It costs to acquire a new donor than retain a current one. A lot . In fact, research shows it takes 7 – 12% effort, time and money to bring in a new donor than to raise from a current donor. Please, please, please… let this sink in. The for-profit world understands…
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I find a widespread misunderstanding about the notion of what constitutes being donor-centered. It derives from two misconceptions:
Both of these rationales short-change your would-be donors.
Why?
FIRST: Donors want to be asked because they’re starved for the love that comes from voluntary giving and receiving. Donors have love to give, but don’t always have an object towards which to direct their affection.
SECOND: Donors need to be asked because when they’re not, they don’t know how much you need their help. Consequently, giving feels a bit empty. Almost a bit like a crap shoot. Donors want to invest their money where they feel confident it will be most appreciated and will do the most good.
Let’s delve into both of these misconceptions more deeply, putting them into a donor-centered context.
In other words, what are your would-be donors feeling?
Ever have a well-meaning, yet perhaps overly controlling or risk-aversive, boss say to you:
Our fundraising letter must be no longer than one page.
That’s too simple; we don’t want to talk down to our donors.
We need to say more about our accomplishments.
We need to describe numbers of people served; that’s what’s impressive.
That’s not how I talk.
That’s not our corporate style.
That’s not how we do things.
That’s not what our donors are used to.
That’s not proper grammar.
That’s too gushy and effusive.
I want happy, not sad, photos.
Asking the reader to “please give generously” is sufficient; no need to name an amount.
Asking once is enough.
The development director should sign the letter.
Signatures from both the E.D. and board president will be more persuasive.
We don’t need a P.S.
Alas, these are common fundraising appeal fallacies that will cost you money. Money donors might have given to you, if you’d only understood some fundamental fundraising truths.
I was reminded of some of these truths in a post from Jeff Brooks. He spoke of true pearls of wisdom gleaned from his fundraising mentor, the pioneering direct mail writer Bob Screen. We’ve lost Bob and several fundraising giants in recent years, including Simone Joyaux and John Haydon, but we should never lose sight of the wisdom they imparted. It’s the best way to assure their memories live on and their good works continue.
I did not know Bob, but I’m sure I learned from him without realizing it. Because the good stuff gets passed around. Why? Because it works.
And it takes someone with experience to not just demonstrate it works, but to forcefully maintain the necessity of adhering to tested principles, facts and truth. Even – especially – in the face of doubters (e.g. executive directors; board presidents) who would seriously derail your fundraising efforts. With all good intention, of course.
Never forget this is why you were hired. No one is an expert at everything. And chances are fundraising writing is not your leadership’s key area of proficiency. It’s your job to know what works, and what doesn’t.
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