google tools and offline online integration st 2
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Toronto ConferenceTRANSCRIPT
© Pareto Fundraising 2010
How a Search Engine is Helping Charities Transform the Way they FundraisePart I: Tools and context
© Pareto Fundraising 2010
Part I: Tools and context
· Intro and a word on data
· Google insights for search and the death of the ‘prompted awareness survey’ *
· A bit on SEO
· A bit on Google AdWords
o Including some live ideas
· A bit about your website – not in depth; more about the need for stories, and what is the purpose of your site
· Part II: Digital in an offline world - Integrating digital into fundraising that works
· Acquisition – especially monthly donors
· Honeymoon period; what to do early days
· Ongoing and warm communications
· Email v mail in direct marketing
· The importance of brilliant copy
· Some resources that are really useful for you
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A bit about me
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ENVIRONMENTAL- How much is given
- Growth- Competition
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ANALYTICAL- Your Growth- Your donor
Behaviour-Used for targeting
ENVIRONMENTAL- How much is given
- Growth- Competition
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ANALYTICAL- Your Growth- Your donor
Behaviour-Used for targeting
ENVIRONMENTAL- How much is given
- Growth- Competition
PERSONAL- Transactions
- Legacy status- Pet name
© Pareto Fundraising 2010
ANALYTICAL- Your Growth- Your donor
Behaviour-Used for targeting
ENVIRONMENTAL- How much is given
- Growth- Competition
PERSONAL- Transactions
- Legacy status- Pet name
© Pareto Fundraising 2010
ANALYTICAL- Your Growth- Your donor
Behaviour-Used for targeting
ENVIRONMENTAL- How much is given
- Growth- Competition
PERSONAL- Transactions
- Legacy status- Pet name
STRATEGIC DATA
- informs
TECHNICAL DATA
- used
© Pareto Fundraising 2010
ANALYTICAL- Your Growth- Your donor
Behaviour-Used for targeting
ENVIRONMENTAL- How much is given
- Growth- Competition
PERSONAL- Transactions
- Legacy status- Pet name
STRATEGIC DATA
- informs
TECHNICAL DATA
- used
Facts not
anecdote!
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I
Focusgroups
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ANALYTICAL- Your Growth- Your donor
Behaviour-Used for targeting
ENVIRONMENTAL- How much is given
- Growth- Competition
PERSONAL- Transactions
- Legacy status- Pet name
STRATEGIC DATA
- informs
TECHNICAL DATA
- used
Bench-
marking
© Pareto Fundraising 2010
$0
$50,000,000
$100,000,000
$150,000,000
$200,000,000
$250,000,000
$300,000,000
$350,000,000
2000 2001 2002 2003 2004 2005 2006 2007 2008 2009
Individual Organization
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All areas of giving dropped in 2009, except for monthly giving which grew strongly. Cash in particular was incredibly vulnerable.
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$0
$50
$100
$150
$200
$250
2001 2002 2003 2004 2005 2006 2007 2008 2009
Mill
ions
Bequest Cash Regular GiftGross Income by Year - Individuals (All)
Aust/NZ charities weathered the financial collapse well. Bequests still dominate despite slowing down in comparison to monthly giving
‘Regular gift’ is Aussie for
‘monthly giving’
© Pareto Fundraising 2010
$0
$10,000,000
$20,000,000
$30,000,000
$40,000,000
$50,000,000
$60,000,000
$70,000,000
2000 2001 2002 2003 2004 2005 2006 2007 2008 2009
Direct Mai l Door to Door Emai l Face to Face Onl ine Other Phone Press Inserts Radio TV Unaddressed Unsol ici ted
Gross Cash Income – Channel
Cash income from DM dropped 15%. The question remains: how much is attributable to performance v decisions made?
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Cash income by channel of solicitation
$0
$10
$20
$30
$40
$50
$60
2001 2002 2003 2004 2005 2006 2007 2008 2009
Mill
ions
Direct Mail Face to Face Media Online Other PhoneIndividual Cash Income by Channel (All)
Online growing steadily year on year – but still tiny.
DM still remains major channel for cash recruitment.
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Why bother with digital!?
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Power of your website
More than 50% said they would not have taken further action if they had not first visited charity website
Integration is key
Source: toward e-engagement Nonprofits and Individuals Engaging online – Kellogg Foundation
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Toolbox
• Social Networking and Community Building
• Communication/Education and Stewardship
• Online donations and membership
• Event registration and management
• Prospect research
• Volunteer recruitment and management
• Advocacy and activism
Social Networking and Community Building
Communication/Education and Stewardship
Online donations and membership
Event registration and management
Prospect research
Volunteer recruitment and management
Advocacy and activism
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Offline
Online
Best PracticeRelevance
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It’s about action, not just $
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Part II: Multi Channel ApproachPart II: Digital in an offline world - Integrating digital into fundraising that works
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Its all about
Relationships…
Not technology
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The Individual Giving Pyramid
$60,065
$3,600
$25 x 12 = $300
$94
Bequest
Major Gift
Regular Giver
CashBequest
$795m
Cash
$473m
RG $421m
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All areas of giving dropped in 2009, except for monthly giving which grew strongly. Cash in particular was incredibly vulnerable.
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The monthly giving landscape
$0
$10,000,000
$20,000,000
$30,000,000
$40,000,000
$50,000,000
$60,000,000
2000 2001 2002 2003 2004 2005 2006 2007 2008 2009
Direct Mai l Door to Door Face to Face Onl ine Other Phone Radio TV Unsol ici ted
Monthly giving continues to grow in Canada, our benchmarking members have seen growth of 9% from $44m to $48m in 2009.
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0
5,000
10,000
15,000
20,000
25,000
30,000
35,000
40,000
45,000
2000 2001 2002 2003 2004 2005 2006 2007 2008 2009
Door to Door TV Face to Face Other Direct Mai l Radio Onl ine PhoneRG Recruits by Channel (All)
Street recruitment (face to face and door to door) still delivering most volume.
Street dominates ‘new’ monthlies
© Pareto Fundraising 2010
0
5,000
10,000
15,000
20,000
25,000
30,000
35,000
40,000
45,000
2000 2001 2002 2003 2004 2005 2006 2007 2008 2009
Door to Door TV Face to Face Other Direct Mai l Radio Onl ine PhoneRG Recruits by Channel (All)
Street recruitment (face to face and door to door) still delivering most volume.
Online monthlies hard to find
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Who are we looking for?
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Social Networking Sites
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Banner ads
Contextual Advertising
Social Networking Sites
ChannelIntegration
Outdoor
Face to Face
Websites / SEO
Offline PR
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Multi channel, multi stage
E-blast/emailpush
BannerAdvertising
Cold DM
Google AdWords
Other(ie. F2F "Failed
Sale" cards)
Micro site
1. Monthly Giving Ask
2. Telephone Capture
3. Survey
welcome call/e-communication
monthly givingconversion call
straightto mg
phone #plus survey
phone #(one week)
Monthly GivingProgram
Honeymoon Period
Regularcommunications
Email/sms/video
Stage 1Prospect Generation
Stage 2 Solicitation
Stage 3 Convert/Welcome
Stage 4 Honeymoon
(first 30 days)
OngoingCommunications
Appeals
Upgrades
Donor Care
Surveys
Stage 5 Ongoing
Communications
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Honeymoon
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Email v Mail
V
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Resources
• www.futurefundraisingnow.com/• Seantriner.blogspot.com• www.whichtestwon.com/• www.google.com/insights/search/#• www.google.ca/ads/• www.sofii.org• www.commonnow.com • www.paretofundraising.com/2009/09/call-t
hat-a-crisis-this-is-a-crisis/• Jonathongrapsas.blogspot.com