Uncategorized

AI Bias

AI bias is a hot topic, but not the kind you’re thinking of. Let’s talk about a different kind of bias—the kind that fuels the wave of dismissive, viral hot takes like these: “Relying solely on AI for creative tasks can result in homogenized outputs, stifling innovation and originality.” “While AI can produce content quickly, […]

Learn More November 25, 2024

AI Prompts to Make Your Fundraising Life Easier and Your Work Better

When I started in this trade 61 years ago, my tools were a legal pad and a portable typewriter. The clickety-clack rhythm of those keys was the soundtrack of early direct mail. Then came dictation—a revolution in time-saving —as Jerry Huntsinger and I toyed all through the 90’s and into the […]

Learn More November 22, 2024

Is Brand Color Black and White?

Name a charity logo that’s red. Now think of a blue one. For me, it’s Médecins Sans Frontières (Doctors Without Borders) in the first case and UNICEF in the second. The association is instant. But why? Because logos are like the cover of a book you’re about to judge—it’s branding shorthand, connecting emotions and perceptions […]

Learn More November 20, 2024

When Authenticity Gets Lost in the Mail

I get it. You want engagement. You want donors to feel heard. And someone, somewhere convinced you that a faux-official looking survey with a registration number and a barcode was the way to do it. But here’s the thing: Your donors aren’t idiots. We recently ran a study looking at donor reactions to these “surveys” […]

Learn More November 18, 2024

Storytelling: The OG Virtual Reality Headset

A story well told is like a mental portal. Researchers actually call it narrative transportation. In donor talk, it’s the difference between a “delete” and a donation. The attention and connection of story is old-school VR, but instead of pixels, it’s the pen. Stories have texture, smell, and weight. When your reader can feel the […]

Learn More November 15, 2024

I Just Ate, Try to Sell Me Food

More recent donors are more likely to give than less recent. Is there anything more accepted in fundraising? Comparing the recent donor group to the less recent is a bit like judging who’s hungrier based on who just ate. The just ate group will statistically look like “eaters” more than the haven’t eaten group but […]

Learn More November 13, 2024

Identity Triggers Only Work When They Matter

Teachers were asked by their school district to complete a survey. The experiment was a 2×2 design (one of our faves): The result? A nothingburger. No difference in survey participation between A-D, randomly assigned groups. To quote Paul Harvey, “And now for the rest of the story.” Researchers noticed a difference in survey participation on […]

Learn More November 8, 2024

Social Movement Paradox

This post was written on November 4th. Just breathe. Whether you’re an R or D or believe Trump is savior or anti-Christ there will likely be social activism afoot and aspiring, hopefully civil movements sustained or birthed. A movement paradox however is that what gains media attention and pressure on institutions also reduces popular support […]

Learn More November 6, 2024

Getting People to Part With Their Money is So Easy

I routinely see some version of this on the world wide web: Ask, thank, report back. Repeat. But make sure you get that 2nd ask in the first 90 days otherwise, people are much less likely to give. And don’t forget, do some multi-channel matching luggage exercise mimicking the mail piece in email and social. […]

Learn More November 1, 2024

GOTV Works. GOTV Doesn’t Work.

There was a field experiment a few years back using social pressure mailers that increased voter turnout by around 8 percentage points. That’s a massive lift. But averages, even big lift ones, can hide a lot. Nothing works the same with everybody. There aren’t universal “nudges” or other tactics that apply evenly to all people. […]

Learn More October 28, 2024

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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Uncategorized

AI Bias

AI Prompts to Make Your Fundraising Life Easier and Your Work Better

Is Brand Color Black and White?

When Authenticity Gets Lost in the Mail

Storytelling: The OG Virtual Reality Headset

I Just Ate, Try to Sell Me Food

Identity Triggers Only Work When They Matter

Social Movement Paradox

Getting People to Part With Their Money is So Easy

GOTV Works. GOTV Doesn’t Work.

Ask A Behavioral Scientist

Behavioral Science Q & A

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?

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?

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?

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?

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