• Home
  • Blog Posts
  • Behavioral Science
  • On Demand Webinars
  • Toolbox
  • Archives

Donor acquisition

Barriers To Growth — Cliff Notes Edition

Several hundred new Agitator readers have come on board since I first launched the ‘Barriers to Growth’ series back in May. And many long-time readers have suggested we put the series in an eBook compilation. While Tom and our Chief Global Financial Officer debate the eBook, I’ve decided to simply list and summarize the 10 […]

Learn More September 3, 2014

Through The Prizm

Remember PRIZM, the market segmentation tool originally developed by Claritas (now owned by Nielsen) and widely used in the 90s? We used to have great fun looking up zip codes to see which had the most people characterized as ‘Blue Blood Estates’, ‘Bohemian Mix’, or ‘Shotguns & Pickups’. There were (still are) 60-odd segments or […]

Learn More August 27, 2014

Buy Roger’s Book … Or Else!

Roger has written a book on donor retention. It’s titled: Retention Fundraising: The New Art and Science of Keeping Your Donors for Life. And FINALLY … it’s ready to order! I’ve read the book four times now in its various draft iterations. And learned more each time. And I thought I was already on top […]

Learn More August 25, 2014

The Devil Is In The Detail

OK, we’ve got a tested strategy. We’ve developed a great case. We’ve targeted our appeal carefully. We’re using the latest database-driven capability. We’ve got terrific creative. But we flubbed it! What went wrong? Here’s a flub from KQED, public TV/radio in San Francisco. They were on the right track, but they screwed up the personalization […]

Learn More August 21, 2014

What Sets Great Fundraisers Apart?

While you were tanning at the beach, you might have missed an interesting series of articles in the Chronicle of Philanthropy. on the theme of “What Sets Great Fundraisers Apart”. Consider these tantalizing story titles: 9 Ways Charities Can Help Fundraisers Succeed … Young Fundraisers Are Ambitious And Impatient But Need Training … and I’m […]

Learn More August 18, 2014

Christmas In August — Again

A year ago, with the release of the mid-year results of the Blackbaud Charitable Index — online and offline — we reminded readers now is a great time to make sure they get their share of year-end giving. You’ll recall that as much as 20+ % of the annual contributions for most organizations come in […]

Learn More August 5, 2014

Insufficient Collaboration — Barriers To Growth, Part 8

Of the more than 1 million nonprofits in the U.S., nearly 75% post annual revenues below $500,000. This leaves little or no room for the ‘science’ part of fundraising, like data analytics and predictive modeling. Organizations with higher revenue can afford the analytics and technology essential to fostering growth in today’s markets. But what about […]

Learn More July 22, 2014

Will Somebody’s Grandaughter’s Friend Eat Your Lunch?

Back in June, I wrote a short post titled, Is Your Fundraising Stuck? It was a bit of a challenge to fundraisers. If your fundraising is lagging, is that really because of factors you can’t control, and so can conveniently blame, or do you need to look afresh at yourself and your commitment to innovation, […]

Learn More July 18, 2014

How Valid Is Your Fundraising Yardstick?

In Part 7 of our Barriers to Growth series, I noted that the inability or unwillingness to take a hard and realistic look at an organization’s fundraising potential represents a significant barrier to meaningful growth. Why? Because it’s simply too easy to make excuses and simply say “we’re using best practices” and “we’re doing as […]

Learn More July 16, 2014

Donor Nation USA

I was browsing the latest report from Giving USA on the size of the giving sector in America in 2013. The overall giving total — $335 billion — is big. But just how big is that … what would be a good comparative measure? What about comparative national budgets? If you take ‘just’ individual donations […]

Learn More June 23, 2014

<< 1 … 24 25 26 27 28 29 30 31 32 33 34 35 36 … 45 >>

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 […]

    Read Full Answer

    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 […]

    Read Full Answer

    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 – […]

    Read Full Answer

    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 […]

    Read Full Answer

    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 […]

    Read Full Answer

    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 […]

    Read Full Answer

    The Agitator Tool Box

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



      • © Copyright 2005 - 2025, The Agitator. All Rights Reserved.
      • About Us
      • Privacy Policy
      • Sitemap
      • RSS Feed
      • We welcome your feedback!