Building out a sustainable donor base is a lot like building an investment portfolio: The name of the game is diversification. You want all kinds of donors coming together to support your mission.
And, while major donors and small donors usually get the lion’s share of the attention, mid-level donors—those giving between $500 and $5,000 annually—might just be the key to ongoing fundraising success.
While they don’t have the giving potential of major donors or the strength in numbers of small givers, mid-level donors are the best way to build a solid bedrock of sustainable revenue. They deserve more than a thank-you email.
They deserve a plan and a focused mid-level fundraising strategy.
Fuel Your Mission: Engage Everyday Donors
Learn actionable strategies to effectively connect with and cultivate the generosity of your everyday supporters—download The Generosity Report now!
Why Mid-Level Donors Deserve a Program of Their Own
If you’ve ever felt your fundraising strategy is missing something, it just might be missing a dedicated mid-level donor program.
There’s no dictionary definition of “mid-level” donor, but they’re typically defined by annual giving amounts between $500 and $5,000.
Did you know that an overwhelming 97% of donors give under $5,000 a year? And the ones that give year after year to their favorite nonprofits make up a substantial portion of overall giving.
According to Neon One’s new Generosity Report, only 11.7% of the donors giving under $5,000 a year surveyed gave for five consecutive years, but they accounted for a staggering 45% of total revenue!
That’s exactly why mid-level donors can be such a powerful group of givers. They combine the best aspects of large donors (gifts that make a notable financial impact) with the best parts of small donors (if one donor changes their mind and stops giving, you’ll be okay).
But the real reason you should develop a structured mid-level donor strategy is that the longer one of these donors supports your nonprofit, the larger their gifts generally become.
The Generosity Report: How Mid-Level Donors Grow Their Giving
The Generosity Report makes it clear: longevity beats initial gift size.
Of the almost 100,000 donors surveyed from 2020 through 2024, those who gave for all five years had donated an average of $3,034 by year five, a 1,519% increase from what one-year donors gave during that same span. That puts them solidly in mid-level donor territory!
Recurring donors—those who set up regular scheduled donations in Neon CRM—gave even more.
To put these numbers in perspective:
- Single-year donors donated an average of $187.
- Five-year donors gave more than 224% more in year five than they gave in year one.
- Recurring donors gave above benchmark levels every single year
And yet, so many organizations have no structured strategy for this segment. No tailored messaging designed to inspire someone to increase their giving over time. No dedicated engagement plan to deepen their level of commitment. No path to upgrade from one gift level to the next.
Building a mid-level donor strategy—one that inspires people to gradually increase their giving to this level and then to keep them engaged once they do—will help you raise more dollars, and it will do so by helping you both acquire and retain more of these donors.
Now that we understand just how valuable these mid-level donors are, we can get into the specifics.
Download the Generosity Report
How to Acquire More Mid-Level Donors
Identifying mid-level donors that are already in your nonprofit CRM is easy. But acquiring them? That’s where the real challenge begins.
Mid-level donors rarely appear out of thin air. These aren’t people who stumble onto your donation page, tap the $1,000 button, and move on. They need to be inspired to give, not just asked.
Unlike small-dollar grassroots donors who might respond to a viral campaign or emotional social media post, mid-level supporters are going to need a stronger sense of connection and trust in your organization before they give that kind of gift. And this takes time! People will often make smaller gifts during the beginning of their relationship with a nonprofit—it’s only after extensive interactions over time that they increase how much they donate.
So, how do you find these donors? And how do you keep them engaged long enough to inspire them to give at a higher level?
Start by Showing Up Where They Are
Many mid-level donors are community-minded professionals, business owners, or highly engaged citizens. They’re attending your events, reading your newsletter, or following your work quietly—often long before they make their first gift.
Reaching them will require leaning into relationship-building opportunities like local partnerships, networking events, small group tours, and educational briefings that highlight your mission and impact.
Make an Impact-Driven Appeal
Once you’ve captured their attention, the next step is to present a giving opportunity that feels meaningful and appropriate to their giving ability. A $200 or $500 ask can’t be vague. It should be anchored in specific outcomes—what exactly will their gift accomplish?
Impact-driven messaging, paired with an invitation to be part of something bigger (a “Sustainers Circle,” for example), can transform interest into investment. This doesn’t just work for mid-level donors, by the way! This is an important tactic for all donors.
Focus on Longevity, Not Initial Gift Size
Many mid-level donors actually begin their journey with a modest gift. But it’s what they do next that matters.
Whether someone gives $10 or $100, they’re signaling that they’re invested in your work. When they do so, treat it as an opportunity.
A great thank-you letter is a perfect place to start. Depending on your bandwidth, you might also reach out to new donors or people who give a specific with a call from a staff member or a personal invitation to get more involved. Those simple, human interactions are an invaluable way to build your community, and that kind of connection is what will eventually inspire someone to increase their giving.
Here are some ideas you can use to encourage people to increase their level of support:
- Offer clear giving levels that help people understand the tangible outcome they’ll make when they give again
- Highlight monthly or pledge-based options for people who want to have a big impact
- Identify donors who seem to be willing to give at this level and reach out to them personally
Donor acquisition is a foundational part of any mid-level donor cultivation plan.
First, build relationships with all of the people who support your work. As you do, invite them to continue their support and offer opportunities for them to increase how much they give. Not everyone will be able to make those larger gifts, and that’s okay! But, when they do, notice and celebrate their generosity.
Build—and Use—a Mid-Level Donor Segment
Once you’ve inspired people to give as mid-level donors, the next step is deepening those relationships even further. That’s going to require creating a donor segment specifically for this group and using it to drive meaningful engagement.
Most donor databases make it easy to filter by annual gift amount, which is the simplest way to start. You can start by defining your mid-level range by $500 to $5,000, though you may eventually want to adjust depending on your organization’s size and average gift.
But segmentation involves more than simply drawing a line around a dollar figure. It should also include capturing behavioral and relational cues that will help you treat this segment like the highly dedicated supporters they are.
Look for patterns. Are these donors giving year over year? Are they attending events? Did they convert from a one-time donor to a recurring giver?
Neon One’s Generosity Report found that donors who exhibit multiple forms of engagement—giving, volunteering, pledging, participating in events—are often your most reliable supporters over time.
To build a useful mid-level segment, look for markers like:
- Annual giving between $500–$5,000
- Multi-year giving history
- Event attendance or membership involvement
- Recurring or pledged gifts
- Engagement within the past 12 months
Once your segment is built, don’t let it sit unused! Tag it. Name it. Track it over time. And most importantly, try stuff out!
What would happen if you planned three personalized touches a year for every person in your mid-level segment? What if you automatically pulled a report of any donor in that group who hadn’t been contacted in 90 days? What if your next appeal went out with a custom message written just for them?
Segmentation is one of the most powerful tools in any mid-level donor strategy. It’s how you go about turning names in a database into a stable, sustainable base of committed givers.
3 Stewardship Tactics To Make Your Mid-Level Donors Feel Seen
Once a donor has given at the mid-level, you have a real opportunity to make them an integral part of your donor community for a long time. And that’s huge! A $1,000 gift is great. A $1,000 donor who gives for five years? That’s transformational.
Donor stewardship is how you get there.
Too often, mid-level donors get caught in the “in-between.” They’re not large enough to merit personal outreach from a major gifts officer, but they’re giving far more than your average supporter. That disconnect can lead to a poor experience—and eventually, that poor experience will result in attrition.
The solution isn’t to overcomplicate things. It’s to build an intentional system that treats mid-level donors like the valuable partners they are.
1. Start With Personalization
Skip the generic mass emails and “Dear Supporter” thank-yous. Those aren’t good tactics for donors at any level, let alone this one.
A handwritten thank-you note, a short video message from someone on your team, or a quick phone call after a gift can go a long way in reinforcing trust and connection.
2. Next, Give Them Access
Don’t worry, you don’t have to put them on the board or anything—for many donors, that would be more like a punishment than a reward!—but it does mean you’ll want to focus on finding simple ways to pull back the curtain.
Mid-level donors love to feel included. Consider a quarterly impact briefing, an invite-only Q&A with your program team, or a private tour of a key project.
These don’t need to be extravagant. Instead, focus on giving these supporters a personal look at the work they’re helping to make possible.
3. Be Specific, Be Delightful
Donors of all levels love knowing how their support is making a real difference in someone’s life. And the only thing they love more is being delighted by interactions they weren’t expecting.
Here are a few stewardship touchpoints that work well but won’t over-extend your team:
- A personal call after a significant gift or milestone
- Quarterly impact emails with program-specific updates
- Surprise notes or small tokens recognizing multi-year support
- Invitations to exclusive, behind-the-scenes opportunities
One key thing that’s important to note while communicating impact: It’s always better to talk about the impact on one person (even if that person is a composite figure) than it is to talk about statistics, no matter how impressive the numbers might be.
Keep your stories small and they’ll have a much bigger effect.
Mid-Level Donor Retention Means Long-Term Resilience
Mid-level donors are valuable the moment they give, but they become indispensable when they stick around. That’s why donor retention isn’t just a best practice; it’s a core pillar of your growth strategy.
Neon One’s Generosity Report makes this point crystal clear: While one-time donors made up nearly half the panel, they accounted for just 10.9% of total giving. Meanwhile, donors who gave every year for five years made up only 11.7% of the donor pool, yet drove 45% of total revenue.
That’s not a coincidence—it’s a case for investing in the long game.
For mid-level donors who have crossed the line from casual supporter to committed giver, your job is to strengthen their connection to your cause.
Some of the best retention strategies for mid-level donors include:
- Recognizing giving anniversaries or cumulative milestones
- Offering inside looks at programs
- Varying your messaging (don’t only reach out to ask!)
- Offering new opportunities to get involved (like volunteering or legacy planning)
- Re-engaging donors if their behavior shifts or giving drops
Retention is the final—and most critical—stage of your mid-level donor programs. With intention, planning, and the right tools, you can turn today’s mid-level donor into a five-year super-fan.
Need some help honing your donor retention plan? This free donor retention checklist will make sure you have all your bases covered:
Don’t Overlook the Middle—It’s Where Your Future Lives
If you want to build a resilient, stable, community-rooted fundraising program, look to the middle.
A mid-level donor program isn’t just nice to have. It’s a strategic imperative! These donors deserve recognition, communication that reflects their impact, and a relationship that grows over time.
With thoughtful acquisition, smart segmentation, intentional stewardship, and a focus on long-term retention, you’ll transform your middle tier into a strategic pillar.
And the data backs it up.
Neon One’s Generosity Report is packed with insights on how mid-level donors behave, give, grow, and engage across multiple years and channels. It’s your blueprint for building not just a donor file—but a donor community.
Download the full report and start building the mid-level donor program your mission deserves.
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