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Wanted: More Fireworks!

As We The People celebrate America's 230th Independence Day amid fireworks, barbeques, volunteer fire department parades, the televised PBS special from the National Mall in Washington, D.C., and heaven only knows how many political speeches and kissed babies, it's probably wise to think about the word “independence” itself. Especially in our trade where there's damn […]

Learn More July 4, 2006

Wikipedia Alert!

The Chronicle of Philanthropy warns (available to Chron subscribers ony) that charities should monitor descriptions that might be published about them in Wikipedia, the community-authored online encyclopedia. The article notes several instances where inaccuracies or deliberate misinformation has been posted, sometimes by well-meaning, but not well-informed supporters; sometimes by critics. We agree … check, correct, […]

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Bated Breath and Hyperbole Aside, Here’s A Winner!

At a time when the Buffett gift is generating a lot of media attention about charities and their stewardship, it's worth revisiting this report from Public Agenda on donor attitudes toward charities. Good work despite its sometimes bated- breath tone and hyperbolic descriptions. The study, sponsored by the Kettering Foundation and Independent Sector takes the […]

Learn More July 2, 2006

Contrarian Approach to Legacy Marketing

At a time when most institutions' planned giving programs more resemble a tax seminar than anything noble and motivational the Legacy Giving Group has come up with a unique and measurable program. It will revolutionize the industry and no doubt send shivers through the establishment, let-keep-doing-it-the-old-way crowd. You can find a copy of the Legacy […]

Learn More July 1, 2006

Donor Loyalty — the Holy Grail

Face it. Nothing sends more shivers up the line from Membership Director to CEO to Renewal mailing #1 isn't performing as well as last year!” Prospecting returns ebb and flow. We sigh. But nobody can tolerate an underperforming renewal series. We panic. Wouldn't we all enjoy donor retention rates marred only by death! Wouldn't we […]

Learn More June 30, 2006

National Fundraising Performance Down in 1st Quarter of 2006

The Target Analysis Group has just released the Index of National Fundraising Performance for the 1st Quarter of 2006. It shows declines in most key measures of giving when compared to the 1st Quarter of 2005. Number of donors fell by a median of -4.6% Revenue remained essentially flat, falling by a median of -0.6% […]

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Online Video Fundraising Coming Soon?

As the 2006 election season heats up, vendors of online TV ads are promoting their new tools to campaigns. Online video advertising is blossoming alongside the deepening penetration of broadband access in the home. Seems like a no-brainer to me — a marriage of fine-tuned targetability and the impact of video. But it's new so […]

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Speaking of Thank You’s

Roger's post about “thank you's” to donors got me wondering … how do you thank someone adequately for a $30 BILLION+ gift?! Shouldn't we ALL write notes to Warren Buffett? Should (did) Bono or President Bush call him … or award him the Presidential Medal of Freedom? Should every newspaper, magazine and newscast in the […]

Learn More June 29, 2006

Thank You Helen Keller

We report a lot on The Agitator about the wonders of technology, the beauty of effective communications. Yet, despite today's technology — or maybe because of it — good manners and good fundraising seem to be on a marked decline. Gifts made over the web receive an instant thank you. As if any mere mortal […]

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Dipping Your Toes into Blogging-II?

You'll be hearing plenty from us on the subject of blogging – why, whether, how, best practices etc. (obviously we're believers!). Here are observations from some of the best in the new biz, collected by MarketingProfs: Daily Fix. As usual, we like Seth Godin: “They don't care about what you write. They care about what […]

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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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