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Communications

Fundraising Beyond @RealDonaldTrump

I confess. I spend far too much time transfixed by happenings on social media than I should.  Whether it’s the ravings of the unstable @realDonaldTrump,  or Facebook’s all-too-slow striptease toward the truth about its role in providing fertile ground for Russian election trolls there’s a lot going on that I find fascinating. But here at […]

Learn More January 8, 2018

Visions of Sugar Plums

As a kid I raptly listened as my parents and grandparents read my brother and me ‘Twas the Night Before Christmas” every year until I went away to college and discovered there may not be a Santa Claus. I did the same thing to my kids.  Each year I uttered “Dancer, Prancer, Vixen, Dunder Blixem.” […]

Learn More December 21, 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

The Las Vegas Massacre And Fundraising

“All I’ve Seen is a Bed and a Doctor Bill” — Loretta Lynn “Your flag decal won’t get you into heaven anymore” — John Prine Stick with me. This musical tour really is about fundraising. No sooner had the last shots blanketed the horrendous carnage in Las Vegas than the fair and balanced folks at […]

Learn More October 10, 2017

Storytelling In The Digital Age

Even though Tom persuaded me to give up working with cave art and stone tablets when we ‘modernized’ the Agitator offices, we’ve never lost interest in the power and importance of storytelling. It’s just that we now have paper and digital bits and bytes for the all-important fundraising task of tale-telling. Over the years we’ve […]

Learn More September 29, 2017

Crowdfunding And The Rampage In Charlottesville

Within hours of the sickening and sordid rampage in Charlottesville last Saturday my Facebook account, emails and podcasts were filled with links to crowdfunding appeals for those injured. Tom and I don’t do much on crowdfunding so I thought I’d share some notes from observing how it was employed following this tragic and horrific event. […]

Learn More August 18, 2017

Special Videos for YOU.

Tom’s 127 Facts About Video Marketing last week inspired me to reprise some of my favorite videos that we’ve used in Agitator posts. So, for your  viewing (and reading) pleasure here are three re-runs worth your time because I think each makes a helpful point.  Each of the posts below contains text which the video illustrates. […]

Learn More June 27, 2017

127 Facts About Video Marketing

Is there any fundraiser out there who hasn’t tested/tried video as a tool? I hope not. But just in case you still need some context or convincing or ideas, try browsing this infographic, presenting 127 Facts (you probably didn’t know about) Video Marketing from WebsiteBuilder.org. Some fascinating data here … 70% of YouTube views come […]

Learn More June 22, 2017

A REALLY BIG Deal!

Frankly, we’re gobsmacked. Astounded, awestruck and absolutely thrilled by a massive undertaking by UK fundraisers and other leaders in the voluntary sector that should attract the serious attention and participation of all of us — on every continent. Today the Commission on the Donor Experience  released its overview of recommended changes to transform fundraising from […]

Learn More June 19, 2017

Who’s Using Social Media?

Roger has laid some heavy-duty reading on the table this week with his posts here and here on sustainer programs. And those are just the Cliff Notes on the exhaustive Sustainers in Focus report prepared by Blackbaud, which you can download here. The Agitator can’t think of much that’s more critical to your fundraising success than building […]

Learn More May 19, 2017

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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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