Non-Profit Fundraising

Using The “Weapons of Influence” – for Good

 by Christian LeFer – I had heard about Robert Cialdini’s definitive work, a book called “Influence – The Psychology of Persuasion” referenced repeatedly by my favorite marketing gurus, including Eben Pagan and others but had not picked it up until recently; I regret not reading the book sooner. During my career as a copywriter and non-profit fundraising professional for political candidates and causes, I had learned by reverse-engineering and applying the tactics of getting people to “wake up” from what Eben Pagan calls an often “sleepy, boring existence” of much of everyday modern life – and to take some kind of action – by voting, giving, or volunteering. I had learned the practice, but not the theories, of influence. This is like playing guitar by ear without learning to read music: a limiting, (and frankly, lazy), way of being a musician.

Why “Influence” is a must-read for Non-Profit Fundraising

As a consultant to charitable organizations and businesses who helps organizations in obtaining IRS tax-exempt status, non-profit fundraising, and implementing effective marketing systems, I have been carefully going back and re-visiting (or in this case, just visiting for the first time!) the classics on relationships, sales, marketing and human motivation. “Influence” by Robert Cialdini is among my most valuable reads so far – read on to see why I call it a “must read” for non-profit fundraising and business leadership.

In the revised version of “influence” Robert Cialdini weaves a compelling and utterly readable fabric of what he boils down to “compliance” using analogy, anecdote and applied research. We learn why coercion doesn’t work as well as commitment, how people form and ultimately force themselves to live up to a certain self-image – a self-image often directed or influenced by an outside person or interest who then uses that image to induce behaviors – and we also discover many other truths that many of us would rather not confront or believe about ourselves.

The Moral Imperative of using Your “Influence”

What I like about the book, and Cialdini’s treatment of the sometimes disconcerting subject matter, is that he acknowledges that these “Weapons of Influence” are morality-neutral – they can be used for good or for evil. These six weapons, then, ultimately serve those who would use them. Being one who believes that I am fighting for good in this world (which I will admit, is often also the belief of madmen and used car salesmen), shouldn’t I then learn about and wield these weapons as deftly as is possible? Certainly. And I hold scorn and pity for the one who sticks his head in the sand and refuses to learn these arts for the betterment of their fellow man.

My biggest takeaway from this book is that, while we have all used the various weapons at times in our lives, I have a much better understanding of how they connect and reinforce each other. Cialdini uses the story of the Krishnas’ “flower gift fundraising” model to demonstrate how the weapon Reciprocity works with that of Commitment/Consistency. When an expert says we’re running out of some essential commodity, Authority is often powerfully coupled with Scarcity. Web platforms such as Facebook create an overwhelming elixer out of the remaining two two weapons, Social Proof and Liking. Whether you are involved with non-profit fundraising or simply as a traditional and foster parent, understanding these six human motivating values is invaluable, even indispensible.

Conclusion: Understanding Influence is the Antidote to the “Sheeple” Syndrome

The final truth is that everyone from Mother Teresa to your dear old grandpa has an agenda, and has the need to get someone to do something, at some point. It may be in child rearing, in asking for help in a time of need, or in saving someone’s life. The sooner any person understands the push and pull of using influence and it being used on them, the sooner they will lead a more rational, self-directed, and might I say more enlightened existence. Then, when the pitchman, the preacher, or the panhandler makes that momentous appeal in a way that will impact your wallet – or maybe even your very soul – you can go off into eternity having made the a more rational decision, and more likely for the right reasons.

Perhaps no greater contribution has been made to awareness and enlightenment as it pertains to influence than Dr. Cialdini; I predict that my copy will become dog-eared, the pages yellowed as I pick it up again and again over the years, marveling over how my understanding of Influence has benefited me in non-profit fundraising, in business, in parenting, and in life.

Tags: Non-Profit Fundraising, Sales & Marketing, Leadership, Book Reviews, Christian LeFer

Nonprofit fundraising is a hot topic in this shaky economy. With economic uncertainty looming, what has your organization been doing to raise funds to advance its cause? I hope your organization isn’t relying solely on government money.

Why?

Federal budget cuts and the future of nonprofit funding

Take a look at what happened recently in Minnesota. Their state government was shut down for over two weeks. Finally a tentative deal was reached between Democratic governor Mark Dayton and the Republican-controlled state legislature.

Take it step a further. Those of you keeping a close eye on Capitol Hill know about the political fisticuffs regarding cutting back federal spending and raising the debt ceiling. The debt ceiling got raised, but obviously that is not the end of our troubles.

What impact does all this political activity have on the nonprofit sector? How has cutting state and federal budgets affected nonprofit fundraising?

Nonprofit fundraising nightmare

Just to give you an example, the Western Resource Conservation and Development in Utah had their federal funding taken away due to federal budget cuts, turning them into a head without a body. Another nonprofit, Learning Ally, is in the same situation because the Department of Education slashed grant funding to nonprofit organizations they once funded. Learning Ally once provided a free At-Home membership for helping students with reading and other learning difficulties. They now have to charge for annual membership.

For organizations that once relied heavily on government grants to fulfill their dream of helping thousands, if not millions, of people, the dream is becoming a  nonprofit fundraising nightmare.

Social entrepreneurship and money for nonprofits

If your organization is one of those losing a substantial portion of your nonprofit fundraising potential, you have the opportunity to get out of this bad dream by engaging in what built America and made her great — entrepreneurship. In the realm of nonprofit fundraising, I call it social entrepreneurship.

What does social entrepreneurship mean?

Entrepreneurship isn’t limited to for-profit industries.

Learning how to raise money for a charity and fully fund your nonprofit organization has its seed in the spirit of entrepreneurship. Networking and meeting people who share your vision. Getting out and doing what some people only dream about doing.

You have a great idea for a nonprofit organization. Whether it’s providing eyewear for people in India, teaching English as a second language in northern Thailand, or feeding the hungry in your own neighborhood, it takes more than having a good idea. Your organization needs funding. Nonprofit fundraising means getting out of your comfort zone and taking action: Ask for donations.

Some people feel awkward about asking for donations for a nonprofit fundraising campaign. That’s natural. But how else are you going to raise the money to feed the hungry, teach people how to read, or help find a cure for cancer? When you receive a “no” from a potential donor, it’s easy to become discouraged. But take heart - that “no” is a step closer to a “yes.” With each “yes” the flywheel of making a difference in this world begins to turn with more speed.

“Fundamentals of Fundraising” instructional video

If you’re still uneasy about whether you can plan and launch a successful nonprofit fundraising campaign, see my free training video “Fundamentals of Fundraising“ to help you get started – and back to making the dream happen.

If you enjoyed this article, give it a “Like” and pass it on! And share your comments about your experiences – good or bad – with nonprofit fundraising.

The idea of starting up your own non-profit is overwhelming, but when raising money – or even online fundraising –  comes up it can make even the most passionate charity founder assume the  fetal position. Traditionally, forming a non-profit has always been like starting up a for-profit enterprise, where one must find investors (donors), partners, office space – the whole enchilada.

But today, while many things are fundamentally the same, there are huge opportunities to embrace the future and use technology to make up for lack of size and experience. Case in point: online fundraising.

First, online fundraising is a great alternative for people who might be intimidated by the idea of to meet a complete stranger face-to-face and asking for money (I used to feel the same way, but now it’s my favorite thing to do!). Not only does online fundraising reduce the need for face-to-face interaction, but it makes your funding operations scalable without requiring extra employees.

How? Let me explain.

Once you test an online fundraising method that works and is cost-effective, whether it’s a rented email list, SEO (search engine optimization) strategy, or online advertising it’s easy to ramp up by increasing the number of people you are exposed to. In fact, it may become more cost-effective to go larger-scale with your online fundraising program because you are buying in bulk and learning how to use tools like banner retargeting to get a lot of impressions with your ad.

If some of this is over your head, relax, I’ll be teaching a lot more about online fundraising in the near future via blog posts and online video training.

(And don’t forget to sign up for my no-cost video training program on everything from filing your 1023 Application to fundraising by downloading my $27 ebook – free to you – just clickon the upper-right hand side of this screen to learn more about getting and maintaining your non-profit status.)

Next, online fundraising allows you to reach all sorts of people – you aren’t confined to your local neighborhood or even your metropolitan area. You’re confined to…what, exactly? People with internet connections? That’s no small pool of prospects!

Setting up a web site to receive donations or to sell products for online fundraising efforts can be a great way to raise funds more quickly than you ever anticipated – particularly if any part of your Web site goes “viral” and attracts a lot of visitors.

Another advantage of online fundraising is it’s highly automated. You can set up a “donate to us” button that collects donations 24 hours a day, seven days a week. No need to hire an office receptionist to answer phone calls. You can send out newsletters to your subscribers with the click of a button rather than printing out a monthly magazine.

Reducing your overhead is the greatest part about online fundraising. For a pittance in hosting fees every month, there’s a lot you can do online. Even if you’re not sure how to handle a web site yourself, web designers and programmers are relatively inexpensive and can be found at sites like Elance.com or oDesk.com.

Stay tuned to our blog and you’ll get a lot of high-value – and more importantly, FREE info on building a world-class non-profit organization, including: outsourcing your overwhelming tasks for less than you imagined, using social media (for both mission-oriented and online fundraising purposes), building a great website, one-to-one high-dollar donor development, and much, much more.

Starting up a non-profit can be challenging at times, but there are few obstacles in the road to online fundraising that you won’t be able to handle, if you just hang around. If you want to learn more, be sure to sign up to our free report in the upper-right section of your screen, and make sure you get on our email list. From there we’ll cover online fundraising and a lot more!

Stay tuned for more Online Fundraising training and information that will help you succeed in your 501(c)(3)!

Some disaster donations don’t help!

Reposted from goodintents.org given the recent earthquakes and tsunami. Goodintents is run by nonprofit consultant Saundra Schimmelpfennig
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The following is a series of dos and don’ts to help you make the best disaster donations decisions.

Do determine if the country is accepting international assistance.

With all the photos and videos of destruction on the evening news, it may seem impossible that governments would not want outside assistance via disaster donations. However, just because there has been a disaster does not mean that the local government and local aid organizations are not capable of reaching and helping those in need. Before sending your disaster donations, find out what specific assistance the government is allowing. Check to see if the aid organization you’re considering donating to is offering that.

Do look at a variety of nonprofits before making disaster donations.

Hundreds of organizations respond to most disasters. Take the time to evaluate a few before making disaster donations. Just because they have name recognition does not mean they’re best able to respond. Look for organizations that were operating in the country before the disaster – able to respond quicker, they will also know the local culture, politics, and needs better. Giving to local organizations is great. Unfortunately they can be difficult to find and may not have a website (or it may not be in English).
Places to find lists of organizations involved in the recovery efforts include:
InterAction for many U.S. organizations
Reliefweb.int for organizations from many different countries
Dochas for Irish aid organizations

Do look for organizations with prior experience and expertise.

There is a great deal of money after well publicized disasters. The ease of raising money makes it tempting for organizations without prior experience in that area to respond. After the 2004 tsunami, many organizations built boats or houses. I attended one handover ceremony where the boats actually sank during the ceremony because they weren’t properly sealed. There is a steep learning curve when nonprofits move out of their normal area of work, which may lead to mistakes and wasted money. Make sure the organization has prior experience in proposed projects before making disaster donations.

Don’t donate to a project just because it’s “sexy.”

Recovery projects that are inherently attractive to donors – such as orphanages or boats – are easier to fund but may not be what is most needed. After the 2004 tsunami orphanages were built in excess of what was really needed, I had an orphanage approach me looking for orphans to house. So many disaster donations were given to Indonesian orphanages that some families resorted to abandoning their children at the orphanages because they could not feed and clothe them. It would have been far better if  disaster donations had supported families so they could care for their children. Boats were also heavily funded, leading to far more boats being built than were lost and a concern for over-fishing.

Don’t earmark disaster donations.

The organization on the ground has a far better idea of what is needed than someone half the world away. Earmarking funds may force the organization to spend disaster donations where they’re not needed and keep it from funding the projects that are needed. After the tsunami in Thailand, an organization had disaster donations earmarked for two truckloads of rice. By the time they arrived four months after the tsunami, rice shipments were no longer needed. Because funds had been earmarked, they had to contact donors for permission to use disaster donations in different ways. If you trust the organization, allow them to make the decisions on how to use your disaster donations. If you don’t trust them, find another organization to donate to.

Don’t evaluate an organization based administration cost.

The amount an organization spends on administration is no indication of its quality. The pressure to keep administration costs low may lead to organizations understaffing projects or hiring unqualified staff without skills to do their job. They may equip their staff with the tools and resources needed to do their job well. Or they may focus use of disaster donations on inherently cheaper programs even if they are not needed. Additionally, project costs and administration costs are easy to manipulate.

Do ensure that the agency is legitimate before giving.

After the 2004 tsunami several fake charities were created. In Thailand a man took photos of houses under construction and posted them on his own website, saying it was his organization’s work. Verify that the nonprofit is real before giving disaster donations. Google the exact name – be careful that they haven’t used a name that is almost identical to a well known charity. If the organization has been in operation for a while there should be a history on the web, including links to conferences their staff have attended, newspaper articles about them, or meeting minutes.
Donate only through the organization’s website to ensure you aren’t giving disaster donations to someone sending out a sham email or creating a fake facebook page.

Don’t expect the funds to be spent immediately.

The initial relief phase encompasses search and rescue, immediate medical care, food, water and shelter. After that, the much longer recovery and reconstruction phase begins. Organizations that feel pressure from donors to complete their work quickly may try to speed their work by cutting corners, leaving aid recipients out of the decision-making process, avoiding coordinating with other organizations, or ending projects before they’re able to survive on their own. In Thailand there were numerous instances of houses being built before the land title was cleared requiring litigation. Some families faced losing their houses a few years later. Allow organizations adequate time to ensure they are providing help in the best way possible.

Do consider holding off some disaster donations until later in the rebuilding process.

Immediately after a disaster is prime fundraising time for nonprofits. Appeals for disaster donations are issued before they have a clear idea what is needed or how much they can help. If an organization receives more disaster donations than it can use for the type of help it provides, it has one of four options. 1) It can divert the excess disaster donations to other programs in other countries; 2) It can provide assistance in excess of what is actually needed; 3) It can move out of its area of expertise and do projects it’s not skilled at; 4) It can subcontract other agencies to work in other areas. Rebuilding after a disaster takes years, waiting a few weeks or months before donating everything you plan to give will allow you to make additional funding decisions once the situation on the ground is clearer.

Don’t take up a collection of goods to send over.

After the tsunami tons of used clothing were donated, much of it inappropriate to the climate and culture. There were winter hats, coats and gloves donated to southern Thailand and mountains of donated clothing dumped beside the road in India. Donated goods can clog ports and prevent more critical relief items from getting through. Ports can only hold and process so many goods and often the port authorities have difficulty sorting through everything arriving to get it processed and out the doors. Please do not take up collections of medicine, clothing, baby formula, or food for shipment, or show up on your own to hand out money or goods. Although well intentioned, this can actually make the situation worse as it adds to the confusion, diverts resources, and may lead to aid dependency.

Don’t go over individually to volunteer.

Many people want to volunteer in the recovery efforts, however unless you have a specific skill and speak the language, there is often very little the individual can contribute that local people could not do. Local people need the work as many of them lose their livelihoods in the disaster. Even if you have a specialized trade such as a doctor or an architect, your credentials may not be recognized in that country. You will likely not find an international charity able to take you on because of liability issues and the fact that you don’t have prior disaster experience and training. Small local organizations may be willing to use volunteers, but their needs are for website developers, grant writers, and other office jobs. Your chances of working in the villages are small unless you speak the language and understand the culture.

Do consider giving an equal amount for disaster preparedness programs and disaster donations.

Programs that help communities prepare for and respond to disasters save more lives and are more cost effective than large rescue operations after the disaster. This becomes even more important with the increasing rate of natural disasters. After each disaster the first people to respond are neighbors, friends, family, and local disaster response teams. Consider donating to organizations in other countries – or even your own home town – that help communities prepare for and respond to future disasters.

Don’t support any adoptions or evacuations of orphans.

After each disaster there are attempts to adopt or evacuate orphans. However, many of these “orphans” have parents or other living relatives desperate to care for them. Priority should be placed on efforts to reunite children with relatives. Evacuating the orphans from the country or putting them up for adoption may forever separate them from their family.

Don’t assume there is a body overseeing and regulating the aid.

Most people assume that some entity, probably the UN, oversees international aid to ensure that it’s well done and getting where it is most needed. In reality the UN has no direct control over nonprofits, which makes it difficult to coordinate the relief efforts and ensure all the aid provided is well done. Two attempts to create a regulatory body, once under the UN and once under the League of Nations, that proceeded the UN, have failed. Without this, it is up to the government hit by the disaster to monitor and control the  flood of assistance into their country. This can be impossible for many local governments. The best way to stop ineffectual or bad aid is to only make disaster donations to organizations proven to be competent and skilled at their work.

Do take the time to make informed decisions about disaster donations.

Take time to understand the situation and make educated decisions. There are many resources here to help you do that. Your decision as to which nonprofits receive your disaster donations matters.

TEXT DONATIONS

PS: Please feel free to contact me about text donations, I am always happy to help!

(NOTE: To see my new video post on text donations, click here – Thanks! - Christian)

by Christian Anderson, August 3

Google the term “social media for non profit” and you’ll see some interesting information about the potential for social media in various aspects of non-profit activity: relationship-building, fundraising, constituent contact, collaboration, et cetera.

What you’ll see less of is cases where non-profit organizations are actually using social media to achieve their mission. Of course, not every non-profit’s mission fits with such a primary use of using social media, but when it does, it’s powerful.

Think about the Iranian election a year ago. In this article, which chronicles the timeline of social media reporting – and totally reshaping – the election results and world participation in the brutally quelled uprising, social media flexed its muscle to a greater degree than could ever be exercised in an online fundraising pitch or awareness campaign.

Others are following suit, and the leverage of emerging technologies (such as geolocation) means that we have only scratched the surface of the power of social media as a primary means of achieving a non profit’s mission.

“10 Tactics for Turning Information Into Action” from Tactical Tech showcases but one manifestation of this power. “10 Tactics” is a mini-movie (at about an hour), and covers some very effective tools for change. Order the DVD, and receive a set of cards that highlight points from the movie, while directing the activist-minded toward other tips and resources. The cards are also included on the DVD as PDFs.

Check out the trailer:

10 tactics for turning information into action (Trailer) from Tactical Technology Collective on Vimeo.

Despite Hollywood “Cause Bandwagon”, Some Celebs Will Help Startup Non-Profits

Denver, CO, July 13 – Hours before her Lilith Fair performance in Denver, Colorado, I had the wonderful opportunity to meet Sarah McLachlan. Of course, this presented a natural opportunity to talk about Sarah’s significant involvement with a number of non-profit organizations around the world.

Of course, the most interesting to me are those small, local orgs who have had the thrill – and the major exposure and benefit – of involvement with such a major celebrity. Sarah McLachlan puts her money where her mouth is, giving, supporting, and performing for a variety of causes ranging from yoga therapy to animal rescue.

When we think about celebrities endorsing non-profit organizations, we imagine the “big” ones. Susan G. Komen, Make a Wish Foundation, and any number of animal and literacy causes receive a lot of celebrity endorsements and even construct ad campaigns focused on using celebrities.

You don’t have to be a non-profit for animals or tsunami relief in order to make a name for yourself as a non-profit. Non-profit organizations have a major role in making the world a better place, and just because you think your cause might not exactly rally the nation is no reason to delay launching your non-profit.

So before you count yourself out, consider the fact that there are probably people out there who can appreciate your non-profit’s mission, as long as you have a foundation of solid morals.

Why shouldn’t you necessarily think small? Consider:

●    Start today, and start local. If you count out receiving the support of a minor celebrity or person of local notoriety, then there’s a good chance you’re setting yourself up for a self-fulfilling prophecy. Even if your think your local metropolitan mayor, for example, doesn’t care about art education, you might be surprised if it turns out to be a favorite cause of his. Once you pull a deal together, working your way up is a piece of cake.
●    Find areas you can resonate with your prospective celeb advocate. Even if you think your non-profit might have a small audience or base, you might be surprised about the type of people who would want to associate with you. Local celebrities might be willing to take up your cause, for example, if you work in a similar area to where they grew up. See what this post says about networking, and put it into action finding local and even national celebrities to press your cause.
●    Attract attention by doing good “different”. Worried about construction jobs due to bad public policy? Line the road to your state capitol with cheap, miniature yellow work helmets for a few hundred bucks. Then call the media. Even when you’re not sure about how much success your non-profit will have, you might find that your non-profit story becomes an interesting one simply because of the action you’ve taken and the creative events you might hold. Local news outlets might pick up on your stories when you least suspect it; word of mouth can be a more powerful marketing tool than you might imagine.

In other words, it’s critical to have “blind faith” in the idea that your non-profit can expand and do a lot of good by focusing on its mission and by being honest and genuine in all you do.

But that doesn’t mean you’re excused from putting in hard, creative work. It’s not always easy to stand out in the crowd. The better you are at identifying ways your non-profit can attract good attention, the more likely your non-profit will attract needed attention.

If you want to learn more about launching a successful non-profit and gaining legitimate non-profit status with the IRS be sure to check out our free report.

ANSWER THIS QUESTION: Who are the celebs that match your cause? Write the answer in the comment section below – thanks!