Confession: I’ve never been a fan of Greedy Tuesday. There, I said it. And you can see how I’ve said it before in: The True Meaning of Giving Tuesday Giving Tuesday: Don’t Take the Money and Run #GivingTuesday or #GratitudeTuesday? Choose! It’s time for a post-mortem, and some thinking about what you might do better…
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… if you do nothing proactive to make them want to stay. You’re working hard to bring in as many donations as possible this year. And you’re being successful. Yay you! But, wait. There’s an “uh oh” looming around the corner. Today we’re going to take a lo at why many of your donors may…
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Your job as a philanthropy facilitator is to do everything in your power to make giving to you as easy, joyful and rewarding as possible. You are, if you will, a donor Sherpa. As a donor guide, you likely know things your donors don’t know. You have tools they don’t have. Your role along the pathway to…
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The biggest fundraising time of the year for most nonprofits inexorably approaches.
It can be stressful.
Don’t succumb to the stress. You’ve got this!
Perhaps you can’t do everything you’d like to do this year, but you can do some things.
Some you can do on your own.
Some will require support from technical and/or marketing staff.
Don’t become discouraged thinking you don’t have the time. Sometimes you don’t have time not to do these things.
None of these suggestions are big time consumers standing alone. They’re each little tweaks. Because often it’s the little things that count. That pack a surprising wallop.
So don’t save all your energy for writing your appeal. Help your appeal along by putting some of the dozen suggestions that follow into effect.
Even just one or two will make a difference.
Let’s get started…
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BOO!
Halloween is creeping up on us, so I’ve got some really scary stuff for you!
Don’t get too spooked. There are also a few treats.
In fact, you’ll get eight delicious goodies — in the form of “to-do’s.”
But first… the bad news.
No bones about it, you’re frightening folks away if you’re committing any of these 8 boo-boo’s!
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We use them to understand our world.
But do the same stories work in any time? For any person? No.
You need to understand your SMIT story – ‘Single Most Important Thing’ – at this moment in time.
And that SMIT will change, depending on the environment in which you’re operating.
You need to know your audience. Today. The story you told last year may not work as well this year. And here is why:
(1). The story must be relevant to the donor – which will depend on what is top of mind for them (hint: pay attention to the news).
(2). The need to give the story a happy ending must feel urgent (hint: pay attention to the news).
Whatever your mission, relevancy and urgency are the key to emotional appeals.
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Are you starting to worry about whether you’ll raise enough money this year to meet your goals? Are you concerned because last year’s appeal didn’t raise as much as you had hoped? Are you fresh out of ideas for what to put into an appeal to generate the giving response you need to sustain vital…
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People are unpredictable sometimes. They’re also predictable.
If you see someone yawn, you’re likely to yawn too.
If I tell you seats are limited, you’re likely to purchase a ticket now rather than later.
What if you knew getting people to donate to your nonprofit could be a predictable consequence of something you did?
It turns out you can encourage people to act in desirable ways, simply by applying a few lessons learned from neuroscience, psychology and behavioral economics. The truth is scientists have learned quite a lot over the past few decades. It’s up to us to put that learning to good use!
Alas, as Daniel Pink, author of To Sell Is Human, has noted: “There’s a gap between what science knows and what business does.” This applies to social sector businesses too!
That’s right. Pink explains the most successful for-profit businesses use what science knows to “convert leads to customers.” The secret to more sales is knowing what the customer wants. Your non-profit might convert prospects into donors, and donors into repeat donors, using the very same principle.
The secret to closing more gifts is knowing what the donor wants.
Today I’d like to consider five specific strategies that will help you ethically take advantage of some of the psychology underlying human behavior. Once you understand these principles, you can begin to strategically apply them to your integrated development (marketing and fundraising) strategy. If you’re nervous about this, you can test what you did before against a new strategy informed by science. Break your mailing list randomly in half, send an “A” and a “B” version of your appeal, and see which performs best.
Ready for 5 science-informed strategies?
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Recently, fundraising copywriting and thanking guru, Lisa Sargent, posted a list of “small stuff” it’s absolutely important to sweat. It to me decades – decades! — to learn this on my own in the trenches, and I’d have given anything to have had a mentor like Lisa to clue me in from the get-go. Lucky…
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When asked what my favorite carrier envelope is for a fundraising appeal, my standard answer is:
One that screams “open me!”
Of course, there are a variety of reasons an envelope may beg to be opened.
And an equal number of reasons why it may scream “dump me in the trash.”
Today I want to help you avoid the trash bin.
And, good news – it’s not that difficult.
You don’t need to be a direct mail expert.
You don’t need to run a zillion A/B tests.
You just need to exercise some good old-fashioned common sense.
First, think about what gets you to open an envelope.
I’d love for you to do some noodling on this now – before you read further.
In fact, if you want to do something really helpful, STOP reading this article, convene a few colleagues, and do a little group brainstorming. Ideally, get your answers up on a whiteboard or other group memory so you can piggyback off of each other’s ideas. [Go do this now; come back to this article later.]
If you’re not prepared to play along (I get it, you’re busy), here’s a sample I’m sharing from a brainstorm I did with another nonprofit:
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People are wired for stories