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Real Fundraisers Don’t Whine, Worry or Wait

That’s why today we’re launching a new feature: The Agitator Toolbox of Innovation. There’s simply too much good stuff going on out there to spend time dithering about whether or when the economy will rebound, for boards to come to their senses … or whatever folks spend their time worrying about. Usually, things over which […]

Learn More January 19, 2012

Rekindle Your Donor’s Thrill of Giving

Mark Phillips at UK’s Bluefrog has nailed it with this post, called Why giving to charity can be like buying a Polaris submarine. Boy can I identify with drooling over those comic book offers when I was a kid. I never tried to order the seven foot Polaris sub big enough for 2 kids (after […]

Learn More January 11, 2012

Resolved: No Fundraising Silos

As we noted last week, the superb comments offered by readers of The Agitator are a delight to me and Roger. And we’re gratified that these have grown strongly in number over the past year. So we thought it fitting to give the last word of the year to an Agitator Commentator. We picked this […]

Learn More December 30, 2011

Useful (And Otherwise) Tips

Time for year-end housecleaning. A few recent tip sheets to pass along. For the very practical … 12+ Tips for Creating Engaging Envelopes, courtesy of Direct Marketing IQ. For social net addicts (one in every five minutes spent online involves social networking) … Top 10 Need-to-Knows About Social Networking and Where It’s Headed, from comScore. […]

Learn More December 28, 2011

Fundraising Year In Review

This is the first of two posts on the year now ending. Today, a summary of giving for 2011 and some trends in direct mail.  Tomorrow, the 2011 Pulse of Agitator readers. As we head for 2011’s fundraising finish line The Atlas of Giving on Friday reported that overall giving this year will finish 7.4% […]

Learn More December 20, 2011

Online ‘Fundraising’ A Misnomer?

A couple of small items caught my attention lately regarding online fundraising, mostly because they re-raised in my mind the question of what actually constitutes ‘online fundraising’. One was a short blog post by Jeff Brooks, Why it’s hard to raise funds online. Citing Smart Insights Digital Marketing blog, Jeff says it takes: 3 seconds […]

Learn More December 19, 2011

Which Mailbox Delivers Emotion?

Here’s a good study to read to follow-up on Roger’s post this week about multi-channel integration. Done by Epsilon, the Consumer Channel Preference Study (registration required) focuses particularly on consumer preferences with respect to direct mail and email. But it also looks at social media and mobile. (One disappointment … nothing on telemarketing.) Some findings: […]

Learn More December 15, 2011

Are Online Fundraisers Stealing Credit?

Am I seriously behind the curve? Or asleep at the wheel? Or is old age just chipping away at my memory? Whatever. I don’t think I’ve ever seen numbers like these … Way back in September 2010 a donor survey was conducted by Campbell Rinker for Dunham + Company, a US fundraising consulting firm. The […]

Learn More December 1, 2011

Flat Earth Fundraising: Asking Amounts

I’m truly not old enough to remember when physicians abandoned the use of leeches. But, I am old enough to recall the origins of asking amounts. The year was 1970. Computers – big mainframes, not PC’s and The Cloud – had just begun to edge out the heavy, old metal Addressograph plates and the traditional […]

Learn More November 14, 2011

We’re Stoked!

Roger and I have just seen the latest CBS News/NY Times poll that says 43% of Americans agree with the views of the “Occupy Wall Street” movement. Only 27% disagree; 30% are unsure. As reported by CBS News’ Political Hotsheet: “While there are different agendas within the ‘Occupy Wall Street’ movement, nearly all of the […]

Learn More October 28, 2011

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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

    Ideas, applications, tools, processes, and case studies of break-through solutions in fundraising, including:



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