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Fundraising philosophy/profession

Have You Been Selected?

Sometime last weekend, I think it was about 7:35 pm Saturday evening, as I worked my way through the week’s river of despairing news  and its ever-flowing tributary of emails telling me why my immediate help –even $3 –would make the difference,  my spirits suddenly lifted. Right there on that forlorn evening appeared an email […]

Learn More April 19, 2023

“Everyone Who Talks About Heaven Ain’t Goin’ There”

It’s Presidents Day here in the U.S. Ostensibly created to honor all who’ve served as U.S. Presidents (once it was celebrated as George Washington’s Birthday but now it’s inclusive of all), judging from tv spots and social media ads it’s morphed into a consumer festival dedicated to discounting mattresses, refrigerators, cars and just about anything […]

Learn More February 20, 2023

Head-in-the-Sand Is Not a Donor-Centric Strategy

A year ago I wrote: “ I don’t know exactly when it will happen.  In the not-too-distant future your organization will receive a letter from a donor that goes something like this: Dear ABC Organization, I’m growing increasingly concerned over the widespread use and abuse of my private and personal information by organizations like Facebook, Google […]

Learn More October 4, 2019

Steps to Avoid Calling Bullshit: #3

Remember the smell of your first new car?  The excitement over your first house or apartment? And what about the anticipation over your first smart phone? In the rush of enthusiasm over those new acquisitions I doubt if many of us were thinking, “what problems will I encounter when I want to sell or change this?” […]

Learn More March 1, 2019

Agitator Readers Call Bullshit: #2

The responses to yesterday’s post and the Confidential Agitator Survey were both thoughtful and concerning. [If you haven’t already completed the survey, I hope you will take 3 minutes and do so today. Just click here.] Clearly, many readers responding to the survey have experienced significant frustration, confusion and substantial lost income in their efforts to […]

Learn More February 27, 2019

Fundraisers I Fear: Part 3- Those Who Guess About Donors

In Fundraisers I Fear Part 1 and Part 2 I noted that two of the great handicaps facing many fundraisers is their inability to seek and determine reality while safely snuggled in a cocoon of self-belief and their ignorance of basic facts. The Third Fear, to complete this trilogy of traits that scare the hell out of me, is […]

Learn More September 28, 2018

Celebrating Dissent

This photo of my grandsons Jalen (at left) and Zachary (in the “kiddie cage” at right)  joining the national protest against the Trump Administration’s separation of migrant families made me more than proud. It serves as assurance that the gene of dissent has successfully made its way to the next generation. I wanted to share […]

Learn More July 4, 2018

To Sin by Silence

“To sin by silence, when we should protest,/Makes cowards out of men.” – Ella Wheeler Wilcox The time: January 2016.  Two venerable news organizations were taking on the practices of the Wounded Warrior Project. I’ll defer to the learned and studied words of Doug White’s report on the allegations against Wounded Warrior Project (WWP).  Suffice it […]

Learn More June 7, 2018

Freeing Monthly Donor Hostages: Survey Results

In Can Your Monthly Donors Be Held Hostage? we alerted readers that many organizations attempting to switch CRMs or payment processors—or both—are shocked and surprised when the vendor they want to leave refuses to transfer their monthly donors’ credit card or other payment data to the new vendor. Data hostage-taking! We ran an Agitator Survey to get […]

Learn More May 31, 2018

Can Your Monthly Donors Be Held Hostage?

If you care about the future of your monthly giving program I urge you to take 2 minutes and complete this confidential Agitator Survey. Here’s why. As technology changes and competition increases,  many organizations are switching CRM database vendors and credit card payment processors. SURPRISE!  Many organizations making this switch are discovering to their shock […]

Learn More May 21, 2018

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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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