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Breaking Out of the Status Quo

DIY Fundraising

Not that long ago, I recall sitting in debates over how nonprofits with ‘strong’ brands to ‘protect’ should behave in the face of online tools that ‘threatened’ the ability of HQ to control the use of their brands. A typical example would be the ‘horror’ of an activist or donor using the nonprofit’s logo in a […]

Learn More May 8, 2017

Making The Most Of Your Agitator Subscription

Many Agitator have been with us for our entire 10 year history. Many others are recent subscribers, and there are lots of folks in between. AND … some readers haven’t yet subscribed. You can remedy that egregious oversight right here. Regardless of the length of time you’ve been reading The Agitator we want to make sure […]

Learn More May 4, 2017

“Award Winning” Nonprofit Brands

Brands can create significant connections with consumers and donors. Each year the Harris Poll conducts a benchmark study to determine how deep those bonds go. Then, in a variety of 18 categories including airlines, hotels, banks, rental cars — and yes, nonprofits — they honor the highest ranked brands in each award category. The Harris […]

Learn More April 24, 2017

10 Most Innovative Nonprofits

In its March issue, Fast Company names the 50 “World’s Most Innovative Companies”. The list was topped by Amazon, Google and Uber … not many surprises in their Top 10, although I humbly confess — Luddite that I am — that I did not recognise #8 Twilio, and once past the Top 10, my recognition […]

Learn More February 14, 2017

“We Amplify Pride”

“We amplify pride” … Are you kidding me?! December is the month when nonprofits unleash a tsunami of emails upon their beleaguered donors, who are far more concerned about why their Christmas tree lights won’t light. Despite the torment you cause, I’m sure all you email senders are convinced that it’s effort and resource well-spent, […]

Learn More December 15, 2016

#ThanksGivingTuesday

In the flood of #GivingTuesday emails washing over our in-boxes yesterday, one powerful message stood out. Marked #ThanksGivingTuesday the message came from Concordia College-New York. This elegantly simple message of gratitude represents everything that #GivingTuesday — the Big Box Store approach to fundraising — does not.   The message was accompanied by the video below. […]

Learn More November 30, 2016

Unethical Fundraising … Or Just Dumb?

Yesterday Roger wrote an eloquent plea for fundraisers to get serious about ethical issues in the business of fundraising … The Fundraising Ethics Gap. I assume he meant to exclude political fundraising, which seems to know no bounds whatsoever. I happen to lean Democratic, as least as perceived by Democratic fundraisers grasping at some shred of […]

Learn More September 20, 2016

Is There A ‘Donor Journey’?

Marketers are great as using metaphors to conceptualize the process they think consumers go through as they approach making a purchase. Perhaps the most widely embraced paradigm has been the ‘consumer journey’ — the path the consumer follows from initially feeling or identifying a need to actually plunking down the dollars. I had some free time over […]

Learn More July 5, 2016

Starting Over #3: Do You Really Know Your Donors?

The billboard in Boston’s Logan Airport caught my eye and got me thinking: “Can you design an experience your customers really want to have?” Modified for Nonprofit Land the question became: How many nonprofits can truly claim to know their donors well enough that they can deliver experiences their donors really want to have? Not […]

Learn More June 29, 2016

Annual Reports: Walking The Talk

It’s hard to come up with an example of a greater waste of nonprofit funds and time than the annual report. Well, most annual reports at least. I’ve seen dozens of CEOs, communications and development directors waste countless hours fuming, fussing and meeting over these egocentric tomes in hopes of impressing donors. And, I’ve learned […]

Learn More April 18, 2016

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Ask A Behavioral Scientist

    Behavioral Science Q & A

    Q: As a designer who works with non-profits on fundraising strategy, I see the language like the following: “Our supporters help empower every girl, ensuring she has the resources she needs.” I do not think the word “help” is useful–I think “Our supporters empower every girl, ensuring she has the resources she needs. ” is much more engaging. Thoughts?

    Whether “help” is more engaging or not really depends on the framing and context. The word help can sometimes weaken the perceived agency of the supporter, making their role feel secondary rather than central (your point). On the other hand, help can also signal collaboration rather than implying full ownership of the outcome, which might […]

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    Q: We started offering a donor cover option last april 1. The data to date suggests this may be dampening giving.eg. those who say yes to donor cover have a lower average gift (based on analysis of 6000+ gifts). I’m wondering if those who give lower gifts feel more guilt and therefore say yes to donor cover or if the presence of donor cover is making people adjust (lower) their gift size to accommodate the extra 3%. Would love any insights you have.

    Great question! Here’s how behavioral science can help unpack what might be happening: Pain of Paying: Even a small extra charge can make giving feel more transactional than emotional, potentially reducing generosity. Fairness Concerns: Some donors might perceive donor cover as a surcharge rather than a contribution to the cause. If they feel the charity […]

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    Q: When writing an appeal, I waffle back and forth between writing “Your gift CAN…” or “Your gift WILL…” Any studies of which of these two words is best for an appeal?

    The choice between “Your gift CAN…” and “Your gift WILL…” taps into the psychological framing of certainty vs. possibility. Currently, there is no academic research directly comparing these two framings in charitable appeals. However, I suspect no framing is universally better—the outcome likely depends on your target audience and the campaign’s goal. Here are some thoughts: Certainty Framing – […]

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    Q: Do you have any insight on whether integrating an individual giving appeal with other comms from the charity in both appearance and messaging can uplift results? Or does the actual appeal become ‘lost’ for lack of stand-out?

    Integrating an individual giving appeal with other communications from a charity can have both positive and negative effects, and the outcome largely depends on how it’s executed. Advantages of Integration Brand Consistency: Maintaining a consistent appearance and messaging across all communications can reinforce the org’s brand identity and strengthen brand recognition and trust among your […]

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    Q: Is there any research on response rate impact in direct mail when referring to a sustainer gift as ongoing or recurring (catching all frequencies) v. monthly or annual?

    I’m not aware of any in-market tests specifically comparing recurring vs. gift frequency language. I suspect the answer might not be the same with all gift frequencies, nor with all people. It sounds like a great opportunity for you to test and find out what works for your audience. Based on the literature, here’s a couple […]

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    Q: A major conservation nonprofit sends me lots of mail, many of which have on the envelope “time to renew” or “2nd notice.” I find this practice deceptive, especially as I haven’t given to said organization since 1997. It must be effective or they wouldn’t do it. But is it ethical?

    Based on what we know from existing data, those renewal notices can actually be pretty effective in getting people to donate. They tap into our psychology – creating a sense of urgency, reminding us of past support, and using personalization to make the message hit home. They’re playing on our natural tendencies to feel obligated […]

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    The Agitator Tool Box

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