Cookie Monster when his name is misspelled

Donor’s Lament: You Didn’t Thank Me Properly

Cookie Monster when his name is misspelled

Everything I learned about saying “thank you” I learned from:

According to Burk’s research from Donor-Centered Fundraising, more than 80% of thank you letters start with “Thank you for your generous gift of…” or “On behalf of the Board of Directors, thank you for your generous gift of…”

Y  A  W  N

  • Want to stand out?
  • Want your donor to actually read your letter?
  • Want your donor to feel good about the decision they made to invest in you?
  • Want your donor to feel warm and fuzzy inside?
  • Want your donor to say “Aw, that’s SO nice!”
  • Want your donor to feel the opposite of bored?
Details
Fundraising Do's & Don'ts logo

Fundraising Do’s and Don’ts: Email Invitation

FR_Do's_and_Don'tsI’m continuing with my new, occasional feature of “Do’s vs. Don’ts.”

Whenever something arrives in my mailbox that seems a good ‘teaching opportunity,’ my plan is to share it with you.

Please let me know if you find it useful!

Today’s example is an emailed invitation to a donor appreciation luncheon.  

Do you think it’s a “Do” or a “Don’t?”

What’s wrong or right with this subject line?

I received an email with the headline: Want to enjoy lunch with our kids next Thursday?

The preview pane continued:

Details
Conscious compassion

4 Ways to Consciously Keep Donors Connected

Conscious compassionWhen people give to you for the first time, often they know very little about you. Perhaps they found you through a link on social media. Or organic search. Or through a friend who emailed them a link to your appeal.

They were inspired to give, once, based on whatever they saw or read.

What happens next is critical.

Either you’ll inspire donors to stick with you, or you’ll depress their enthusiasm through benign neglect.

I say “benign,” because I’m sure you don’t mean to mistreat your supporters. Nonetheless, I’m willing to bet many of you do.

  • Perhaps donors make a gift online, and are not immediately taken to a thank you landing page that reassures them their gift went through.
  • Perhaps you send donors a deadening thank you email that looks like a receipt.
  • Perhaps your generic thank you doesn’t tie back at all to the reason they gave.
  • Perhaps your thank you talks all about your organization, rather than about how your donor is a hero.
  • Perhaps your thank you focuses on the amount of their gift and its tax deductibility, and fails to mention specifically what it will accomplish.
  • Perhaps your email thank you lacks the personal touch you put into your mailed thank you letters.

Here’s the deal: Donors are looking for meaning. If your thank you and subsequent donor communications don’t give it to them, they’ll dismiss you and go look for meaning elsewhere.

All donors have questions they need you to answer for them. If you fail to answer these questions you fail to lay the groundwork for developing a positive, ongoing relationship.

Details

Are You Rocking Donor Retention 101?

It’s doubtful you are unless you’re making robust use of your donor database for this purpose.

In other words, you must make this a TOP priority.

Retention lives or dies in how effectively, or not, you use your database to support your relationship-building, loyalty-driving efforts.

If you think of your database as a largely undifferentiated mailing list, you’re not going to realize your potential to:

  • Boost renewal rates
  • Increase average gift size
  • Upgrade donors
  • Secure major and legacy gifts
  • Recapture lapsed donors
  • … and more!

Really, I just can’t bear to think of you not maximizing return on your investment. And that won’t happen unless you focus on donor lifetime value.  And lifetime value will be very, very small — unless you retain and upgrade donors over time.

There are 5 Keys to Donor Retention

Details
Persona

How to Use Donor Personas to Identify New Prospects

PersonaYou love your current donors, right?

You want more just like them, right?

The best way to find folks similar to your current supporters is to begin by creating a profile of who your best supporters are. So let’s go ahead and create a profile (aka “persona”) for your model donor.

Your Surprisingly Easy Way to Use Personas to Discover New Donors

Donor personas are hypothetical “stand ins” for your nonprofit’s actual donors. They enable you to stand in your donors’ shoes and think from their perspective – a pretty handy thing if you’re looking for people who might like to make an investment with your nonprofit!

Begin with demographics.  Then move on to psychographics.

Start with the basics.

Get out a sheet of paper and grab a pen.

Details
cheerleader

3 Ways to Remove Psychological Barriers to Philanthropic Giving

If you can remember this acronym, you’ll be able to persuade more donors to join you and stick with you. This is deceptively simple stuff.

And it really, truly works!

Give me a ‘D’ for DOUBTS!

Give me a ‘U’ for UNIQUENESS!

Give me an ‘E’ for EXPECTATIONS!

What’s that spell?

That spells what you must overcome to win over donors!

What’s that spell?

That spells what you owe your donors!

What’s that spell?

That spells what you must meet to show you’re worthy!

Ready to ‘D.U.E.’ it?

Let’s get started!

Details
Figure on treadmill

You Control Nonprofit Donor Retention

Are you caught in the trap of transactional fundraising?

Donors come in. Donors go out.

One-time gifts are here today, gone tomorrow.

It’s like being on a non-stop treadmill.  Just exhausting!

There’s a way to catch your breath, and even begin to enjoy breathing again.

Instead of continuing on as a transactional fundraiser, become a donor experience transformist!

Receipt of the gift is the beginning, not the end.

Before you can create a transformative donor experience, you must undergo a transformation of how you think about donor acquisition and retention. If your holy grail is simply getting the gift, you’re missing the point.

Details

2 Smart Strategies to Build Donor Relationships on LinkedIn

In How to Use LinkedIn to Give Donors a Reason to Connect with You we looked at ways to make folks want to learn more about you. Today we’re going to look at how you can bond with folks and make them receptive to becoming more involved and invested with your cause.

What I like about these strategies is they’re relatively easy and won’t consume a lot of your time. And the payoff should be big.

LinkedIn is a veritable treasure trove of opportunity that goes largely overlooked by most nonprofits. And that’s a shame!  In addition to being super useful for finding new prospects, researching existing donors and building your brand identity, thought leadership and credibility, it’s a virtual way to build relationships with folks when you can’t get up close and personal.

Details
Two business people meeting

How to Use LinkedIn to Give Donors a Reason to Connect with You

Are you Linking In?

If not, it’s time to take a new look at this social platform to appreciate it for the beneficial research and relationship-building strategy it can be for you.

I find it to be a highly under-utilized tool when it comes to building your nonprofit brand, establishing authority and credibility, researching and recruiting new volunteers, donors and employees, and building stronger relationships with your current constituents.

Today we’re going to talk about how to use LinkedIn to uncover new donor prospects and build donor relationships.

Not too much. Just four no-nonsense strategies. We’ll look at two more in my next article.

Details
Meeting over coffee

BIG Tips to Raise BIG Money for Your BIG Mission

If I had to tell you what you need to do to succeed with major gift fundraising in one sentence it would be this:

Identify major donor prospects… qualify them so you know they want to build a deeper relationship with you… cultivate them… visit with them… listen to them… reflect back to them what you heard… ask them for something specific that resonates with their passions… steward their gift and communicate in an ongoing way to make them feel like the hero they are!

Whew – that was a mouthful!

A shorter way to say this is: Meet with donors. Listen to donors. Ask donors.

See — it’s simple!

It’s definitely not rocket science. It’s just good old hard work. Satisfying and rewarding work. And it’s a type of work anyone can learn to do. [If you want to learn, please sign up for the next Certification Course for Major Gifts Fundraisers e-course . It may be the most important investment you make all year. Just one major gift will more than cover the cost].

Over my 37 years in fundraising, 30 of them working in the trenches as a director of development for organizations with budgets ranging from $1 – $40 million, I have asked for a lot of major gifts.  I know what works, and what doesn’t work. Today I want to give you:

(1) some of my best words of wisdom, and also

(2) answers to some of the questions folks frequently ask me .

I hope these tips will help you tweak your mindset and invigorate your systems so you can be more successful fundraising in the coming year!

Details