Category: Books

  • Book review: Stop raising funds and help your donors make progress

    Book Review: Demand-Side Sales 101: Stop Selling and Help Your Customers Make Progressby Bob Moesta Remember “supply-side economics”? There’s also “supply-side sales.” And “demand-side sales.” The difference: supply-side sales is an approach that focuses on the thing being sold — its features, benefits, and all-around awesomeness. Demand-side sales focuses on the customer — what she…

  • Is your leadership jacket too small?

    Note: One of the biggest challenges for nearly all nonprofits is leadership. Leading is not easy for anyone, and when you get it wrong, the damage can be severe. That’s why I consider Marc Pitman’s new book, The Surprising Gift of Doubt so important. Whether you’re a leader who wants to be your best, or…

  • How donor complaints can boost your fundraising

    Excerpt from Hooked on a Feeling: How the Passion and Devotion for Good Causes Become Memories and Identities by Francesco Ambrogetti. Donor and customer satisfaction is the single most important factor driving loyalty and revenues. An About Loyalty research study showed that a small increase of one percent in donor satisfaction will result in a…

  • 12 things you can do to keep donors motivated and connected

    Here’s a new book worth reading: Green Green: Reflections on 51 Years of Raising Money for Nature by fundraising legend David Love. From this book, here are 12 Principles Of Donor Love From David Love at the MarketSmart blog: Do your homework. Know your donors. Know what they understand and respond to. There’s a lot…

  • Fundraising is about solutions, not processes

    Excerpted from my book, The Money-Raising Nonprofit Brand: Motivating Donors to Give, Give Happily, and Keep on Giving. Fundraising is about two things: a problem and its solution. Once you show your donors a problem and help them care about it, the next step it to help them see and believe there’s a solution. They…

  • Book review: How to be an open-hearted master crafter of effective sentences

    Book Review: First You Write a Sentence: The Elements of Reading, Writing … and Life by Joe Moran It’s almost too obvious to mention, the sentence is the basic building block of all writing. If you want to write well, you need to be a master of sentences. This is a book for writers. It…

  • A 5-step formula for coming up with amazing fundraising ideas

    Book Review: A Technique for Producing Ideas by James Webb Young Fundraisers need ideas. Lots of them. Ideas for turning your organization’s work into thrilling fundraising offers. Ideas for standing out in crowded mailboxes and inboxes. Ideas for doing more with less. Successful fundraisers have many ways of discovering and refining ideas. In super-abbreviated form,…

  • Writing a “case”? This book will show you how

    Book Review: Turning Doubters Into Donors: How to Make a Compelling Case for Your Cause by Tom Ahern I’d been in fundraising a good ten-plus years. I’d written hundreds of fundraising campaigns. So when someone asked me if I’d written very many “cases,” I hardly knew what to say. As far as I knew, I’d…

  • Here’s a quick start for a great monthly-giving program

    Book Review: How to Create Lifelong Donors through Monthly Giving by Harvey McKinnon If you aren’t actively working to get monthly donors, you aren’t really doing sustainable and meaningful fundraising. Monthly donors, major donors, and bequests are what make a fundraising program a profitable enterprise. And of the three, monthly is the easiest one to…

  • Book Review: What fundraisers can learn from terrorist negotiators

    Never Split the Difference: Negotiating As If Your Life Depended On It by Chris Voss The marketing for this book emphasizes the background of the author: He used to be a hostage negotiator for the FBI who honed the art of negotiation in life-or-death situations with criminals and terrorists. What could he teach us about…