Barriers to Giving: Understanding Your Donors’ Motivations and Blockers

In the world of philanthropic fundraising, understanding the motivations and mindsets of donors is crucial for nonprofits aiming to maximize their impact. Donations fuel the various programs, budgets, endowments, and projects that are critical to nonprofits’ operations. However, several barriers can prevent donors from giving as generously as they would like – or in the case of the ultra-high-net-worth, as generously as they have publicly stated.

By identifying and addressing these barriers, nonprofits can foster stronger relationships with their donors and encourage more substantial contributions to further their causes. Here are some of the key obstacles to giving and potential strategies nonprofits can adopt to overcome them:

1.  Lack of urgency

Many donors may not feel a pressing need to give immediately, especially if they perceive the causes as long-term issues that require correspondingly long-term, large-scale solutions versus urgent crises. This lack of urgency can keep donors’ funds on the sideline, as they wait for a “perfect” opportunity to put their funds to use for a specific crisis with measurable impact.

Recommendations:

• Have your team communicate the immediate impact of donations with specific details on how the organization will use the funds. Use compelling stories and data to highlight the current needs and impact that the donation will have on specific recipients and/or causes. Also, be prepared to demonstrate the costs to the organization of a donor deferring gifts.
• Collaborate with financial advisors who are willing to directly help donors understand the impact and benefits of giving, emphasizing the immediate impact their contributions can make, but also explaining the various options they have to “give smart” over time (e.g., tax-advantaged giving such as Qualified Charitable Distributions, planned giving, donor advised funds, family foundations, etc.).

2.  Difficulty finding the right causes to support

Donors often struggle to identify causes that resonate with their values and passions, leading to hesitation in making significant contributions.

Recommendations:

• Equip your team with the skills to engage in meaningful conversations with donors, helping them explore and identify how your cause aligns with their personal values and interests. Understand that not every donor will find meaningful alignment with your cause, and if there isn’t a fit, ask if others in the donor’s network may find more alignment.
• Explore working with specialist nonprofit “matchmakers” who can help your donors come up with personal mission statements, gifting strategies, and more. Websites such as Charity Navigator have tools to help donors find you. Explore ways to make your organization easier to find.
• Ensure your public-facing “brand” – including your website and marketing materials – includes real-life impact stories and tools for potential donors to truly understand your organization and how it aligns with their personal philanthropic goals.

3.  Lack of transparency or being underwhelmed by their impact

Donors may hesitate to give if they feel uncertain about how their contributions are being used and whether they are making a real impact. They may also feel discouraged if they perceive that their contributions are not making a significant difference or have had a bad gifting experience in the past.

Recommendations:

• Train your team to build trust with donors by demonstrating transparency, accountability, and expertise in managing donations. Teach them to effectively communicate the impact of donations through detailed reports, success stories, and regular updates on the progress of funded projects.
• Dispel the “overhead myth” with donors – which argues that the best nonprofits are those who keep their administrative and fundraising costs as low as possible. Armed with the right talking points and data, your fundraisers can explain the importance of a strong, well-equipped organization to advancing the programs you host and the mission that you serve. Watch Dan Pallotta’s YouTube video of his famous Ted talk, “The Way We Think About Charity is Wrong”.
• Ensure your financial reports are updated and easily accessible through your website.

Most of these barriers can be addressed through education, coaching, and partnering with trusted -professionals that can become extensions of your Board of Directors and fundraising teams. These strategies can create a more engaging and rewarding experience for their donors which, in turn, can lead to more generous and sustained support, enabling nonprofits to achieve their missions more effectively and do even more good in support of their cause.

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