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

Breaking Out of the Status Quo

Volume: The Fundraising Assembly Line to Nowhere

Few topics yield more heat and shed less light than the debate over how frequently we should communicate with donors. Some fundraisers take the stance “mail more, make more.” Others –like The Agitator—feel the evidence is clear on the side of “mail less, make more”. Here, here, here and here. This week we’re wading back […]

Learn More January 29, 2018

WANTED: VP of Video Game Fundraising

Chances are your organization doesn’t have a fundraiser in charge of video game fundraising. Does this mean you may already be missing out on some pretty big bucks and an even bigger future? I ask the question only because of the remarkably meteoric rise of online recreational gaming and its fundraising potential. Each month 100 […]

Learn More January 12, 2018

TESTING: Go Beyond Individual Communications

When you want to find out if your control package could be beaten, you test a different communication against it. So how do you test if your direct marketing program could be better?  Clearly, you test a different program against it. For some this is a scary thought: it’s hard enough to deliver on one […]

Learn More January 5, 2018

TESTING: Baby Steps are for Babies

(aka The Myth of Testing One Variable at a Time) After our earlier posts on the dangers of overly simplistic testing, you could despair of getting any legitimate test results for your file with noise in the data and large quantities required. There is, however, good news.  If you embrace larger-scale testing, you can break […]

Learn More January 3, 2018

The Ghost of Fundraising Yet to Come

Today The Agitator invokes Charles Dickens’ A Christmas Carol and  his Ghosts of Christmases Past, Present and Yet to Come. Actually, I’m most interested in the Ghost of Christmases Yet to Come. As I write,  a diligent team is at work behind the scenes  crafting new features, special website sections and research to share with you. I’m especially […]

Learn More December 20, 2017

Gobsmacked!

Yesterday’s gem from Mark Phillips and the folks at Bluefrog illustrates the length to which some organizations go to abuse donors.  It’s behavior like this that landed UK fundraising in such a mess.  On the flip side, one of the highlights of 2017 — a major effort intended to counter donor abuse and dig UK fundraising […]

Learn More December 19, 2017

Change, It Is a Comin’

Over the next two months we’ll be working behind the scenes on changes and additions to The Agitator. Changes in how we organize and present information.  Additions to our content and additions in the opportunities for reader engagement. Our editorial content will primarily focus on our view of the changes we see as essential if […]

Learn More December 4, 2017

Time To Go To Jail?

It’s been years since I was tear-gassed, arrested and tossed in jail for something worth fighting for.  And the same holds for the leaders of most causes I support. Is that a sign that most nonprofits have become too much a part of the establishment, too much a part of the problem? In short, is it […]

Learn More November 27, 2017

A Better Alternative To #GivingTuesday

Tom’s already grumping about #GivingTuesday and it’s months away. I’m not a big fan either. But I am blessed with a far gentler, docile disposition. So, in the interest of foregoing a rant and instead give Agitator readers a head start on a better alternative to #GivingTuesday I refer you to a post we ran […]

Learn More September 25, 2017

A Second Chance for Fundraisers

Relationship Fundraising is like teenage sex: Everyone talks about it, nobody really knows how to do it, everyone thinks everyone else is doing it, so everyone claims they are doing it too. Although I’m paraphrasing behavioral economist Dan Ariely’s take on “Big Data” the same insight applies to the much-touted, little-practiced concept of relationship fundraising. It’s […]

Learn More September 13, 2017

<< 1 … 6 7 8 9 10 11 12 13 14 15 16 17 18 … 23 >>

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

    DonorVoice products

    Commitment System

    Donor Feedback Platform™

    PreTest Tool

    TouchPoint Mapping



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