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Coronavirus

Taking the Fundraising Temperature

Nobody really knows how this all will end.  Nobody really knows what the ultimate effect on the endurance of donors and nonprofits will be. However, everybody–whether they admit it or not–is scared; some are even freaked-out.. What’s the pandemic’s effect on giving? If bad, how bad? Which organizations are helped; which harmed?  Who’s most likely […]

Learn More April 13, 2020

Just Released: Blackbaud Institute’s 2019 Charitable Giving Report

The Blackbaud Institute has just released The 2019 Charitable Giving Report . It is not only vastly improved over previous editions but sounds an optimistic note in the cacophony of fundraising prognostications that often sound more like a dirge than a paen to progress. This year’s Report includes giving data from 8,210 nonprofit organizations representing […]

Learn More February 24, 2020

The Zero Party Future is Already Here – Proof.

Canvassing is the number one method for acquiring sustainers (according to Target benchmarking).  There is a lot of money being spent and a lot of donor loss occurring, especially in the first few months. What to do about it?  A lot of forward-thinking brands (e.g. TNC, ACLU, No Kid Hungry, Special Olympics) have been using […]

Learn More February 14, 2020

Digital Fundraising: 2019 Year End Results and Insights

It’ll be a few more weeks until the definitive, multi-channel results on 2019 End of Year Giving (EYOG) for the sector are published by the Blackbaud Institute and The Fundraising Effectiveness Project.  However, digital fundraisers take note. Late last week in a post (“Everything you wanted to know about 2019 EOY fundraising but were afraid […]

Learn More January 27, 2020

Fundraisers Abandon Ship

This post first appeared on August 19, 2019 Not only is the nonprofit sector doing a lousy job holding on to donors, we’re apparently equally awful when it comes to retaining nonprofit fundraisers. In a recent survey conducted by The Harris Poll for The Chronicle of Philanthropyand AFP, using a self-selected sample of American and […]

Learn More December 30, 2019

Latest Survey on Why Donors Give

The new DonorGraphics study is out from One & All and it’s full of interesting data on stated donor preferences. One of the survey questions asked donors what is their main reason for giving charitably..  Possible responses were: To address/impact needs in my local community To address/impact needs worldwide To fund organizations that enrich my […]

Learn More September 9, 2019

Fundraisers Abandon Ship

Not only is the nonprofit sector doing a lousy job holding on to donors, we’re apparently equally awful when it comes to retaining nonprofit fundraisers. In a recent survey conducted by The Harris Poll for The Chronicle of Philanthropyand AFP, using a self-selected sample of American and Canadian fundraisers, a whopping 51% of the respondents […]

Learn More August 19, 2019

April Fools’ Day 2019: Time to Get Serious

Usually we dedicate this first day of the fourth month to the perennial April Fools’ joke intended to remind us that amidst the pranks and laughter there’s usually a nugget of truth.  In the words of George Orwell the aim of the joke “is not to degrade the human being but to remind him that […]

Learn More April 1, 2019

Year-end Results: More Answers to “What Happened?”

Back in January, Roger cited M+R’s “What the Heck Just Happened?” post about subpar year-end results.  Now, M+R is back with answers in a preview of their always helpful benchmarks.  The full post is up here and is well worth a read.  Some answers to our burning questions: Did the tax law change mess things […]

Learn More March 4, 2019

Email Deliverability Part 1: Some Basics

If your Board, CEO or colleagues ask, “What’s the size of our email list?” they’re asking absolutely the wrong question. The question they—and you—should be asking is What’s the Level of Engagement of our email list?” If that “open rate” on your year-end email was 25% is it because 75% of the folks weren’t engaged […]

Learn More January 11, 2019

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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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