Introduction: How do you get your donor’s attention in an over-communicated world? Picture this: a generous donor from Cedar Rapids, Iowa, receives a letter all the way from Latvia. It wasn’t the expected solicitation but a heartfelt note from a
Introduction When you’re sitting down with a prospective donor, how much time do you spend explaining your organization’s entire mission? Versus honing in on a specific project or initiative that directly impacts them? Too often, fundraisers complicate their message, trying
The Investment Paradox: A Closer Look The “investment paradox” refers to the contradictory attitude that many stakeholders have towards the cost of fundraising. On one hand, they demand high returns in terms of donor engagement and revenue generation. On the
Patrick Henry played an indispensable role in the fight for America’s independence. And that’s because he was a highly effective communicator. Knowing Your Audience First, Henry understood that knowing your audience is crucial. He used words, terms, and phrases that
We just can’t help ourselves. Across the globe, it’s the same story—when someone acts generously towards us, we feel compelled to return the favor. This is what the esteemed social psychologist Dr. Robert Cialdini calls the principle of reciprocity. When
What’s not to like? People prefer to say yes to those they like. This is how social psychologist Robert Cialdini defines one of his six principles of persuasion: Liking. According to Cialdini, we tend to like—and therefore agree with—people who
We’ve all heard it before. “You haven’t changed a bit!” Maybe it was at a school reunion. Or perhaps at a wedding with old family friends. With a former co-worker you haven’t seen in twenty years. But how did that
Question Authority. You’ve probably seen that slogan on bumper stickers or T-shirts, often with a rebellious undertone. It was a rallying cry during the Vietnam War protest movement in the 1960s. But while questioning authority is sometimes necessary, the truth
Ready for Some More Math? Let’s use the example of a shoe salesman who finds more value in a second-time buyer than a first-time buyer. The logic is simple: a second-time buyer is much more likely to return for a
Focus on Retention? When it comes to fundraising, many organizations place a strong emphasis on acquiring new donors. And while acquisition is important, there’s something even smarter about focusing on retention. Let’s start with the math. Consider the analogy of
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