Dec202021
Fork in the Road

4 Strategies to Connect Nonprofit Donors to Cherished Values

Your donor’s philanthropic journey begins with you. Your job is to steer them down the pathway to passionate philanthropy, making them feel joy and fulfillment every step of the way. When the gift is finally made, they should experience a true sense of victory in a job well done.

The cherished philanthropic outcome generally will only happen if you do your job well.

One of my favorite fundraising experts, who specializes in major and legacy giving, is Dr. Russell James. He knows everything there is to know about what the industry calls “planned giving,” but he knows so much more than most. Because Dr. James, while a skilled technician, is also a thoughtful and strategic fundraiser. And he knows the best practitioners guide towards a goal. I recently listened to a webinar where Dr. James spoke extensively about the universal hero’s journey and how this comes into play in fundraising. It dovetails so nicely with my fundraising philosophy I thought I’d write about it!

You see, once you know where you’re going with any particular donor (be sure to pick a goal!), your job is to advance their journey towards that goal with every step you both take. You’re like a “Donor Engagement Sherpa,” who supports your donor up their trek towards the mountain’s peak. Sometimes there will be more than one way to get there. Be open to your donor’s needs, not just yours. Lead with vulnerability, but lead.

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Dec162021
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How to Deal with Disgruntled Donors: Don’t Waste Valuable Complaints

Don’t ignore a single disgruntled supporter.

If someone takes the time to tell you they’re unhappy, that means they care. They’re connected to you. They want something from you, and you’re disappointing them.

Express compassion and contrition.

Seth Godin says “customers who feel listened to help you improve (and come back to give you another chance.”

Begin with learning where the donor thinks you went astray. Maybe you really did. If so, embrace your errors.

This is your golden opportunity to get inside your donor’s head and find out what your supporter really cares about!

Don’t blow this person off. Instead,

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Leave a commentCulture & Values

How to Use Psychology to Pre-Suade Donors to Give

This time of year is what I call “presuasion time.”

Because if you’re thoughtful about it, you can presuade donors to give up to the moment you ask!

That’s what we reviewed in Part 1 of this two-part series, where I described research from Robert Cialdini, author of the seminal Influence: The Psychology of Persuasion, and the newer book, Pre-Suasion: A Revolutionary Way to Influence and Persuade, and discussed how you might apply this research to your fundraising strategies. We learned the importance of leading with a “gift” or “favor” that will incline your donor favorably in your direction. Even the smallest of favors can create significant goodwill, and there are simple ways to boost the likelihood your favor will be returned.

  1. Today we’re first going to look at a way to tweak your language to make a difference.
  2. Then we’ll explore some types of favors donors are likely to value enough to want to reciprocate.

First, a reminder: Every time of year is presuasion time. Everthing you do with supporters should be designed to prime the pump so people are pre-disposed to give to you the next time you ask. Whether that’s next week, the week thereafter, or any week of the year! Whenever you’re not asking, you should be in presuasion mode.

So, let’s get a little psychologically-minded, keeping in mind one of the six core Cialdini principles of Influence and Perusasion: Reciprocity. In brief, human beings often feel obligated to return favors, even if they are unasked for.

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Dec62021

A Revolutionary Way to Influence Year-End Philanthropy

You asked a bunch of folks to give a year ago. Some did.

You thanked them. Once. Maybe twice.

Now you want to ask them to give again this year.

What’s wrong with this picture?

Too often nonprofits ask once; then assume folks who’ve made the decision to give will continue to do so. This is similar to retailers thinking once someone has bought from them they’ll automatically do so again.

Not true in either case.

You’ve got to sell again and again. Time marches on. Memories are short, and circumstances change. It’s a matter of “What have you done for me lately?”

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Dec22021
Two paths converge

Ask Not What Your Donor Can Do For You…

I’ve recently been enrolled in some coaching courses, and it got me thinking…

What if you were to think of yourself as the coach and the donor as your client?

As a coach (aka “philanthropy facilitator”), your goal would be to help that client.

This is a very different stance than approaching them as someone who will help you. It completely shifts the equation of your interactions.

I’ve been working with donors, and organizations working with donors, for forty years now. Along the way, one of the things I’ve learned is your approach to your work matters. It’s why I talk a lot about reframing.

Today I’d like to discuss another type of reframing. It has to do with using your ears and mouth in the proportion in which they were given to you.

How to reframe the borders of donor meetings.

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Nov222021
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How Often Should You Mail to Your Nonprofit Donors?

I decided to write this post due to the number of times nonprofits ask me “How often should we mail to our donors?” The corollary question is “How often can we ask people to give?”

The answer?

Well… if there was one quick answer I wouldn’t have needed to write a whole article. I’d just have given you a headline with a definitive response!

I know you want a definite answer.

And I could give you one. But it wouldn’t be the truth. Because the truth is different for every nonprofit. And the truth will even be different for your nonprofit at different points in your life cycle.

There are two definitive things I can tell you:

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Nov182021
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How “Because I Said So” Gets Donors to Give to Your Nonprofit

I’m a collector. I collect red and white kitchen memorabilia, flour sifters, vintage tablecloths and… fundraising appeals.

I also tell my clients to become collectors (but just of the last item on my list!). I ask them to collect only appeals that demand their attention and cause them to give. After all, isn’t that the true measure of a fundraising appeal’s effectiveness?

I encourage them to ask everyone in their organization (other staff, board members, volunteers) to share winning appeals with them. Then I ask them to share the successful appeals with their team and endeavor to tease out what it is about these appeals the recipients find so irresistible.

Figure out what works; then copy it! After all, imitation is the sincerest form of flattery.

This is a great exercise for you and your team. And the end of the calendar year is a great time to begin collecting. Whatever appeals you receive this month in the mail, save the good ones. They may help you write a more compelling end-of-year appeal next month. If your appeal is already written and printed, use some of the good ideas you collect to tweak your email appeals. And, of course, use what you learn throughout the entire coming year.

In today’s post I’m going to suggest one of the central tenets common to the most successful fundraising appeals. When you read this it may seem obvious. But…are you doing it?

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Nov82021
heart hands

5 More Strategies to Get and Keep Donors for Your Nonprofit

heart handsFor this year’s appeal, are you shooting from the hip?

Going from your gut?

Simply repeating what was done last year?

That may or may not be a good idea. It’s a little risky to take a stab in the dark. Or throw spaghetti against the wall.

It might stick, and draw your donors in, but…

What if there was a more scientific approach?

There is!

In my last article I shared five strategies informed by neuroscience, psychology and behavioral science research to help you be more strategic with your messaging to donors.

Today I’d like to add five more. Don’t worry you’re being manipulative. There are ethical ways to apply these principles. In fact, using them likely will help bring donors more joy, meaning and purpose than if you just threw pasta at them!

Ready for some ideas that might not be intuitive?

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