Alexis Consulting

The Psychology of Solicitation Part III: Social Proof

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 …

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The Psychology Of Solicitation Part II: Consistency and Commitment

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 …

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The Psychology of Solicitation: Reciprocity

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 …

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How Planned Giving Can Enhance Your Fundraising Program

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 …

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Are You a Donor-Centric Fundraiser?

One of the great privileges of being a fundraiser is that you have the opportunity to engage with many interesting and generous individuals. These are individuals that are accomplished professionally and equally passionate about the organizations we represent. Why, then, do so many fundraisers make the mistake of making donor engagements about themselves and the organizations they …

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