What makes us think a perfect stranger, who’s never given to our organization before, will choose to do so? It’s highly counter intuitive.
People are more likely to continue doing what they’ve done before.
We talk a lot in fundraising professional circles about the folly of concentrating too many resources on donor acquisition and too little on donor retention. And for good reason. It’s significantly easier and more cost-effective to keep a current donor than to recruit a new one. Why?
It’s appreciably more difficult to get people to reach a new decision than to repeat an old one.
Whenever I coach volunteers to do fundraising, I always suggest they remind current donors how many years they’ve already been giving to the organization. This acts as a decision-making shortcut for these folks. Aha! They already decided this was a good idea. No need to sweat it out again. Done!
But… what if you’re a start-up organization that doesn’t have many donors?