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Fundraising philosophy/profession

Consider What Went Wrong … Then Fall On Your Knees

With all your online solicitation programs firing away like an AK-47 on auto-pilot until January 1, I don’t think fundraisers are doing much heavy lifting today or tomorrow … unless it’s setting big presents under the Xmas tree. But maybe — over some spiked punch at the office Christmas party — you are contemplating and chatting […]

Learn More December 23, 2015

Yodish for Fundraisers

In case you’re feeling guilty as you steal away to watch the latest release of Star Wars I suggest you instead treat it as an important part of your continuing education in fundraising. In fact, while munching popcorn you’ll actually be mastering more powerful and effective communications skills. So, ditch the guilt. Let me explain. […]

Learn More December 22, 2015

Canadian Squirrels, Fear and Fundraising

Tom and I each maintain a sort of electronic compost pile where ideas, press releases, reader suggestions and the memorable blog posts of others accumulate. Then, about this time of year I begin working my way through “This Year’s Pile” setting aside those items I want to carry over into the “Pile for Next Year”. […]

Learn More December 17, 2015

11 Questions Every Donor Asks

An advert in one of the fundraising ‘trades’ triggered me to look up Canadian fundraiser Harvey McKinnon’s ’11 questions every donor asks’, as presented in his book of the same name. Whenever I see a teasing list like that I just can’t resist taking a look … will I agree/disagree … could I add to it […]

Learn More December 16, 2015

Doggie Bag Of Delight

Before you collapse from the flurry of year-end activity I urge you to spend some time listing the ways you can surprise and delight your donors. Not just around the year-end giving season, but all through 2016 and beyond. Few activities signal how important donors are to your organization than the way you treat them. […]

Learn More December 14, 2015

What Is Your Image Of What Fundraisers Do?

Here’s what I mean. If you had to come up with one photo or graphic or illustration of what a fundraiser does, what would it be? I think Jeff Brooks at Future Fundraising Now has come up with the best I’ve seen so far. I’ll show you in a moment. But before you send your […]

Learn More December 11, 2015

24 Reasons Why Board Members Won’t Ask For Money & What To Do About It

According to his  publisher Jerry Panas’ ASKING is America’s top selling fundraising book. Aimed primarily at board members the book is designed to provide helpful advice and motivation to ask for a gift while taking the fear out of the process. And, according to the publisher, all in a 59 minute read. So it figures that […]

Learn More December 10, 2015

Does Reason Appeal To Donors?

Most of the advice given to fundraisers — from major gift officers to direct response copywriters — regarding reaching donors properly focuses on emotion. Reaching the heart, not the mind … or at least the heart before the head! And there’s heaps of research on how we humans process experience and information to back up that […]

Learn More December 9, 2015

Focus for Fundraisers

Here at Agitator Global HQ we get lots and lots of press releases and requests to cover the next new thing. Payment systems. Crowd funding. Infographics. Video campaigns. Etc. Etc. All this ‘new, best thing’ stuff reminds me of those pesky water bugs that scooted across the surface on the lakes and ponds of my […]

Learn More December 8, 2015

Giving #Giving Tuesday A Purpose

Yes, I’m happy that #Giving Tuesday 2015 was a good time for all. What’s not to like about $117 million raised from 700,000 donors? Was it incremental giving or just a re-shuffle of gifts that would otherwise have been made on Monday or Friday? Who knows. I guess we can look at the appropriate comparables […]

Learn More December 7, 2015

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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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