PB&J

Nonprofit Marketing & Fundraising Are Like Peanut Butter & Jelly

They’re meant for each other. Yet it may take a while to bring them together.

Here’s what I mean:

Peanut butter was first introduced at the 1893 Chicago World’s Fair. It didn’t get mixed with jelly until 1901, when the first PB&J sandwich recipe appeared in the Boston Cooking School Magazine of Culinary Science and Domestic Economics. It was served in upscale tea rooms, and was exclusive food. Until the world changed.

The 1930 Depression made peanut butter, a low-cost, high-protein source of energy, a star. But not the combo sandwich. Not yet.

Then…WWII.

Peanut butter and jelly were on U.S. Military ration menus. Soldiers added jelly to the peanut spread to sweeten the sandwich and make it more palatable. When soldiers came home from the war, peanut butter and jelly sales soared.

Suddenly this marriage became the norm. Why separate them?  After all, they went together like… PB&J!

We never looked back.

How is Nonprofit Marketing and Fundraising Integration like the Marriage of PB&J?

They didn’t start out married, but they belong together.

Here’s what I mean:

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Just as there's a first kiss, there's a first time for everything for your nonprofit.

How to Persuade New Donors to Join Your Nonprofit Mission

What makes us think a perfect stranger, who’s never given to our organization before, will choose to do so?  It’s highly counter intuitive.

People are more likely to continue doing what they’ve done before.
Commitment and consistency is one of Robert Cialdini’s six principles of influence, and it’s useful in nonprofit marketing and fundraising. But only if you’ve got existing donors.
We talk a lot in fundraising professional circles about the folly of concentrating too many resources on donor acquisition and too little on donor retention. And for good reason. It’s significantly easier and more cost-effective to keep a current donor than to recruit a new one. Why?
It’s appreciably more difficult to get people to reach a new decision than to repeat an old one.
Whenever I coach volunteers to do fundraising, I always suggest they remind current donors how many years they’ve already been giving to the organization.  This acts as a decision-making shortcut for these folks. Aha! They already decided this was a good idea.  No need to sweat it out again.  Done!
But… what if you’re a start-up organization that doesn’t have many donors?
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5 Proven Content Strategies to Convert More Nonprofit Customers to Donors

Your nonprofit has a variety of different constituencies. You need to devise communication strategies that connect with all of them.

Because, guess what?

All of your ‘customers’ are potential donors.

Which is why you should take mastery of nonprofit content marketing seriously.  It’s not something you should simply delegate to marketing staff.

They need your input. And you need theirs.

Let’s consider your different nonprofit ‘customers’ for a moment.

They begin with actual users of your services… then range to volunteers… social media followers and advocates… community leaders with whom you interact… and philanthropic donors. Then there are your most likely potential ‘customers’ in all of these categories, including

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When you open the door, the future looks brighter

When Opportunity Knocks, Open the Door: Donor Acquisition 2017

No nonprofit can afford to be an island.

As tempting as it may be to stay in your comfort zone, wearing blinders that enable you to forge straight ahead without noticing what’s going on around you, this is a dangerous practice.

Because sometimes the landscape changes dramatically.  And when it does, your nonprofit could get left behind. Unless you’re paying close attention.

This happens, for instance, when emergencies arise. Earthquakes. Hurricanes. Floods. Drought. There have been years I’ve had donors tell me “This year we’re giving all our extra resources to respond to… Hurricane Katrina… Haiti relief… the Fukushima disaster… anti-hate organizations… and so forth.”

In the face of such natural human impulses, what can you do?

When things outside your nonprofit’s doors portend impact for your ability to fulfill your mission, you need to be prepared.

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Use the 'Seven is Heaven' priorities on your pathway to passionate philanthropy in 2017 - and beyond!

7 Powerful Nonprofit Opportunities: Your Path to Success in 2017 (Pt.1)

Last year if you followed me, I gave you 5 priorities for success in 2016. I called them “Dive the Five.”  This year, I’ve expanded my thinking a bit. ‘SEVEN IS HEAVEN.’ Create Compelling Annual Giving Offers Master Integrated On Social Fundraising Master Major & Legacy Giving Master Donor Retention Master Donor-Centered Content Marketing Embrace…

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Lemonade Stand Rockwell

Warning: Have You Caught Deadly Nonprofit Lemonade Standitis?

Lemonade Standitis is a bit like Zika virus.

Silent, but deadly.

It infects you, but you may not realize it.

The symptoms can be easily misdiagnosed, only showing up later down the line in a different form.

By then, it’s too late.

If you’ve got it, you’re no doubt leaving money on the table, working harder than you need to, and putting the long-term sustainability of your nonprofit business at risk.

Want to avoid this dreaded sustainability killer?

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Are you reading your major donors right?

Are You Reading Your Major Donors Right?

Last year I had the opportunity to present a major gifts master class where Jay Love, Founder and President of Bloomerang (and a board member and major donor himself) offered his thoughts on major gifts development from the donor’s perspective.

Since I’m constantly encouraging you to come at donor development from a donor-centered perspective, I want to share his viewpoint with you.

Not surprisingly, major donor development begins and ends with the same thing.

Can you guess what that might be?

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Clairity Click-it: Cauldron Full of Free Nonprofit Resources

It’s almost Halloween, and a great time to think about how not to scare your donors away; rather, give them treats that will keep ‘em coming back year after year! Here are links to articles you may find helpful.

Plus, as usual, you’ll find a cauldron full of free resources – downloadable templates, webinars, cheat sheets, and more.  Take some time to continue your professional growth and education. It will make you stronger, I promise. Share with others on your staff too; there’s something for everyone!

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Clairity Click-it: Basket of Delightful Nonprofit Resources

Here are some goodies to help you raise as much money as possible during the last quarter of the calendar year! Keep your focus on inspiring storytelling that sets you apart from everyone else, yet don’t forget that who you tell your story to matters as much as how you tell it.  As does where you disseminate it (hopefully not just by snail mail, but also online and face to face). Click on these links to helpful articles I hope will delight you.

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How to Use the Multiplier Effect to Inspire Annual Giving

People love to S-T-R-E-T-C-H their dollars.

This is the basic psychology underlying “BOGO” (Buy One; Get One free) and “2 for the price of 1” sales.  For a variety of reasons, we’re crazy about getting a good deal!

If I get more for my money, that’s smart.

It’s frugal to find ways to leverage our family’s spending.

I like to use my money in the most effective way I can.

It’s easy to apply these desires – to be smart, frugal and effective — to the creation of compelling fundraising offers.

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Clairity Click-it Summer Reading: Extravaganza of Free Nonprofit Resources

Mixed #nonprofit links and free resourcesI’ve got a cornucopia of useful practical tools to help you here – enough to last the entire rest of the summer – and then some! If you don’t have time to click through to all these great resources now, this is a “Click-it” edition you’ll seriously want to tuck away for when you’re ready. If you use these tools, you’ll be a lot more effective. Why just work hard when you can work smart?

NOTE: As I’ve done throughout the year, I’ve organized these articles into categories aligned with my top “Dive the Five” fundraising fundamentals for 2016, and beyond. Plus I’ve added a few articles with some great basics and specific tips. And plenty of free resources too.  And now… let’s dig in!

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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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#ClairityClick-it: Major Gifts, Donor Retention, Online Social Fundraising + Free Resources

Mixed #nonprofit links and free resourcesHope you enjoy these links, free resources and training opportunities. Usually I publish this on Friday, but it’s Spring Break and holiday week for many, so I’m on a wacky schedule. 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
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How to Fundraise like it’s Yesterday, Today and Tomorrow

How to Fundraise Like it's Yesterday, Today, and TomorrowTwo good posts recently at re: charity (Brady Josephson) and Future Fundraising Now (Jeff Brooks) about what charities should do today to prepare for tomorrow. Both embrace a quote from Jeff Bezos:

I very frequently get the question: ‘What’s going to change in the next 10 years?’ I almost never get the question: ‘What’s not going to change in the next 10 years?’ And I submit to you that that second question is actually the more important of the two — because you can build a business strategy around the things that are stable in time.

Yesterday, today and tomorrow are sort of the same.

Sounds good.

But think about this a bit more.

2 CommentsStrategy & Management

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How to Fundraise like it's Yesterday, Today and Tomorrow

How to Fundraise Like it's Yesterday, Today, and TomorrowTwo good posts recently at re: charity (Brady Josephson) and Future Fundraising Now (Jeff Brooks) about what charities should do today to prepare for tomorrow. Both embrace a quote from Jeff Bezos:

I very frequently get the question: ‘What’s going to change in the next 10 years?’ I almost never get the question: ‘What’s not going to change in the next 10 years?’ And I submit to you that that second question is actually the more important of the two — because you can build a business strategy around the things that are stable in time.

Yesterday, today and tomorrow are sort of the same.

Sounds good.

But think about this a bit more.

Leave a commentStrategy & Management

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Leap Day Nonprofit Dilemma: To Board or Not to Board

“My board is driving me nuts!”

Today is “leap day” — that little something extra we’re given every four years, just to slow things down a bit and make February last a bit longer.

Leap day has something in common with nonprofit boards of directors — that little something extra, volunteers put in charge of the business, that has an unfortunate tendency to slow things down and make decision-making take a lot, lot longer than it usually should.

Leave a commentBoards & Leadership

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4 Guaranteed Ways to Research Major Donor Prospects

Know what to look for and where to look!
Know what to look for and where to look!

MAJOR GIVING.

It’s one of those terms nonprofiteers bandy about freely within the grand scheme of things to be devoutly wished for.

But precisely what constitutes a major gift, and where are they to be found? These can be difficult to pin down for your particular nonprofit.

You have to know (1) what you’re looking for, and (2) where to look.

Today I’ve asked an experienced prospect researcher, Ryan Woroniecki, Vice-President of Donor Search, to give us some practical major donor prospect identification guidance. Ryan, please take it away!

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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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Clairity Click-It: Nonprofit Productivity and Self Care

Catch this special edition devoted to making you and your organization more productive, effective and serene.

This week’s Click-it is dedicated to productivity. Yours.

Sometimes I like to find useful information that has nothing to do with nonprofit work, per se, but which has to do with being a human being working to be efficient and effective in our fast-paced world — all while balancing work and personal life. So I’ve collected a bunch of resources to help you work smarter, faster and better while also becoming less stressed, more relaxed, more focused and much more happy. Sounds like a good deal, right?

I know you think you have to run yourself into the ground to take care of the folks who rely on you for help. There’s so much to do and it’s all so important!

But to take care of the world you must take care of yourself first.

Why not send this entire post to everyone on your team; then ask them to come back to your next staff meeting with ONE thing they’re going to do differently as an individual and one OTHER thing they’d like to suggest doing differently as a team?

It could be fun – and a nice break from business as usual.

Ready? Let’s get started!

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It’s Not All about Major Gifts: 10 Ways to Succeed with Small Gift Fundraising

Small giftsNot long ago I went to research something online and ended up viewing the first entry Google gave me – which was on Wikipedia. To my delight, I ran into an awesome fundraising campaign (this is an occupational hazard with fundraisers – we actually like and admire things like pledge breaks when they’re done well)!

Here’s what I found superimposed at the top of the screen:

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Clairity Click-it: Powerful Ways to Increase Fundraising Revenue

Don't go batty! Click-it to find the resources you need to stay grounded.
Don’t go batty! “Click-it!” to find the resources you need to stay grounded.

This week’s Click-it is dedicated to helping you increase your fundraising revenue through a number of different strategies: monthly giving, sponsorships, targeted campaigns (e.g., #GivingTuesday), targeted communications, cause marketing, crowdfunding, cultivating mid-level donors, and more. These strategies will both help elevate awareness for your cause and increase your base of supporters.

And towards the end of the “Click-it,” as usual, you’ll find a bunch of completely free resources!

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Quick Guide to Get Your Nonprofit “Crowd On”

quick_guide_to_get_your_nonprofit_crowd_onI’ve been thinking a lot about crowdfunding lately.

Bzz… bzz… buzz… buzz… Do you hear it?

It’s the sound of the times. It’s the bees flying around crowdfunding campaigns like honey. Sweet, golden honey.

Are you getting yours?

With the mainstream shift into digital communication, and the advance of technology through online donation and peer-to-peer fundraising platforms, crowdfunding is something I believe you should seriously consider if you’re not already getting your “crowd” on.

Especially if you have…

  • A big campaign going on.
  • Or a specific project that lends itself well to the telling of a compelling story.
  • Or you need to raise a lot of funds in a relatively short time period.
  • Or there’s a strong tie to some big event – anniversary; holiday; news story.
  • Or your current constituents are more inclined towards being ambassadors than asking or giving.
  • Or you’re having a hard time breaking out of the “box” of folks you think might be interested in your cause, and are looking to build your audience in new ways.

So I’ve put together a few resources, and some of my own thoughts, to help you think things through.

1 CommentOnline Fundraising

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Too Many Hats? 3 Secrets You Need to Build a Fundraising Marketing Team

I recently had the privilege of presenting at the ALDE Conference, during the course of which I had the good fortune to listen in on the Keynote Address presented by Kivi LeRoux Miller. It got me to thinking about becoming a nonprofit milliner.

Say what?

Well, here’s the deal. I’m sure I could do a brisk business selling all sorts of different hats based on what Kivi had to say about results from her 2015 Nonprofit Communications Trends Report. After surveying more than 1500 nonprofits, guess what she found?

Leave a commentCulture & Values

Clairity Click-it: Looking Forward to 2015 Edition w/Board, E.D. and Staff Roles, Social Media; Content Marketing; Donor Databases

Today I’ve got my looking forward into 2015 edition with some ideas as you’re continuing to make your plans (aka New Year’s resolutions) to get you off on the right foot and assure you blast through your 2015 goals and objectives (I know, it usually comes on Friday, but I was playing hooky last week). I’ve also got some of the best posts from around the web that you may have overlooked last year.

Plus don’t miss the announcement of 40+ FREE nonprofit webinars at the end!

Before we begin, please accept my personal best wishes for a year ahead that brings many blessings, both to you and your nonprofit. May you wish upon a star… and have anything your heart desires come true for you.

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Whither the Nonprofit Sector in 2015? 6 Ways to Assure Yours Doesn’t Wither

I chose the word “w(h)ither” in my title very deliberately. It can mean “Where are you going?” It can also mean “Dying on the vine.” Which does it mean for you and your nonprofit?

If the former, where are you going? You’ll find some “To Do’s” in this article to help you on your way towards a sustainable future. If the latter, how can your prevent this from happening? You’ll find some “don’ts” to help you breathe life into your organization.

3 CommentsStrategy & Management

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What do Lukewarm Tapioca and Molten Chocolate Cake have to do with Fundraising?

Or… What Your Donors Won’t Tell You about Your Nonprofit Messaging.

At first blush, tepid tapioca and gooey hot chocolate might appear to have nothing whatsoever to do with securing vital resources to further your mission. Blush again.

Blush hard. Think of all the good things you could accomplish were you to more effectively master the art and science of fundraising. Feel the warm pink tinge beginning to creep up your neck as you embrace the errors of your ways over the past year. Or two. Or 10. Or even more.

Are you still doing things like it was 1985? 2000? 2008? If so, you should probably be embarrassed. Because I know very few organizations who are succeeding today using yesterday’s strategies.

Leave a commentAnnual Giving

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Why Your Nonprofit’s Events are a Waste of Time

Fun events may bring in hundreds of attendees, but a fundraising event is not an end in and of itself.  Often the charity never sees these folks again (or at least not until the next event) because these folks are golfers or ‘thoners, not donors. These events are a waste of your precious resources.

Don’t tell me that you “raised awareness.”

Unless you raised awareness towards a particular end (usually generating greater philanthropic support) – and you have a plan to intentionally build on this awareness — then everything your attendees may have learned about you will go in one ear and out the other. Awareness that isn’t reinforced lasts about two seconds.

Don’t tell me that you “raised good money.”

Did you really? Well, think again.

1 CommentAnnual Giving

Clairity Click-it: Finding Donors, Power of Parody, Gratitude, Leadership, Content Marketing

Mixed bag today. From funny and unusual to serious and thought-proving. You’ll definitely find something of interest here. Take a lo! Finding Donors Click-It: Low Hanging Fruit. This cartoon from Hugh MacLeod at Gaping Void made me wonder. How might this apply to your donor cultivation strategy? Maybe the reason you’re not finding donors…

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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.

3 CommentsDonor Retention

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ONE BIG THING Your Nonprofit Must Do TODAY to Succeed in 2014

Adopt an integrated inbound marketing and fundraising strategy.

If you don’t know what that means, you’re in trouble. Read on.

If you do know, are you really doing it?

It’s time to stop pussy footing around this.

Here’s why:

(1) Nonprofit marketing and fundraising have changed more in the past five years than the preceding 50. I’m not kidding!  The digital revolution ended business as usual.

(2) Fundraising and marketing must be seamlessly integrated. They cannot be separate silos any longer.

Have you caught up with reality?

4 CommentsStrategy & Management

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3 Keys to Rethink Fundraising Risk and Reward in 2014

When should you take risks with fundraising? When you’re ready. Here’s what I mean:

You Can’t Riff Without a Guitar. News flash: You’ve got to do the basics before you improvise.

What’s on your playlist for 2014?  The rewarding gold standards like prospecting, asking and stewarding? Or riskier new events? Special campaigns? Extra social media?  You’re to be congratulated if you’ve got innovative ideas. It shows you haven’t lost your creative spark, and you’ve got gusto and passion for what you do. Bravo! But… wait… hold on a minute…

Before you get lost in the creative process,

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It’s Not All about Major Gifts: 10 Ways to Succeed with Small Gift Fundraising

Small giftsToday I went to research something online and ended up viewing the first entry Google gave me – which was on Wikipedia. To my delight, I ran into an awesome fundraising campaign (this is an occupational hazard with fundraisers – we actually like and admire things like pledge breaks when they’re done well)!

Here’s what I found superimposed at the top of the screen:

6 CommentsAnnual Giving

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How to Take Charge of Your Fundraising Events so they Don't Take Charge of You: Is Your's Worth the Effort?

Before you hold your next fundraising event, ask yourself one simple question: WHY?

Take a minute, right now, to jot down all the things you’d like to happen by virtue of you having held your event.

I’ll wait.

Seriously, do it. Jot.

I’m waiting.

Okay, there are a few of you who don’t yet have pencils and paper in front of you. Yes, I can see you.  Remember ‘Miss Nancy’ from Romper Room? [I know; I’m dating myself on this one].

Now, let me guess what you’re writing (and/or thinking).

4 CommentsAnnual Giving

Weekly Clairity Click-it: Marketing, Viral Social Media, Nonprofit Management and Decisionmaking

Here’s this week’s Clairity Click-it, the most intriguing and thought-provoking of the more than 100 articles I seem to read every week – all in an easy-to-“click-it” format with links to posts from an eclectic array of online resources, often sourced from more than one discipline, as I believe we can learn a lot from our colleagues in other sectors.  Of course, I add in a few comments of my own.

Let’s begin:

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3 Ways to Build a Nonprofit Blog Worth Sharing – RCA Series Part I

 

R.C.A.  That’s the three things.  Yup.  When building a blog that’s not only worth reading but also worth sharing, you’ve got to think like an RCA Victrola and record.  A great recording captures our attention.  It transports us.  It carries us away.  It brings us into the music/story in an easy flow.  It gets us tapping our toes and up on our feet dancing. Woo-hoo… it’s a party!

And don’t you just want to share a party?  To get your readers to share your party you’ve got to make sure your blog posts are Relatable (they find common ground with your readers); Conversational (you speak directly to your readers), and Actionable(you achieve your blog post’s purpose).

Once you understand the three principles of R.C.A. you’ll be well on your way towards having a blog your readers will share with their networks. Today, let’s begin with the first principle:  how to put the ‘R’ in R.C.A.

2 CommentsContent Marketing