Why Stories Matter in Fundraising
In my previous article, I explained what fundraisers get wrong about storytelling. Mostly they tend to think stories about what…
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4 Reasons Why Fundraisers Think Storytelling Matters
In case you missed my last post… I wrote about my unease with the storytelling surge in our sector. It…
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What Everyone Gets Wrong About Storytelling in Fundraising
First, the surge in storytelling. Five or ten years ago, it seemed like everyone in fundraising suddenly started talking about…
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Here’s What Supporters “Buy” When They Donate to Charity
I think buying and donating are the same. Here’s why. When I give money to a charity, I am buying: A…
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9 reasons why people put money in holding pens (such DAFs or foundations) instead of giving directly right away
1. Indecisive. They want and need to give and they might have organizations in mind, but they haven’t decided where…
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How to get your donors to respond to you WITHOUT asking them to respond to you
Does polite persistence really work any more? When I first got into sales, my uncle told me that polite persistence…
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Five ways Dr. Russell James recommends you reduce the cost of giving so your supporters feel good and give more
First: when we talk about cost, we’re not talking about fundraising expenses. That’s not what this article is about. Rather,…
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Why wealthy people care about cost even when it comes to philanthropy
I’ve said it before. Fundraising is all about making sure your supporters feel good. Of course, that’s easier said than…
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Donor Complaints: Why it’s a bad idea to get upset with donors when they complain
No one likes to hear complaints. But when you work for a nonprofit or a private sector business, you need…
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Top 3 reasons why major gift or legacy gift officers don’t have enough meetings with donors
I hear a lot of people complaining about gift officers not meeting with enough donors. Usually, these complaints come from…
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At last, the one big thing every fundraiser needs to know to be successful
After more than a quarter century as a fundraiser and a professor focused on fundraising research, theories, data, and experiments,…
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The worst way to start a conversation with a donor
“Did you get the [information, brochure, or letter] I sent?” Has anyone really had great success starting an outreach call…
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Top 10 Reasons Why Major Gifts Fundraisers Fire Their Employers
As a Major Gifts Fundraiser don’t you want to fire your employer at times? Here are my top 10 reasons…
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Thanking vs. Appreciating
Mechanized thank you’s. I’ve been thinking that, perhaps, too many organizations have turned thanking into an automated obligation. They realize…
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Why people WON’T give you money
Today, instead of talking about what makes people give, let’s take a look at what thwarts giving. You can find…
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Buckle up, fundraisers—hyperinflation and other factors are likely to change everything very soon
I sincerely hope I’m wrong. After all, I’m no economist. But it’s becoming more and more difficult for me to…
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Are you doubling down on a low-dollar fundraising strategy?
A few years ago a client told us she was being asked by her leadership to consider cancelling her MarketSmart…
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The Top 3 Reasons Spray-And-Pray Fundraising Communications Fail
The traditional spray and pray marketing communications tactics just don’t work. Here’s why: 1. They are Irrelevant In this day…
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You Can’t Marry Your Donors After the First Date
Donors build relationships with nonprofits the same way they build relationships with people. Slowly! Step 1: Meet through friends Step…
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You Don’t Need Data, You Need Actionable Intelligence
You have plenty of data. That data probably includes donation recency, frequency, and monetary value. You might also track involvement…
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6 reasons why some donors prefer to stay anonymous
In case you’ve ever wondered why some donors prefer to stay anonymous, here are 6 proven reasons why: They do…
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The 6 most read parts of any major gift letter
I’m always a bit baffled when I see fundraising letters that fail to take into consideration the following. After all, research by…
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What The Heck Is Progressive Profiling And Why You Need To Do It?
It’s about their timing, not yours. Fundraisers, as well as their organization’s leadership and board members, need to come to…
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10 Ways to Deliver Value to Your Major Donors and Planned Giving Prospects
Find ways to release dopamine and/or oxytocin in your supporters’ brains. Oxytocin creates intimacy, trust, and builds healthy relationships. It…
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