10 Ways to Build Donor Trust and Overcome Negative Views about Charities

trustWhat prompted me to write this article was a recent post by Matthew Sherrington on the 101 Fundraising Blog about the dangers to the public benefit sector posed by erosion of trust.  We’ve known for some time that whenever there’s a charity scandal, the bad behavior of one player can become detrimental to all.  But over the past year in the U.K. the problem has become even more challenging. Could it happen here?  Matthew says “yes.”  And I concur.  Trust is a fragile thing.

In the U.K what happened was a perfect storm of perceived over-solicitation and insufficient outcomes, exacerbated by a barrage of media that sounded an alarm about nefarious practices.  Trust plummeted. A wake-up call, for sure.

But what does it mean?

Important News about Relationship Fundraising: Stop Losing Donors

This is important.

It’s about a new report that may change how you do fundraising.

It should.

Let me explain.

Unless you’ve been asleep at the wheel, by now you should know that most nonprofits have been hemorrhaging donors.

By tending to focus more on expensive, staff-intensive acquisition strategies like direct mail and special events, charities are bringing in one-time donors who never give to them again.

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‘No-Show’ Events: Don’t Assume your Donors are Hermits

Stay_awayThinking about doing a “non-event” event where no one has to attend?  It sounds great on the face of it.  After all, Penelope Burk’s research revealed that many donors reported they like to receive invitations to events; they just prefer not to attend them. Win/win?

Not so much.  It depends why you’re hosting the event in the first place. If it’s your only method of fundraising for the entire year, then fine. Go right ahead. Whether folks attend or not doesn’t much matter. You’ve made your single annual ask, received your gift and you’re done. All you wanted was money. Once. Right? Hold on!

Clairity Click-it: Online Social Fundraising; Culture of Philanthropy; Events + Free Stuff

Mixed #nonprofit links and free resourcesHope you enjoy these links, free resources and training opportunities. Again, I’ve organized according to two of the top 5 areas I’m hoping you’re working on improving this year.  This week it’s:

  1. Online Social Fundraising
  2. Culture of Philanthropy

I’ve also got some “food for thought” articles on special events, plus links to free resources and upcoming training opportunities. I hope you find at least one useful nugget!

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Be Clairaudient to Make Your Nonprofit Donors Happy

Ever hear of “A.Word.A.Day” with Anu Garg?  I hadn’t. Until a friend recently shared with me that day’s word. She said, “this one’s all about you!” The word?

Clairaudience.

It’s a perfect word for fundraisers, because it’s precisely what you must do – a skill you absolutely must have – if you’re to succeed with sustainable fundraising.

It means the ability to hear what is in people’s hearts and minds. 

It’s a lot like clairvoyance, but it brings in the audience perception. It’s the ability to “hear” what is inaudible — by getting a read on what folks are thinking and feeling on the inside. Despite what they may reveal on the outside.

Guess who is good at this?

How to Rock Donor Thank You Calls

6 Keys to Rock Thank You Calls and Retain More Donors

You’ve got to make donor retention more of a priority. It’s one of the top five things your nonprofit must do to survive and thrive in today’s competitive nonprofit marketplace.

Research shows the average nonprofit in the U.S. loses 77% of donors after the first gift!!!!!

To make matters worse, the probability that a donor will make five consecutive gifts is only 10-15%. These numbers are just not sustainable for most organizations. By the time you’ve added a new donor most of your previous new donors are out the door.

Allow that to sink in a moment.

Do you know what your donor retention rate is? If you do, there’s hope for you to improve it. Read on. If you don’t, you don’t even know there’s something that needs fixing!

The Meaning of Philanthropy, Not Fundraising – Part 2

In Part 1 I laid out why philanthropy inspires, and fundraising tires.

Fundraising must be done, of course, but there’s something about how it’s been practiced in the past that turns too many people off.  It’s been connoted as being all about money, when really it’s all about valued outcomes.

These valued outcomes are shared by many who support the cause – donors and non-donors.  Employees and volunteers. Development departments and program departments. Major gifts staff and annual giving staff. All these folks have a collective stake in the nonprofit’s survival.

#Clairity-Click it: Donor Retention, Major Gifts, Online Social Fundraising +Training + Free Stuff

Hope you enjoy these links, free resources and training opportunities. Again, I’ve organized according to three of the top 5 areas I’m hoping you’re working on improving this year.  This week it’s

  1. Major Gifts
  2. Donor Retention
  3. Online Social Fundraising

There are also “food for thought” articles in other areas, plus links to free resources and awesome upcoming training opportunities. Use ’em or lose ’em!

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The Meaning of Philanthropy, Not Fundraising – Part 1

Philanthropy is a mindset. An embracing culture. A noble value.

Fundraising is a means towards that end. Servant to philanthropy.

Philanthropy, not fundraising.

This has been the tagline for my business and blog since I began Clairification in 2011. It grew naturally out of my experiences working as a frontline development director for 30 years. I’ve always insisted that no single person could possibly receive credit for a donation.  “Donors don’t give because of development staff,” I’d tell program staff.  “They give because of the great work you do!

Clairity Click-it: 5 Fundraising Fundamentals; Free Resources

Clairity Click-it includes links to fundraising and nonprofit marketing resources from around the web.

The people have spoken! You’d like more original articles from me, and you still want curated resources and links to free stuff and great training opportunities, and you’d like about the same number of emails.

So… I’m moving the “Click-it” to twice/month to make space for more original articles.  And, as promised, this year I’ll be organizing the curated resources according to the “Dive the Five” fundamental principles we’ll be discussing in our ongoing virtual fundraising curriculum. Nail these, and you’ll succeed in 2016. As a reminder, they’re:

Clairity Click-it: Dive the Five Fundraising Fundamentals

This year I’ll be sharing a lot of resources related to the “Dive the Five” fundamental principles we’ll be discussing in our ongoing virtual fundraising curriculum. You remember them, don’t you?

  1. Major Gifts
  2. Donor Retention
  3. Social Media
  4. Content Marketing
  5. Culture of Philanthropy

I want you to use these “buckets” as an organizing framework for your development efforts this year, so I’m organizing my “Click-its” this way as well.

From time to time I’ll add in other subjects and offer you some food for thought that I just can’t help but share with you. And, as always, if you scroll to the bottom you’ll find some free resources and upcoming learning opportunities.

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Integrate Fundraising and Content Marketing for Nonprofit Survival

Your year-long “Dive the Five” virtual course continues!
Integrate Fundraising and Content Marketing
I’ve selected five major themes – fundamental nonprofit fundraising strategies — to discuss with you this year in depth. Strategies that are so important to your success in 2016 – and beyond – that I want to be certain (1) you’ve got them on your priority list, (2) will begin to dedicate some serious resources towards them, and (3) will commit to practice them regularly, until they become almost second nature.

If you learn to “Dive the Five” you’ll be able to raise money for anyone, any place, any time. And I’ll be your Guide.

Some of these skills will seem familiar, but the way you employ them may need to be tweaked in order for you to survive and thrive in our digitally-revolutionized society. Other skills may be things you’ve thought about, or dabbled in, but haven’t really committed to with serious intent and dedicated resources.

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Philanthropy, Not Fundraising: I Have a Dream 2016

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I have a dream…

I have a dream for 2016– and beyond. I have a dream  this is the year your organization will move beyond defining yourself by what you’re not (nonprofit) and will begin to define yourself by what you are (social benefit). I have a dream  this is the year your people will move from an attitude of taking and hitting people up (aka “fundraising”) to a mindset of giving and lifting people up (aka “philanthropy”). I have a dream this is the year your staff and volunteers will move from enacting transactions to enabling transformation.

I have a dream you will think big, because thinking small will not get you where you need to go. You will understand there is great power in a big, wildly exciting vision. You will share this vision broadly to attract people — and financial resources — to your cause. You will no longer be content to remain a “well-kept secret.”

I have a dream you will learn who your best influencers  and advocates are and you will embrace them.  You will recognize you are no longer your best messenger. You will understand that many forces beyond you influence your donor’s decision to invest with you, and you will expand your thinking and operations from a one-dimensional to a multi-dimensional model.  You will allow your constituents to engage with you at multiple points of entry, and to move freely between these points during the life cycle of their engagement.

I have a dream you will push yourself and your organization towards transformative change.

Clairity Click-it: Fundraising Wisdom; Retention; Overhead; Time Management; Software; Social Marketing; Major Gifts

Happy New Year!

Here comes the first 2016 “Clairity Click-it” — an eclectic kick-off to the year.

I find so many great resources across the World Wide Web, some from other disciplines, and I want to share those I find most helpful. There’s so much the nonprofit sector should be learning and borrowing from others – we don’t always need to reinvent the wheel!

I’m also trying something new this year – “Dive the Five.”

I’ve selected five major themes to discuss with you this year in depth. Strategies that are so important to your success in 2016 – and beyond – that I want to be certain (1) you’ve got them on your priority list, (2) will begin to dedicate some serious resources towards them, and (3) will practice them regularly, until they become almost second nature.

If you learn to “Dive the Five” you’ll be able to raise money for anyone, any place, any time.

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What Your Donors Won’t Tell You about Your Nonprofit Newsletter

Is this how your newsletter makes your donor feel?
Is this how your newsletter makes your donor feel?

It’s boring them to tears.

Actually, let me rephrase. Not to tears. That would mean they’re feeling an emotional connection. Sadly, they’re not.

Most donor newsletters are boring to the point of numbness.

You’re not making the impact you need to make to keep your donors, let alone get them to give more the next time you ask.

Why?

Let me tell you what I learned from Penelope Burk, Donor-Centered Fundraising author, about 15 years ago. It fundamentally changed the way I communicate with donors.

Clairity Click-it: Free Holiday Gifts + Useful Fundraising & Nonprofit Management Articles

This week's Clairity Click-it Gifts -- wrapped up in my blog. Open them!
This week’s Clairity Click-it Holiday Gifts — wrapped up in my blog. OPEN THEM!

This week’s Click-it is more of a holiday season “Open-it” collection of gifts. For the second year in a row, I’ve gone shopping and will offer you one or more free gifts every week from now until the end of the year.

These are all good. And the first one today is a real doozy — a gift to me that I’m “re-gifting!”

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Why No Pain Trumps Gain in Fundraising Offers

toddlers fighting over toy
We really can’t stand to lose things – it’s something bred into us early on.

I’m about to clairify a subtle but very important point about what motivates philanthropic giving. After all, that’s what the “Clairification” blog is all about.

It’s often said that people give to people.  So true.

But people are funny.

People will often give more to people who show them the pain that can be avoided through their gift rather than the people who show them the good that can be gained.

Seems counter-intuitive, right?

Absolutely. So here’s a little reminder that people don’t always behave as you might intuitively believe they would.  Which is why fundraising is part art and part science. And here’s something we know from the research:

Fear of loss weighs heavier than hope of gain

Clairity Click-it: Year-End Fundraising Planning Edition

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Click it!

The Click-it is early this week since year-end is fast approaching, and I couldn’t wait to share these awesome tips to help you plan your year-end campaign! I’ve got a bit of everything here –  from finding email addresses to build your online mailing list… to tips on getting appeals read… to making sure you’re not missing any tricks… to social sharing strategies… to best email subject lines… to Giving Tuesday — and more! I’ll no doubt have even more for you before the end of the year, but now is really the time to get started. Don’t delay. [If you really want to assure you don’t miss a trick, scroll down to the bottom and check out the webinar I’m offering with the Foundation Center on the 17th]

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How to Magically Multiply Your Donors

By now I hope you’ve read the latest Fundraising Effectiveness Survey results and know that, on average, U.S. and UK nonprofits are retaining only 41% of their donors. This is abysmal, and it makes me sad.

When I started out in fundraising, many moons ago, I consistently retained 60 – 70% of my donors. And I thought that was insufficient!

While there are all sorts of reasons this is happening, what matters most is stopping the attrition before your nonprofit withers and dies. Because at these rates, after seven years you’ll only have 10 out of 1,000 new donors you acquire today. You read that correctly! Did I mention that first-time donor retention rates are only 27%?

Time for some magical math.

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7 Storytelling Tips to Inspire Nonprofit Donors to Act

Listen up: Have I got a story for you!
Listen up: Have I got a story for you!

As a fundraising professional, relationship building with donors is an ongoing process and communication is an important part of that process. Stories are a great communications tool that you can use to tell donors about their impact in a tangible and easy to understand manner.

Storytelling seems to be everywhere these days. Non-profits are actively trying to use stories to engage their current and new donors. Is your non-profit trying to tap into the power of stories? Perhaps it’s been a positive experience for your organization. But maybe you have faced some challenges.

One of the biggest challenges with storytelling is being able to tell a great story. A story that really stands out from the pack and resonates with your donor audience. A story that, ultimately, compels action.

Today I want to share with you 7 rules for telling a better non-profit story.

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5 Ways to Revolutionize Your Nonprofit Culture to Stop Losing Donors

Do you have a "top service" donor-centered culture? If not, you're losing donors you could keep. Time for a revolution!
Do you have a “best service” donor-centered culture? If not, you’re losing donors you could keep. Time for a revolution!

It’s common for retail businesses to adopt the mantra: “The customer is always right.” But when’s the last time you heard “The donor is always right?” Too often, the opposite is true.

I hear a lot of complaining about donors. They should do this (e.g., give because it’s the ‘right’ thing to do; be compliant and not make us work so hard); they shouldn’t do that (e.g., give any way other than ‘unrestricted’; require reports that take us hours to complete). I don’t hear enough of “What can we do to delight our donors today?”

What can you do to delight your donors?

Clairity Click-it Future of Fundraising Edition: Culture of Philanthropy, Donor Retention, Gratitude, Nonprofit Change + Learning Opps

Catch this Special Edition!
Catch this Special Edition!

This week is all about what we need to do, collectively and within our organizations, to assure a bright future for philanthropy. I’ve gathered articles from some of the leading thinkers and researchers in the civil sector. This is important stuff — and one “Click-it” you won’t want to miss! Plus, as always, some great learning opportunities for you (scroll to the bottom).

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6 Secrets to Getting Your Donor Thank You Out in 48 Hours

Did you get my gift? Why haven't I heard from you yet?
Did you get my gift? Why haven’t I heard from you yet? Is this how you run the rest of your business?

In my work with nonprofits, especially the small to medium-sized ones (but sometimes the big ones too!) there’s one question many of you struggle with:

Gosh dang it! How on earth do you develop a system that assures thank you’s really get out in 48 hours?

The good news is: You’re not alone.  The even better news is: I’m going to give you the answer to your question.

HERE’S THE BIGGEST SECRET:

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The Heart of Effective Major Donor Development: It’s Not Money

The heart of major donor development is customer service
The heart of major donor development is demonstrating impact and showing gratitude. Continually.

Everyone wants to develop a major gifts program. Or to strengthen their existing major gifts program. Why? Because they want to raise more money.

If you approach major gifts development solely from this perspective you’ll ultimately fail.

You might raise more money for a little while. But over the long-term you’ll lose more support than you gain. Because it’s not just about money.

Successful, lifelong major donor relationships are about two things:

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9 Amazing Secrets You Need to Get a Major Donor Meeting

Did you know you’re 85 percent on your way to securing a gift if you can get your prospect to agree to a visit? So says veteran major gifts fundraiser Jerold Panas in his iconic book, Asking. He also says, “If you want to milk a cow, sit by its side.”

But … how do you get the cow to cooperate? Ay, there’s the rub.

Why is it so hard to get a visit with a prospect?

It just is. People screen phone calls. They don’t answer emails. They’re busy. And, let’s face it, they know what this is about. Once you get in the room with them, you have your chance to win them over. But how to get there?

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Philanthropy, Not Fundraising: I Have a Dream 2015

Photo of moon rise
I have a dream…

I have a dream for 2015 – and beyond. I have a dream  this is the year your organization will move beyond defining yourself by what you’re not (nonprofit) and will begin to define yourself by what you are (social benefit). I have a dream  this is the year your people will move from an attitude of taking and hitting people up (aka “fundraising”) to a mindset of giving and lifting people up (aka “philanthropy”). I have a dream this is the year your staff and volunteers will move from enacting transactions to enabling transformation.

I have a dream you will think big, because thinking small will not get you where you need to go. You will understand there is great power in a big, wildly exciting vision. You will share this vision broadly to attract people — and financial resources — to your cause. You will no longer be content to remain a “well-kept secret.”

I have a dream you will learn who your best influencers  and advocates are and you will embrace them.  You will recognize you are no longer your best messenger. You will understand that many forces beyond you influence your donor’s decision to invest with you, and you will expand your thinking and operations from a one-dimensional to a multi-dimensional model.  You will allow your constituents to engage with you at multiple points of entry, and to move freely between these points during the life cycle of their engagement.

I have a dream you will push yourself and your organization towards transformative change.

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Plan a Donor-Centered #GivingTuesday Next Year. Start Now.

How did your #GivingTuesday go? I’m hoping it was a great success from your perspective, but what about your donor’s perspective? What can you do to assure your donors feel like the heroes they are for making your mission possible?

Right off the bat, make sure you have a robust gratitude program in place. Thank them. Then thank them again. All through the year. The more consistently you practice gratitude, the better. If you don’t have a documented donor acknowledgment program in place, now’s the time to begin.

Whatever you do, don’t just stuff your “#GivingTuesday donors into your database, send out automated receipts, smack your lips and count up the results to report to your board. Really, truly make sure these folks feel thanked for having done something selfless and special.

Then, next year…

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Here's How Often You Should Mail to Your Donors

I decided to write this post due to the number of times nonprofits ask me “How often should we mail to our donors?” The corollary question is “How often can we ask people to give?”

The answer?

Well… if there was one quick answer I wouldn’t have needed to write a whole article. I’d just have given you a headline with a definitive response!

I know you want a definite answer.

And I could give you one. But it wouldn’t be the truth. Because the truth is different for every nonprofit. And the truth will even be different for your nonprofit at different points in your life cycle.

There are two definitive things I can tell you:

Clairity Click-it: Donor Communication; Ethics; Donor-Centered Leadership

We’re fast approaching the giving season. What better time to think about ways we can give back to our donors? If you’re developing a gratitude culture, you’ll do this by being donor-centered with every communication to your supporters. You’ll do it by acting ethically and putting your donors needs first. And you’ll do it by honoring your donors and rewarding them for being the amazing people they are.  Here are some articles to help you be the best you can be.

Clairity Click-it: Think; Fundraising Habits; Donor Retention; Landing Pages

Here are a bunch of October goodies for you. Treats to get you thinking about the role of philanthropy in society…  habits of the most effective fundraisers…  what it takes to grow loyal supporters… how to assure your website visitors don’t run from you screaming in horror…  and much more. And these treats won’t even give you cavities!  Don’t miss the special offers at the bottom of the post.

Clairity Click-it Donor Communication Special: Eliminate Silos; Customer Service; Social Media; Content Marketing; Using the Phone + Call for Submissions

Donor Communication Special Edition

I cannot say this strongly enough. Do not segregate marketing and fundraising as separate silos.

When it comes to fundraising, communication with your donors should not be an “add-on.” Nor should it be relegated to the marketing department. As the guru of donor-centered fundraising, Penelope Burk, states:

It is a core fundraising function that produces long-term income security. Make meaningful communication with donors your development department’s top priority.

Here are some tips from experts across the web to show you how to do a more effective job with your donor communications.

Clairity Click-it: Donor Communication; Donor-Centered Leadership; Call for Submissions

Here’s a timely October Click-it to help you get ready to communicate in a donor-friendly fashion with all your supporters this fall.  It’s giving and gratitude season, so grab yourself some great advice and be thankful — for the wisdom of the experts and for your donors.  May the force be with you.

And don’t miss some timely October announcements below.

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What My Mother Taught Me and How it Informs My Fundraising Practice

 

Why and How to Invoke the Power of Thank You

My mother was known for having impeccable manners. At her memorial service, it seemed as if every other person who shared a memory talked about her manners. They did so not in a nitpicking way, but in a loving way.  It seemed she always knew just the right thing to do to show her appreciation.

Maybe that’s why I love writing thank you notes.  Seriously, it’s my favorite thing to do in all of fundraising.  And it’s undoubtedly why, when I first heard Penelope Burk speak in 2001, it completely changed my approach to the practice of development.

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3 Rules for Thanking Nonprofit Donors that Should Never Be Broken

If you’re not retaining as many donors as you’d like, you’ve no one to blame but yourself. And I’m here to tell you why.

You’re Not Thanking Donors Properly.

I’m serious. How you handle donor acknowledgements is that important. Yet, sadly, most of you do an absolutely rotten job of showing your donors how much they mean to you.

Part of the problem is due to focusing on acquisition at the expense of retention. Most executive and development directors don’t even know their retention rates without looking them up.

DUDES! Your retention rates should be on the tips of your tongues! If you don’t know how you’re doing, how can you improve?

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6 Traits of Relationship-Building Nonprofits + 4 Most Effective Ways to Retain Donors

Donor retention has continued to plummet every year for the past seven years.  It’s really, truly an awful problem. For some unknown reason, all that hard work you put into acquiring new donors is, seemingly, being wasted. Why?

I recently asked folks what ONE word they would use to sum up what is needed to transform donor loyalty. I received some interesting answers and thought I’d share them with you, along with my comments, here. First, let me remind you of my own Big Secret — the one principle I’ve found that makes the greatest difference to long-term, sustainable fundraising success:

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A Guide to Really Making Your Donors Your Heroes: Case Example

You’ve probably heard this advice before. “Make your donors your heroes.” It’s a lot easier said than done.

As Jeff Brooks opined in You and your donors: Who’s the sidekick?, too often we get it backwards and tell donors how awesome we are; then we ask “How’d you like to be my sidekick?” Rather, we should think of ourselves as their sidekick.

One nonprofit director who truly understands this is Julia Wilson, E.D. of One Justice. [A former client of mine, I keep my eye on them like a proud Mama hen watching her little baby chick fly boldly off on her own). After their most recent, highly successful fundraising event, Julia wrote to me saying:

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Why Your Nonprofit Fundraising and Marketing is Outdated

 

Philanthropy, Not Fundraising

For too many nonprofits something isn’t working. Change is happening at a rapid pace while people try to employ yesterday’s ‘best practices,’ seeming to work harder and harder to make do with less — while needing to serve more.

Before the digital revolution, an information imbalance existed.  This facilitated a one-way ‘push’ model of marketing/fundraising. We could define our own brand and sell it.  Guess what? 

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9 Key Nonprofit Communications Tools to Woo Donors: Part 2

In Part 1 we covered 5 steps to woo your donors with a communications strategy. Today we’ll look more closely at 9 key communications tools you can use effectively to build closer relationships with your supporters. Some are extraordinarily simple. It’s just that many nonprofits fail to use these tools consistently, or well. If you make a practice of doing so, you’ll be well ahead of the game.

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Your Secret to Mindblowing Fundraising – Improve Donor Retention Just 10%

Imagine what it would mean to your mission if you doubled the lifetime value of all of your current supporters.

I recently listened in on an interview between Gail Perry and Jay Love of Bloomerang. It’s a great listen, and the two of them fired me up to write another post on the importance of focusing your efforts on donor retention.

Do you know even know what percentage of donors you’re retaining? According to Jay, less than 5% of fundraising offices know this answer!  So, you’re not alone.  But you can do better.

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Nonprofit Donor Retention is Not as Hard as You Think

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What do you do to let your donors’ love blossom?

At least if shouldn’t be so hard.  After all, the commercial sector manages to retain 94% of their customers. Then why does the nonprofit sector only manage to retain 41%? Even worse, new nonprofit donor retention is only 19%, down from 27% in 2011. That’s abysmal. What’s going on?

Why are our for-profit brethren beating the pants off of us when it comes to retention?

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10 Reasons this Fundraising Appeal Hits it Out of the Ballpark

It’s not about the money. It’s about the mission and the impact.  This year-end fundraising blog post from 2013 by a recent nonprofit client of mine, One Justice, absolutely nails why we ask folks for support. It’s about what will happen if we don’t engage in fundraising.

I encourage you to read and consider the full post. For while we may be at the beginning of the calendar year, there’s no reason you can’t use the key elements of this approach year-round. It’s not just about the prose; it’s about the attitude.

THANKS(for)GIVING: 8 Mistakes Nonprofits Make When Thanking Donors


Are you focused on the gift or the giver?
Thanking donors is the one thing most nonprofits do not spend enough time thinking about. Too often I find that staff spend 95% of their time crafting the fundraising appeal and getting embroiled in project management – design; layout; printing, postage, etc.  Finally, the letter (or e-appeal) is ready to launch.  The mailing is dropped/the button is punched and… voila!  Gifts start to arrive!  But then what?!

Weekly Clairity Click-it: Corporate Partnerships, Street Fundraising, Fall Fundraising, Online/Young Donors, Major Gifts, Email Fundraising

Such great links this week. Let’s get started!

Corporate Partnerships

Click-It: Safeway Foundation: 6 Tips on How to “Partner” with a Corporation Thanks to the folks at Third Sector and guest blogger Christy Duncan Anderson, E.D. of The Safeway Foundation for this great insider perspective on the sometimes mysterious business of securing business sponsors.