Wow Your Donors with Personalized Video

Wow Your Donors with Personalized Video

Wow Your Donors with Personalized Video

Video is incredibly powerful.  It can be an amazing tool for fundraising — especially for donor stewardship.

Everybody has a video camera these days … it’s built right into our smartphones.  You don’t need fancy equipment.  You already have it.  Just turn it on and say “thank you.”

Please watch the video above if you’d like to see a sample of what this looks like.

You can do this.  All you need is a smartphone, a message to share and email — that’s it!

Imagine sending personalized video emails to your donors simply saying “thank you” and showing your program in action.  Remember to use phrases like “you made the possible” and “we couldn’t do this without you” to make the donor the hero of your video.  Have you ever received one of these?  I bet your donors haven’t either.

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6 Sweet Ways to Show Donor Love

6 Sweet Ways to Show Donor Love

Jen Love and John Lepp of Agents of Good share 6 Sweet Ways to Show Donor Love …

#1 Remember that Your Donors Want to Feel Good

The part of the brain that lights up when you give to charity is the same part of the brain that lights up when you have sex and when you eat chocolate — it’s the pleasure center of your brain.  Giving feels good.  So always remember when you’re talking to your donors that they want to feel good and they want to help and fix something.  So, think of sex and chocolate and write your donors!

#2 Apply the 80/20 Rule to Your Mail File

If you take 20% of your file, they’re most likely giving 80% of your revenue.  With this group, mail them something special like a bigger envelope with lots of handwriting all over it.  If you follow the 80/20 rule and you produce this mail pack in house, it will do a lot better than mailing the whole file exactly the same thing.

#3 Use Fundraising Delighters

“Fundraising delighters” are things that you don’t expect to receive from the charities that you love but change your perspective on the experience.  This can be things like photographs, postcards and quick video updates.

#4 Create Paper Clip Moments

The power of the paper clip is that computers and machines cannot paper clip.  So, when a donor sees a paper clip they feel like there was a human involved with the creation of the mail piece.  It’s a very small touch, but it’s very meaningful.

#5 Always Maintain an Abundance Mindset

This one is more for you as a fundraiser, and it’s to always maintain an abundance mindset.  There is so much information out there and so much we can look at.  So, always keep your mind open to learning new things and surround yourself with people who will challenge you and keep you open to new things.

#6 Thank & Report Back With Double the Effort

When you ask your donors to give and then do so, you must thank them with double the amount of effort that you put into asking them.  And you have to report back on what you did with their giving.  Only then can you ask them again and repeat this cycle.  Make sure you ask them, make sure you thank them and make sure you report back to them on what you did with those funds.

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What are your thoughts?  Join the discussion in our private Facebook group, the Fundraising Fish Fry.  @fundraiserchad and the other 200+ fundraisers in the community would love to hear from you!

Want to keep on reading?  Here are most posts related to …

@fundraiserchad sends out great fundraising tips a few times each week.  Email subscribers also receive a FREE downloadable template, sample, checklist, etc. which is related to the tip and helps to fast track implementation. Want in?  Subscribe today!

Don’t Sweat Your Stewardship Events, Think Simple & Unique

Don’t Sweat Your Stewardship Events, Think Simple & Unique

Today’s focus is on donor receptions.  You need to say thank you to your donors.  And one of the best ways to do that is to invite them to something, like for a tour or to an event.

But a lot of fundraisers get too complicated with this.  My advice is to go simple.  Something like bagels in the morning in your conference room with the executive director is perfect.  It’s that simple invitation to come out your facility hear an update and be appreciated that donors are after — they don’t need a fancy reception with a big dinner.  A lot of them would rather have you spend those dollars on the mission that them.  So think simple and mission-based.

What’s my favorite way my favorite way to do a donor reception?  My favorite way is to invite your donors to your parking lot on a summer Friday afternoon for a hot dog or a burger or some barbecue. You put your executive director in an apron and a chef’s hat, have them flip burgers and just talk to the donors and say thank you as they come through the line.   It’s cheap and easy.  You throw your grill in your truck and you pick up some burgers and rolls over lunch.  It’s easy but it’s greatly appreciated and it’s different.  Everything is better in fundraising if it’s different.  If you can stand out from the crowd, it’s so much better.  So take that into consideration fundraisers, how can you be different and simple with your donor receptions?

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What are your thoughts?  Join the discussion in our private Facebook group, the Fundraising Fish Fry.  @fundraiserchad and the other 200+ fundraisers in the community would love to hear from you!

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@fundraiserchad’s Ultimate Guide to Stewardship & Donor Retention

@fundraiserchad’s Ultimate Guide to Stewardship & Donor Retention

How to Build a Simple Stewardship System that Boosts Donor Retention

What is Stewardship?

So what do we mean when we say “stewardship” in the context of fundraising?  Stewardship is defined as “the conducting, supervising, or managing of something; especially: the careful and responsible management of something entrusted to one’s care” (Merriam-Webster). It’s the second part of this definition that we as fundraisers should focus on:  “careful and responsible management of something entrusted to one’s care.”

The bottom line: we need to take care of a supporter’s donation by 1) doing what we said we were going to do with it, AND 2) telling them that we did 3) WHILE expressing gratitude.

A new term has emerged on the fundraising landscape in recent years to express this.  That term is #donorlove (note the hash tag, look it up on any social media platform when you need some inspiration).  According to fundraising guru Jen Love, #donorlove is putting “the donors at the heart of everything you do, at the heart of every interaction you have with them. Expressing what your donors make possible by giving to you, and making them heroes for the amazing things they achieve for your cause.”[1]

We must show our donors that they matter.  We must show them that we can’t change the world without them.  We can’t take them for granted.  We can’t view them as transactions or dollar signs.  We must constantly work to build deeper relationships with them.  We must convince everyone in our organization, regardless of their job title, to do the same.  We must build a culture of philanthropy at our organization.  Stewardship must be everyone’s first priority.

But why?

Why Donor Stewardship Must Come First

Donor stewardship must come first because it is the key to donor retention.  What is donor retention?  Donor retention simply means keeping your donors from year to year.  It is typically given as a rate or percentage.  Your donor retention rate is the percentage of donors you keep from year to year.

And now the bad news … the average donor retention for US charities was only 45% in 2017.[2]  That means that if the average US nonprofit had 100 donors at the end of 2016, they only had 45 of those same donors at the end of 2017!  Donors are leaving faster than the average charity can bring them on board.  You can do better.  You must do better.

Why are donor retention rates so poor?  It’s hard to pinpoint an exact answer, but here’s my theory … While most established charities know the importance of stewardship, it’s hard to find the time to do it well.  And guess what?  No one ever gets in trouble for not doing stewardship.  “You never found the time to write those thank you notes? No big deal.”  Or … “Impact letters are three months behind schedule?  That’s okay.”  For most bosses, as long as asks are going out and goals are being met, it doesn’t seem to matter.  But what you’re really doing is sabotaging your future fundraising efforts.  A lack of stewardship will prevent your donors from reaching their full lifetime value for your organization.  It will also put you on a constant search for more donors, as your current ones move on to other causes.

So what’s the solution?  You need to build a simple stewardship system that puts #donorlove on autopilot and shows your donors that they are more than dollar signs to your organization.  Stewardship activities need to be routine weekly standard business practices, not something that you do when you “have the time.”  Later on in this guide we’ll outline a simple system that will do just that for your organization.

But first, let’s make sure we’re stewarding the right donors.

WHICH DONORS SHOULD WE FOCUS ON?

Contrary to what some nonprofit executives and boards believe, not all donors are actually retainable.  Specifically, transactional donors are often extremely difficult to retain from year to year.  Transactional donors are your event attendees, raffle ticket purchasers, auction item buyers and peer to peer campaign donors.  The common thread with them is that they donated to purchase something or to support someone else, not necessarily because they care deeply about your organization’s mission.  While we should certainly attempt to retain transactional donors and educate them about our mission, they don’t warrant the same amount of effort as our relational mission-based donors.  These are the folks that care deeply about our mission and  would welcome a closer relationship with us.

You may also want to set a minimum donation amount (perhaps $50 or $100 and above) for donors to go into your enhanced stewardship system.  Below that they would still receive a standard gift acknowledgment letter and organizational correspondence – just not the personalized stewardship efforts that we’ll soon discuss.  This is a bit controversial as there is always the classic story of the $20 annual donor that leaves a $1 million bequest because they were treated well by the nonprofit organization.  The key here is to figure out your stewardship capacity.  What percentage of your relational donors can you steward and steward well?  Especially in small shops, it’s probably not everyone.

THE RULE OF 7

There’s one last research-based factor we need to consider before building our simple stewardship system. Research has shown that donors need to be contacted at least seven times between asks, or they feel over-solicited.[3]  This means that you need to reach out at least seven times between your solicitations with something that is not asking for money, or else donors are going to say, “You only ever contact me when you want money.”

So, we need to develop a schedule of creative donor touch points. What’s a touch point? A touch point is a positive non-ask communication with a donor. Seven may seem like a lot, but the beauty of this is that everything counts. Your immediate thank you counts. Your gift acknowledgment counts. An invitation to a free event counts. Your donor newsletter counts (if they read it).  The key here is to develop a system of touches, and schedule them so that you ensure that at least seven happen.

So now that we know what we need to do to make donors feel appreciated and not over-solicited, let’s build a simple stewardship system designed to ensure that systematic, regular stewardship and #donorlove takes place in our nonprofit organization.

A SIMPLE STEWARDSHIP SYSTEM

So, where do we begin? Our goal is to create a donor stewardship system that is triggered as soon as a donation is received and works to make sure a donor feels properly thanked and appreciated the whole way up until the time of their next donation. It should have mostly standard touch points but leave some flexibility so we can be creative and not come across as inhuman.  But the key will be making sure we reach that magic number of at least seven touch points before our next solicitation.

The other side of this is how are we going to do all of this if we work in a small shop?  What if your fundraising operation consists of just one person?  Or maybe it’s a volunteer that completes these tasks for your organization.  We need to organize our system in a way that there are scheduled daily, weekly, and monthly tasks that anyone can complete. This will allow us to put the system on autopilot so we can ensure that donor stewardship is always happening.  We’ll also know that we’re doing everything we can to boost our donor retention rate while we focus on finding new support for our organization.

So, let’s get started. Let’s say we receive a $100 donation from a new donor. What do we do next?

——————————————————————————————————————–What are your thoughts?  Join the discussion in our private Facebook group, the Fundraising Fish Fry.  @fundraiserchad and the other 200+ fundraisers in the community would love to hear from you!

Want to keep on reading?  Here are most posts related to …

@fundraiserchad sends out great fundraising tips a few times each week.  Email subscribers also receive a FREE downloadable template, sample, checklist, etc. which is related to the tip and helps to fast track implementation. Want in?  Subscribe today!

Make the Donor the Hero of Your Organization’s Story

Make the Donor the Hero of Your Organization’s Story

This post is a shout out to my fundraising writing mentor, Tom Ahern.  Tom specializes in applying the discoveries of psychology and neuroscience to the day-to-day business of inspiring and retaining donors.

About three years ago, I heard Tom say “your donors don’t care about your campaign goal” and it was transformative for me.  I had been putting campaign goals in my appeal letters for years (e.g. “We’re only $15,000 away from our goal, with your help we can meet it before our fiscal year ends!”).  But research has shown that donors don’t really care about our fundraising goals — especially prospective donors.  Yes, helping an organization reach their goal might be nice, but the goal doesn’t belong to the donor so in the end they just really don’t care about it that much.

But Tom has found that it goes a bit further than just your goals that donors don’t care that much about.  They don’t care all that much about organizational accomplishments either.  Things like be re-accredited, finalizing a new strategic plan or hiring a great new staff member seem like big reportable news stories, but in the end donors aren’t that interested.  Thanks for crushing our dreams, Tom!

So what do donors care about?  They care about themselves.  Not in a selfish way, but in how they help your organization succeed.  They want to know what difference their support makes.  The impact their donation has on your ability to fulfill your mission.

Another great line and tactic by Tom is to “make the donor the hero of your organization’s story.”  This is actually pretty easy to do, you just use the word “you” a ton throughout your correspondence.  Lines like “With your support …” and “Because of you  …” are great ways to say what happened, but to clearly state that it’s the donor that made it happen.  They are the hero of this story, not you or your organization.  Without them, none of it would be possible.

So take a look at your last appeal letter and see how you did.  When I review letters for clients, about 50% of them still talk about the campaign goal and 80% of them don’t have enough “yous” in the text.


What are your thoughts?  Join the discussion in our private Facebook group, the Fundraising Fish Fry.  @fundraiserchad and the other 200+ fundraisers in the community would love to hear from you!

Want to keep on reading?  Here are most posts related to …

@fundraiserchad sends out great fundraising tips a few times each week.  Email subscribers also receive a FREE downloadable template, sample, checklist, etc. which is related to the tip and helps to fast track implementation. Want in?  Subscribe today!

Stop Showering All of Your Donors with Love

Stop Showering All of Your Donors with Love

In this guest post for fundraising expert Michael Rosen, I talk about the difference between relationship fundraising and transactional fundraising.  My biggest takeaway from the 2016 Association of Fundraising Professionals International Conference (in Boston) was that these two fundraising theories can, and should, coexist in the same fundraising plan/shop.

Please give it a read and let me know your thoughts:

https://michaelrosensays.wordpress.com/2016/04/06/stop-showering-all-of-your-donors-with-love/


What are your thoughts?  Join the discussion in our private Facebook group, the Fundraising Fish Fry.  @fundraiserchad and the other 200+ fundraisers in the community would love to hear from you!

Want to keep on reading?  Here are most posts related to …

@fundraiserchad sends out great fundraising tips a few times each week.  Email subscribers also receive a FREE downloadable template, sample, checklist, etc. which is related to the tip and helps to fast track implementation. Want in?  Subscribe today!

The Secret to Sending Prompt Thank You Notes

The Secret to Sending Prompt Thank You Notes

When we meet with a donor, prospect or volunteer, especially for the first time, we fundraisers have the best of intention of sending a thoughtful hand-written thank you note. We truly appreciate the gift of time that the individual has given us and we want to sincerely thank them for it.  Plus, we know that most people don’t get many thank you notes, especially hand-written ones, and we know the impact that they have on the recipient.

But what typically happens?  That’s right … life happens.  We go to back to the office and get buried in the flood of emails that piled up while we were away.  Or we head home and go right into dinner prep and homework help.  Even if we add “Write thank you note to Susan” to our to do list, three days often go by before we get to it — and promptness is a big key to success with thank you notes.

So, what’s the solution?  Keep a set of thank you cards and pre-stamped envelopes with you at all times (in your briefcase, car, purse, etc.).  Immediately after a meeting, do not create an electronic reminder to send a follow up note, which inevitably will be postponed so many times as to become late and ultimately obsolete. Instead, at the very moment you think of it, reach in your bag, grab a ready-to-mail card and complete it. The details of your message will be fresh in your mind and it will be effortless.  If you struggle with what to write, here’s my guide to writing three sentence, three minute thank you notes.

One additional tactic that I often use is to pre-address the thank you note while I’m waiting to go into a meeting and lay it on my passengerPicture1 seat.  Then it’s the first thing I see upon returning to my car and it’s easy to quickly rattle it off.  When I get back to the office or home it is immediately dropped in the outgoing mail.

Having a supply of pre-stamped thank you cards with you at all times will make sending your thank you notes much easier — almost effortless.  It will be one less point of stress in your day that will make a big difference with your donors.

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What are your thoughts?  Join the discussion in our private Facebook group, the Fundraising Fish Fry.  @fundraiserchad and the other 200+ fundraisers in the community would love to hear from you!

Want to keep on reading?  Here are most posts related to …

@fundraiserchad sends out great fundraising tips a few times each week.  Email subscribers also receive a FREE downloadable template, sample, checklist, etc. which is related to the tip and helps to fast track implementation. Want in?  Subscribe today!

Ban Window Envelopes from Your Fundraising

Ban Window Envelopes from Your Fundraising

Window envelopes and fundraising just don’t mix.  Period.

The key to fundraising is to build relationships.  Window envelopes don’t build relationships.  Window envelopes tell people that they have a bill to pay or someone is trying to sell them something that they probably don’t want.

No place is this more true than with gift acknowledgments and thank you letters.  If we had the time, we’d hand address these and make them as personal as possible.  Window envelopes take them in the exact opposite direction.  Even if you are seeking payment on a pledge or sending an acquisition appeal, window envelopes are not a good option.

Because of the philanthropic community’s focus on nonprofit efficiency and low expense ratios, the temptation to use window envelopes is always there.  They are a less expensive option since they save the cost of printing addresses on the envelope and any hand matching that would need to be done between the letter and the envelope.  Most print reps will suggest this to you as a way of cutting costs.  However, you need to say “NO” — the connotation is not worth the cost savings.

While this is all backed up by research and window envelopes do decrease donor response, that’s really not the key factor here.  What’s important is how you make your donors feel.  Window envelopes should come from your donor’s water company, not from a cause that they are passionate about.  And if they are giving despite your behavior/treatment, it certainly won’t inspire them to give more.

So, isn’t it time to remove window envelopes from your office?  That’s actually a fun Friday afternoon activity … go find all of the window envelopes and hide/pitch/burn them!  I don’t even like nonprofit accounting departments using them … it’s an organizational culture kind of thing.  It’s one time where the efficiency gained is not worth the price you end up paying.


What are your thoughts?  Join the discussion in our private Facebook group, the Fundraising Fish Fry.  @fundraiserchad and the other 200+ fundraisers in the community would love to hear from you!

Want to keep on reading?  Here are most posts related to …

@fundraiserchad sends out great fundraising tips a few times each week.  Email subscribers also receive a FREE downloadable template, sample, checklist, etc. which is related to the tip and helps to fast track implementation. Want in?  Subscribe today!

How to Write 3 Minute Thank You Notes

How to Write 3 Minute Thank You Notes

We all know the importance of a prompt, genuine, hand-written thank you note after a donor visit or other key interaction.  However, getting that thank you note written and in the mail can be a challenge given the other demands on our time.  Here’s a key tip and a simple process to make it easier …

First of all, make sure you always have a stack of thank you notes with you.  Keep a stack in your office, keep a stack in your briefcase, keep a stack in your car, etc.  Also, pre-stuff them in their envelopes with a business card (but don’t seal them), and pre-stamp the envelope.  One of my favorite hacks is to pre-address the envelope before going into my meeting and then leave it on the passenger seat of my car.  It’s the first thing I see after my meeting and it takes just two more minutes to finish the note.

But what do you write in that note?  You want something that’s efficient, but doesn’t make you sound like an insincere robot?  Here’s a simple three sentence formula for foolproof thank you notes:

sentence 1 = what you saw / what happened
sentence 2 = the impact of what you saw on you or your organization
sentence 3 = what you appreciate about the person’s role in what you saw

Let’s take a look at an example that I actually wrote last week:

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Putting these steps into practice will turn writing a thank you note into a three minute process for you.  One minute of prep (pre-stuffing, pre-stamping, pre-addressing) and two minutes of efficient writing.  And those will be three minutes well spent that make quite the impression with your donors and key contacts.  Just think, when was the last time you actually received a hand-written thank you note?

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What are your thoughts?  Join the discussion in our private Facebook group, the Fundraising Fish Fry.  @fundraiserchad and the other 200+ fundraisers in the community would love to hear from you!

Want to keep on reading?  Here are most posts related to …

@fundraiserchad sends out great fundraising tips a few times each week.  Email subscribers also receive a FREE downloadable template, sample, checklist, etc. which is related to the tip and helps to fast track implementation. Want in?  Subscribe today!