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Fundraising philosophy/profession

Are Americans Become Less Generous? What the Latest Research Tells Us.

This week the Generosity Commission released it’s long-anticipated report. You can download the full report titled,  How and Why We Give. Here. The $ 2 million Report is among the most comprehensive surveys ever taken of our sector. The last time such a broad assessment of philanthropy was published was in 1975, with the release […]

Learn More September 23, 2024

AI Imagery. Creepy or Credible?

Imagine a world where for a modest fee, you get an AI-created image that looks real. No more expensive photo shoots or logistical nightmares—just a perfect image ready to go. AI-generated content is poised to revolutionize advertising, bringing cost savings and convenience that’s hard to beat. But, and it’s a big but, we need to […]

Learn More July 8, 2024

Hal Malchow’s Last Campaign

No wonder my phone exploded yesterday. This headline explains why: “Hal Malchow Is Going to Die on Thursday.  He has One Last Message for Democrats.” The subhead continued, “The pioneering Democratic consultant has been planning his death for decades.” In his inimitable style of facts salted with grace, compassion and deep knowledge  of the American […]

Learn More March 18, 2024

Give Your Supporters A Break

Breaks are necessary for our sanity and productivity. Not exactly a breakthrough statement. Yet, we rarely follow that advice. How many back-to-back calls did you have this week? Can you remember how you felt after the last one? In a recent study, Microsoft examined the effects of back-to-back video calls on stress, and engagement. They […]

Learn More September 29, 2023

Deceptive? Manipulative? Brilliant? Destructive? You Decide.

           The post-Labor Day tide of political email is on the rise and, if the past is prologue, will reach its high water mark a year from now then very slowly ebb  toward Election Day 2024.              This growing digital dog-pile, excreted by local, state and federal candidates and PACs, will […]

Learn More September 5, 2023

Are You About To Lose Out On The Best Fundraising Season Of The Year?

With 211 shopping days left until Christmas of course there’s plenty of time to get ready for the year-end giving bonanza. Right? The problem is that the much-touted—almost sacred– belief that the year-end giving season is the best giving season is at, best, an incomplete belief, and perhaps a full-blown myth.  Summer season may in […]

Learn More May 27, 2023

“Because It Works, That’s Why.”

Perhaps it’s time to rethink the ‘because it works’ claim so often trotted out in defense of dubious, deceptive fundraising tactics; enter the political email season. Between April 1st and 19th of 2019 the presidential candidates (at the time) sent a combined 1,730 messages, more than 19 a day, to supporters.  In defense or explanation […]

Learn More April 10, 2023

How Much Has Donor Trust in Charities Changed in the Past 5 Years?

In this age of “fake news”, “alternative facts” “hyper partisanship” and what seems to be a general erosion of trust why should we even care?  And if we care what can we fundraisers do about it?  Of course, every fundraiser should care because trust is the lynchpin of a solid and sustainable relationship with a […]

Learn More January 18, 2023

People With Less Free Time Volunteer More?

I’ve always heard the cash or time trope.  Hell, I’ve said it. People give of time or treasure depending on which resource they have more of.  Makes perfect sense except there’s little evidence beyond the anecdotal to support it. A German research study examines the impact of income and life’s other competing interests on discretionary […]

Learn More October 26, 2022

Who Doesn’t Love Control?

Answer:  Nobody doesn’t love control. Double negative notwithstanding, we humans love control or the perception of it.  Control is one of three key psychological needs, often referred to as a sense of autonomy and choicefulness: aka control. People who feel a sense of autonomy over their giving are more likely to do it again.  A […]

Learn More September 30, 2022

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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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