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Donor acquisition

How To Reduce F2F Attrition In The First 90 Days

Make no mistake. The current F2F model is greatly flawed — and in some places horribly broken. Where once the approach of street fundraisers was eagerly received by the public, today’s solicitors are often tagged ‘chuggers’ and public acceptance is on par with that generally accorded muggers. It doesn’t have to be that way. It’s […]

Learn More March 22, 2016

Leverage The Political Noise

The Chronicle of Philanthropy just headlined a story, Political Gifts Don’t Hamper Philanthropy, based upon Blackbaud data indicating that charitable donations don’t really diminish in an election year, despite the intensity of political solicitations. But the more interesting story was actually one re-referenced in the article, Elections and Economy Offer Challenges to Fundraisers in 2016, […]

Learn More March 18, 2016

Swiss Army Knife for Online Fundraisers

Here’s a healthy, helpful and constructive way to spend part of your weekend. M+R, the online fundraising, campaigning and marketing firm, is offering up a terrific online resource called the Toolshed where you can spend productive time while avoiding weekend chores. Assuming, like some editors of The Agitator, you’re into household chore avoidance, why not […]

Learn More March 11, 2016

Fundraisers … Grade Your Website

I confess. I’m no techie. My sweet spot is more in analyzing data and issues. So when it comes to websites, I focus on content and engagement yields. I know little about what’s ‘behind the curtain’. I do know that I want my sites to be responsive-designed, to be fast loading, to reflect user-friendly best […]

Learn More March 10, 2016

Fundraising Miracle

Short-term thinking is by far the greatest enemy of effective fundraising. Signs of this noxious enemy abound. Boards and CFOs afraid to make an acquisition spend that can’t be recovered in a year  — or less. CEOs who won’t invest in skill-building and continuing education for fundraising staffs. Fundraisers who persist in using metrics like […]

Learn More March 9, 2016

How’s Your Fundraising Robot Doing?

This Agitator is now back on station following an expedition Down Under to present at the 2016 Conference of the Fundraising Institute of Australia (FIA) and to meet with Tom at The Agitator’s Southern Hemisphere HQ for some conspiratorial back and forth on Agitator goals for the future. I’ll be sharing some of the insights […]

Learn More March 7, 2016

Measuring Donor Experiences – Part 2

In Part 1 I indicated why measuring specific donor experiences represents such a fundamental shift in mindset for most organizations. However, it’s a shift well worth making because measuring the donor experience at various interaction points — and of course acting on what you learn — is one of the ways a nonprofit can grow. […]

Learn More March 1, 2016

Measuring Donor Experiences – Part 1

Old-fashioned, traditional organizations measure the efficiency of the organization’s own internal actions rather than the effectiveness of how the organization’s actions directed toward the donor actually affect donors’ attitudes. A surprising number of fundraisers fail to understand a basic axiom of the organization-donor relationship: It is the actions an organization takes toward its donors (donor […]

Learn More February 29, 2016

Better Face-2-Face Through Feedback

Tom’s piece on Donor Loyalty should remind us all of how little information we really have when it comes to understanding the commitment and loyalty of individual donors. As a result most fundraisers rely on conjecture and so-called ‘best practices’. We look at brand surveys, surveys of general donor populations and organization-specific donors hoping to […]

Learn More February 24, 2016

Case Study: Raise More, Ask Less

My St. Patrick’s Day post last year — Are You Abusing Your Donors? — triggered a barrage of comments and protestations pro and con. I knew some nerves had been struck. And it wasn’t because of leprechauns or green beer. It was because I raised the question of whether we should reconsider, revise or evolve the direct […]

Learn More February 5, 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

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



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