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Fundraising philosophy/profession

Writer’s Block At Agitator’s Southern HQ

It’s a gorgeous summer — yes summer — day at The Agitator’s Southern Hemisphere headquarters, so I’m having a bit of writer’s block. So I’m turning to our readers for help. Think about the coming year and the fundraising performance you’ve projected for your organization. Tell me, what do you see as the single biggest obstacle you […]

Learn More February 9, 2016

Is Your Organization Really Donor-Centric?

There’s a quick test to determine whether a fundraising organization is truly donor-centered or not. Sadly, most groups fail the test … miserably. The test is simple: who in the fundraising/communications department has the most power? If, as is so often claimed (“we’re donor-centric”), the donor is truly the king or queen, then power will […]

Learn More February 8, 2016

How’s YOUR Performance?

“Charitable giving has recovered from the recession, but year-over-year growth rates are showing signs of slowing.” That’s the conclusion of Blackbaud’s just released Charitable Giving Report: How Nonprofit Fundraising Performed in 2015. You’ll want to download your free copy. The 2015 Report, edited by Steve MacLaughlin, Director of Analytics at Blackbaud covers $18.2 billion in giving […]

Learn More February 3, 2016

Fundraisers Are Lucky Marketers

Permit me a moment of personal reflection today. Today my youngest daughter started her first ‘real’ job, as an ‘account executive’ at Saatchi & Saatchi. This after graduating with a commerce/marketing degree from Victoria University in Wellington, New Zealand. I spared no effort in the last couple of years to nudge her in the direction […]

Learn More February 2, 2016

Online Giving — 7 Tips For Maximum Donations

Watch out Australia and New Zealand … Big news below about Roger! But first our post. More often than not, I agree with the practical advice proffered by MobileCause. And quite often their advice is presented via straightforward, ‘spare the fluff’ infographics. Indeed, I wish The Agitator could afford their infographics designer. Here’s their latest […]

Learn More January 29, 2016

Donors: Clients Or Customers?

A short blog post from Seth Godin has been rattling around in my head. He posits some key differences between ‘clients’ and ‘customers’. For example: “The customer buys (or doesn’t buy) what you make. The client asks you to make something.” Both types exist objectively in the marketplace, and both represent legitimate marketing opportunities. But Godin’s also getting […]

Learn More January 26, 2016

Deliverance From Doodles

I have a great suggestion for surviving your next nonprofit meeting. Dump your doodles and download this app: The Harvard Business Review Meeting Cost Calculator I shudder each time I think of the amount of time that’s spent discussing and measuring the inane minutiae that is the stuff of all too many meetings. Eyes glaze […]

Learn More January 19, 2016

Elizabeth Verdow Says ‘Thank You’

Last week, Roger kicked off our acquisition ‘offensive’ for the year by focusing first on bringing the right mindset to the acquisition challenge. And that’s an investment mindset, based on understanding the lifetime value of your typical donor. Of course it’s prudent to base your LTV calculations on the typical donor and set your prospecting […]

Learn More January 18, 2016

Death of a Fundraising Evangelist

Tony Elischer, the international fundraising evangelist known for his oft-flamboyant conference presentations and passion for our profession, is dead. The founder of Think Consulting Solutions died January 12th after a yearlong fight with cancer. A world leader in fundraising, Tony travelled widely and, as Ken Burnett, whose agency Tony joined earlier in his career, noted: […]

Learn More January 15, 2016

Smart Priorities For 2016

In a recent post I reminded Agitator readers of Roger’s top ‘To Do’ item for any fundraiser in any new year — keep educating yourself. One of the easiest ways is to sign up for some of the blogs and e-newsletters proffered by your fundraising colleagues. We include a heap of good sources on our […]

Learn More January 13, 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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