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Direct mail

Single Channel Is Dead

Boy, did Steve MacLaughlin at Target Analytics make today’s post easy! Here’s the lead from his recent blog post: “Direct mail is dead. Email is dead. TV and radio are dead. Face to face is dead. Telegraph is dead. Social media is dead. There are so many obituaries being written these days that it’s hard […]

Learn More August 12, 2010

But Will It Make You Happy?

Last week, I wrote about the state of mind of today’s consumer as reported by Business Week in The New Abnormal, and why fundraisers should study basic consumer research. As The New Abnormal said: “Americans are broke and depressed — and also swilling $3 lattes and waiting in lines for iPhones. Welcome to the schizophrenic […]

Learn More August 9, 2010

What’s Working In Fundraising Today?

Our always-thoughtful fundraising colleague, Lisa Sargent, recently interviewed a dozen plus nonprofit execs re the fundraising issues they’re facing today. She publishes her observations in this report, What’s Working in Donor Fundraising and Development Today? It’s definitely worth a read. These execs, at nonprofits ranging from $2 million to $2 billion in annual revenue, talk […]

Learn More August 5, 2010

Women On The Web

comScore, a leading collector and analyst of digital/internet data, has just released Women on the Web: How Women Are Shaping the Internet. From the introduction to their 31-page global study: “Everyone from advertisers to content producers to agencies to non-profits to politicians and policy makers can benefit from understanding Web usage through a gender-specific lens. […]

Learn More July 29, 2010

Kvetching Online

The Harris Poll released some data recently on use of social media to criticize or compliment brands. They found that one-third of US adults use social media to air their feelings, positive or negative, about a company, brand or product. Within that group the percentage of complainers and complimenters are roughly equal … a bit […]

Learn More July 6, 2010

Tweet For Life

Last week was long and surreal. Deep Horizon vomiting even more into The Gulf of Mexico…the U.S. and U.K. World Cup teams seemingly cheated out of goals…a three-day-long tennis match at the very proper strawberries-and-cream Wimbledon. Enough! So, on this Monday morning it’s time to kick it up a notch. You know, get the juices […]

Learn More June 28, 2010

Insights Into Word Of Mouth

We’ve talked about word-of-mouth (WOM) as the top driver of today’s consumer decisions. Here’s a report from Online Media Daily on an interesting Yahoo study that has attempted to drill into WOM behavior. It notes that 76% of all WOM still occurs face-to-face … however, increasingly it just might be that two individuals are sitting […]

Learn More June 23, 2010

Watch AARP online!

If your data indicates that most of your small gift income still comes from direct mail, and you think most of your donors are over fifty years old, but you sense more and more online interaction with your donors is happening (and more is possible), then whose online practices might you pay special attention to […]

Learn More June 21, 2010

The Networked Nonprofit – June 17

Care2 is sponsoring what looks to be an intriguing webinar this Thursday the 17th, 2p eastern … The Networked Nonprofit. Content is based on new book by Beth Kanter (Beth’s Blog) and Allison Fine (writer on social change): The Networked Nonprofit: Connecting With Social Media To Drive Change. Two very wise heads. You can register […]

Learn More June 15, 2010

Creating Viral Videos

Ricky Van Veen started College Humor in his dorm room. The website now has 10,000,000 unique visitors a month, and his company produces TV shows, films, live tours and books. [Another one of those guys we love to hate!] In  this article, 10 Web Content Urban Legends, he shares his thoughts on creating compelling web […]

Learn More June 14, 2010

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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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