what they already want to do,” Mr. Strauss says. “There’s no one who doesn’t want to…

Read More