Henry Ford once said, “Obstacles are those frightful things you see when you take your eyes off your goal.” Imagine if you work for an organization that never takes the time to set goals in the first place. If so, you could be in the unenviable position where everything you do could be an obstacle …
Events have always been an important tool when developing a Major Gifts program. Fundraising is always about developing strong relationships with donors and if you hope to move them up the giving pyramid, an in-person relationship is always preferable to engagement solely through the mail or email communications. A letter will never allow you to …
Whenever I meet with a new client, I ask them to fill out a questionnaire that identifies strengths and weaknesses in their fund raising program. Some of the most important questions in the questionnaire have nothing to do with actual fund raising but, rather, are more focused on how well the organization communicates with its …
The third principle in Robert Cialdini’s book Influence that is worth considering is Social Proof. This is the principle that states, “We view a behavior as more correct in a given situation to the degree that we see others performing it.” I’m sure you’ve utilized this principle in your own decision making. For example, if …
The Psychology of Solicitation Part III: Social Proof Read More »
”What’s in a name? That which we call a rose by any other name would smell as sweet” These words from Shakespeare’s Romeo and Juliet come to mind when considering the value of offering a naming opportunity as an incentive for fundraising. Shakespeare’s reference makes clear that names have value and that, as in the …
The second principle in Robert Cialdini’s bestselling book Influence to consider is Consistency and Commitment. This principle states, “Once people make a decision, take a stand or perform an action, they will face an interpersonal pressure to behave in a consistent manner with what they have said or done previously”. One example he uses to …
The Psychology Of Solicitation Part II: Consistency and Commitment Read More »
In his bestselling book, Influence, Robert Cialdini changed the way professionals in sales and acquisitions understand the science of persuasion. In fundraising, there are many parallels to these professions and fundraising professionals can learn much from this business classic to improve an organization’s relationships with donors and increase year to year income performance. Over the …
The most successful fundraising organizations inspire gifts from diverse sources of income. The traditional breakdown of these sources is through direct and/or digital mail, major gifts and planned gifts. Most nonprofits raise funds through direct and major gifts while many delay or neglect planned gifts. There are many reasons for this but the most common …
How Planned Giving Can Enhance Your Fundraising Program Read More »
Being a major gift solicitor takes courage. It is not easy to look across a table at someone you barely know and ask them to give you tens of thousands (if not in some cases millions) of dollars in support of an intangible good. These gifts, which have built libraries, cured cancer, reduced poverty and …
The recent social distance requirements in response to Covid19 have presented major gift fundraisers numerous challenges. Interpersonal relationships are the foundation of strong and growing major gifts programs. If major gift officers are unable to meet donors in person it could create obstacles that at best slows that process down and at worse prevents relationships …