Why informing donors doesn’t work in fundraising

It’s all too easy to think that if donors had enough information about a nonprofit’s work that they would donate in droves.

But, unfortunately, that’s not the case.

Truth is, as fundraisers we run into a roadblock called confirmation bias. This is people’s tendency to accept information that already supports their beliefs and reject everything else. Cognitive scientists have been studying this for a while. They find that more information doesn’t change people’s minds. In fact, it causes them to be more entrenched in their views. See more, including study results, in my guest post at Future Fundraising Now.

If we’re trying to persuade people to donate to a cause, information isn’t the way to do it. We have to move their hearts, not fill up their heads.

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