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The Power of PersuasionPutting the science of influence to work in fundraising

In 1981, Garrison Keillor, the popular host of Minnesota Public Radio’s satirical “A Prairie Home Companion,” offered listeners a free poster of his mythical sponsor’s “Powdermilk Biscuits.” To everyone’s surprise, more than 50,000 requests poured in; the station faced a $60,000 printing bill. To avert “financial disaster,” as MPR president William Kling later recalled, the station used the back of the poster to advertise products for sale, such as a Powdermilk Biscuits T-shirt. The idea worked. “I think we netted off that poster, which was really our first catalog, $15,000 or $20,000,” Kling said. “It instantly became clear that there were things like that you could do.”1

Want You to Meet Joe

How a riveting story can get your message across

Serious Business of Storytelling

A United Way affiliate has boosted its fundraising by breaking the rules

A Bold Idea Takes ShapeCorporate Cornerstones resulted from a fact-finding project that UWCNM launched in 1997. The project’s mission was to find out why people object to donating to charities in general, and to the United Way in particular. The agency found that two concerns top donors’ lists: nonprofits might use part of the gift to cover administrative costs, and donors might have no say in who benefits from the remainder of their pledge