Why Entertainment Is Not a “Nice Extra” at Fundraisers

For years, I’ve heard some version of this sentence at fundraising banquets: “We didn’t really budget for entertainment, but we figured people would be okay.” And they usually are okay. They’re just not generous.

Here’s the truth most nonprofits don’t want to admit. Entertainment is not a luxury at a fundraiser. It’s part of the strategy. When it’s missing, or when it’s treated as filler, you can feel it in the room and you can see it in the final total.

Fundraising is emotional before it is logical. People don’t give because your spreadsheets are accurate. They give because their hearts are open. Unfortunately, many fundraising events accidentally do the opposite of what they intend. They start heavy, feel tense, and communicate urgency through pressure instead of hope. By the time the financial ask arrives, the room is emotionally exhausted.

Entertainment, especially humor, resets the room. It lowers defenses, builds trust, and reminds people that joy and generosity are connected. A relaxed donor is a generous donor.

Laughter builds trust faster than almost anything else. When people laugh together, they lean in. They stop bracing themselves. They begin listening. Laughter communicates safety. It says this isn’t a manipulation, you’re among friends, and you can relax here. Trust is the currency of generosity, and laughter creates it quickly.

Entertainment also keeps people engaged. Most fundraising events are too long, and attention drops faster than we realize. When people disengage, stories don’t land, the ask feels abrupt, and momentum disappears. Entertainment creates energy and rhythm throughout the evening. It gives people something to look forward to and keeps them present instead of distracted. Engaged donors give more and remember the event long after it’s over.

One of the most common objections I hear is that organizations don’t want to make light of the mission. That concern comes from a misunderstanding. Joy does not minimize the mission. Joy honors it. Laughter doesn’t replace the seriousness of the work, it supports it. In Christian fundraising especially, joy is not inappropriate. It’s biblical. Hope, gratitude, and generosity grow best in an atmosphere of joy, not guilt or despair.

Entertainment also makes the financial ask feel natural instead of awkward. Many directors fear “the awkward ask,” but the ask only feels awkward when the room is tense. When donors have laughed, connected, and felt inspired, the ask feels less like pressure and more like an invitation to participate in something meaningful.

Some organizations hesitate because of cost. They wonder if entertainment is worth it. What I’ve seen again and again is that events with strong entertainment raise more money, donors leave feeling better, retention increases, and guests talk about the event afterward. Entertainment isn’t an expense. It’s an investment in generosity.

Your fundraising event isn’t just about information. It’s about formation. You are shaping how donors feel about giving, about your organization, and about God’s work through your mission. Entertainment, when done well, is not a distraction from the mission. It is one of the most effective tools you have to fund it.