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Communications

Who Loves You The Most?

I mean, apart from me and Roger? Seriously, looking at your nonprofit’s donor base, from highest gifts at the top to ‘average’ donors at the base of the pyramid, which donors have shown you the most love. And to be clear, I’m suggesting here the best measure of ‘donor love’ is donor continuity … retention. […]

Learn More April 18, 2017

A Great Old-Fashioned Major Gift Tool

I love the digital age and all it offers fundraisers today — and what it will increasingly offer in the future. I’m also aware that too many folks avoid undertaking basic fundraising tasks in hopes that some ‘magic app’ will appear that can deliver instant results inexpensively with the click of a mouse. Not gonna […]

Learn More April 11, 2017

How ‘Sustainable’ Is Your Organization?

Once upon a time, the question of the ‘sustainability’ of a nonprofit — the ability to deliver services over a long period — was largely limited to foundations and mega-donors concerned that their funds were being put to long and lasting use. In recent years, the question has migrated to the minds of more and […]

Learn More March 13, 2017

Rise Up! Fly In!

This is a Call to Action. The 100-year-old charitable tax deduction is under imminent threat and nonprofits are gearing up for a fight. Mark your calendar, alert your clients, your board, your CEO and urge them to participate in the “100 Years of Giving DC Fly-In” on February 15-16 to persuade Congress that it must […]

Learn More February 7, 2017

Defending Black Lives Matter … And The Alt-Right

Make no mistake. Ever since the U.S. Presidential election political and ideological polarization has increased not diminished. It’s a dangerous trend that should concern and alert every nonprofit with a mission to advocate a point of view. Now, as much as any time in history, it is essential that individuals be able to express and promote their […]

Learn More February 6, 2017

Climate Change And The Small Gift Donor

Ten years ago, in Danger Ahead, Tom and I warned of steady decline in the overall number of smaller gift donors. Although many heard the warning, few apparently did anything about it. Today, a decade later the downward spiral continues. The cumulative effects of this ten year 25% decline are real and frightening. Fundraisers and […]

Learn More January 24, 2017

Snap Out Of It!

In his post Friday — Presidential Inauguration Day in the U.S. — Roger admonished us … “My greatest concern today is for those who have become mired in fear, bogged down in some naïve cynicism, intent on tweeting and texting their shared disappointment and rage in a self-reinforcing loop of misery and despair. Snap out […]

Learn More January 23, 2017

Your Key Metrics In Minutes For A Stellar 2017

It’s fashionable these days for many nonprofit fundraisers and their consultants to claim they’re ‘data-driven’. Problem is, most folks focus on the ‘data’ part of the slogan; few understand the requirements of the second word — ‘driven’. I’m making this observation again at the start of the year because if you haven’t already done so, now is […]

Learn More January 4, 2017

And Don’t Miss These ‘Top Ten’ …

At the end of each quarter our friends over at the crowdblog 101Fundraising list their 10 posts that received the highest readership according to Google Analytics. Here’s 101’s listing for the 2nd Quarter.  Something here for everyone.  Read on! Roger 1.  Three Powerful Major Gift Questions You Might Not Be Asking – Karen Osborne 2.  How to […]

Learn More August 18, 2016

Mid-Level Giving: What’s Your Strategy?

Without question the most neglected area of fundraising — after retention — involves mid-value or mid-level giving. Organizations are leaving millions and millions and millions on the table. Lots of folks talk about the need to launch a mid-level program with all the good intentions in the world. But few actually do anything to get […]

Learn More June 27, 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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