Built by and for foundations & nonprofit organizations supporting communities at local, regional, national and global scale.

Addressing the Social Proof Question The online fundraising team often receives questions and comments about the use of negative social proof in our fundraising messages. Social proof is the phenomenon that people are prone to copy the actions of others; for example, if an individual is exposed to a group of people doing or buying something, they are more likely to do so themselves. One of the most recognizable phrases in our fundraising banners takes the opposite approach, stating: “... fewer than 1% of readers give.” and/or “... 99% of readers don’t give.” The online fundraising team has tested, dozens of times, removing this fact from our materials. Our donation rate drops when we try. This past year we engaged with some experts in the field and asked them to explore further why we consistently see this finding. Is there something about a non-profit or a donation context that alters the rules of social proof? We plan on continuing to conduct tests this coming year in hopes of finding conclusions around the fundraising and non-profit context of social proof.

When you tell donors they can “feed hungry children”, “stop human trafficking” or “give twice the hope”, you make them the hero. This engages a “storytelling switch” that triggers a rush of cortisol and oxytocin throughout their body: Cortisol focuses your attention on a problem that needs solving (feeding hungry children). Oxytocin magnifies your feelings of empathy, caring, and love. Can brain chemistry really increase fundraising results? Short answer: Yes. Every. Single. Time. Stories are powerful because they transport us into other people’s worlds but, in doing that, they change the way our brains work and potentially change our brain chemistry. – Paul Zak In fact, the release of these two chemicals are actually predictors of giving behavior. Stories increase fundraising results! Researchers in one study concluded is that story structure (hook, problem, payoff) kicks off the chemistry associated with giving.