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Fundraising analytics / data

Facts and Myths of Donor Surveys

[ Editor’s Note:  During what is a holiday recess for many we’ll re-run some of the most popular posts from 2020.  Leading off this parade is the first of Kevin’s 3-Part series on Donor Surveys.  You can find Part 2 here and Part 3 here. We’ll resume posting new content on Monday, January 11.  Roger] […]

Learn More December 30, 2020

Is Using the Statistical Average Bad for Nonprofits?

Can a statistic be bad? Maybe “bad” is  a bit of an an overstatement but the “Average”, a universally used statistic can sure hide a lot.  And without assigning malice or intent to the “hiding”, reliance on the average as an input to decision making can result in lots of bad outcomes. There are countless examples, […]

Learn More December 14, 2020

Deliberate Giving?

One.  That’s likely the modal number of gift frequency for (cash, one-off) donors on your file. The average gifts per donor per year is ballpark 1.7.  Really strong charities are slightly north of 2 and lousy ones are hovering a few tenths below the average. If you get cash donors to give twice per year […]

Learn More October 5, 2020

Constantly Mailing Your ‘Best’ Donors Can Make Them Your ‘Worst’

It is inarguable that increasing the number of mailings increases current demand/responses.  Send out more mail, get more demand/responses. But, this decision making behind “mail more, make more” lives in the short-term.  We estimate the probability (usually crudely with RFM business rules) that a donor will give and then include them or not.  Because the selection […]

Learn More June 8, 2020

Flattening the Curve?

I write this post with caution,  certainly not to claim definitiveness nor interest in debating epidemiological models. Rather, given the saturated splashing of raw counts and pandemic models absent any detail or context on television, online  and in the newspapers serves as a poignant reminder of the why an understanding of the purpose and use […]

Learn More April 6, 2020

Does Hand Size Predict Fundraising Success?

A belief, once firmly held, is hard to change, even when the evidence and data overwhelmingly refute that belief. Take male hand size.   We all know it correlates with…lower fumble rate among NFL Quarterbacks (why, what were you thinking?) Every year at this time the NFL evaluates college players and their pro worthiness with something […]

Learn More March 2, 2020

Getting More From Digital: Donor Conversion

In an earlier post announcing release of the Blackbaud Institute’s of the 2019 Charitable Giving Report I noted that the growth in online giving was up +6.8% compared to just 1% growth for offline in 2019. Fearing this statistic might spur some readers (or more likely their board members or CEOs) to rush off and […]

Learn More February 28, 2020

“Zero Party” Data is the Best Party Data

To recap our previous post, zero-party data draws a distinction between first party data (i.e. data you have based on direct interaction with your supporters) that is voluntarily, willingly shared and that which is passively and (often) unknowingly collected.  The latter requires inference and assumption, the former is knowing and understanding. There are three types […]

Learn More February 12, 2020

Facts and Myths of Donor Surveys- Part 1 of 3 on Donor Surveys

“The only research you can trust is actual response to real  fundraising.  Surveys can reveal interesting and useful information. But they are no good at uncovering donors’ real motivations. The only way to know that is watching what they do.”   That quote comes from a well-known blogger in the fundraising space.  What it lacks in accuracy […]

Learn More February 3, 2020

More Donors Vs. Better Donors: Cost of Fundraising

In our Science of Ask Strings white paper, we talk about the importance of knowing whether you want more donors or higher-value donors.  After all, the decision about how much to ask for should be predicated on how much risk you are willing to undertake to get a higher average gift. But this is a […]

Learn More January 13, 2020

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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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