nonprofit supply co. major gifts and engagement fundraising webinar
TRANSCRIPT
SHIFT NONPROFIT SUPPLY CO.
thegoodjourneypod.com
HOUSEKEEPING
● Slides and recording will be sent out later● Participate
○ Chat ○ Ask questions○ Social Media
■ @nonprofitsupply and/or @bradyjosephson■ #NPSCOWEBINAR
NEED HELP?
PRESENTER: GREG WARNER
Greg Warner is CEO and Founder of MarketSmart, a revolutionary marketing software and services firm that helps nonprofits raise more for less.
MarketSmart's innovative products and services use Internet tracking technologies to help fundraisers zero-in on the donors most likely to support their organizations with large, major or legacy gifts. In 2013, Greg coined the phrase "Engagement Fundraising" to encapsulate his breakthrough fundraising formula for achieving extraordinary results.
Greg lives with his wife and two children in Bethesda, Maryland. He answers his own phone and can be reached easily at [email protected].
AN INTRODUCTION TO ENGAGEMENT FUNDRAISING
HOW TO GENERATE
PLANNED GIFTS WITH
LESS MONEY
REDUCED RESOURCES
MORE AND
1- WHO IS THIS GUY?
2- ENGAGEMENT FUNDRAISING• Strategy• Tactics
3- EXAMPLES & LOW-COST IDEAS
TODAY’S AGENDA
WHO IS THIS GUY?AND WHY SHOULD WE LISTEN TO HIM?
greg warnerCEO & FOUNDER
BLOG
MY STORY
WHO IS THIS GUY?AND WHY SHOULD WE LISTEN TO HIM?
greg warnerCEO & FOUNDER
Wacky “marketing”? • Tons of direct mail• Spray marketing• One-way • Impersonal
• Poor “customer” service• Sold my name • Hard to opt-out• Challenge volunteering• Insulting/offensive
WHO IS THIS GUY?AND WHY SHOULD WE LISTEN TO HIM?
greg warnerCEO & FOUNDER
Donor
Marketer Caller
WHO IS THIS GUY?AND WHY SHOULD WE LISTEN TO HIM?
greg warnerCEO & FOUNDER
Lack of time
Qualifying prospects is very difficult
What do you want to know
Who to call?When to call?Why they care?What to say?
Not enough staff
Travel is time-consuming and expensiveTight budgets
Empathy for your challenges
STRATEGY
ENGAGEMENT FUNDRAISING
PARETO PRINCIPLE
ENGAGEMENT FUNDRAISING
Just 20% of the people own 80% of the land
THE 80/20 RULE
PARETO PRINCIPLE
ENGAGEMENT FUNDRAISING
THE 80/20 RULE
Among tax returns claiming charitable donations
17.3% accounted for
65.4% of U.S. charitable donation dollars
2012 U.S. Tax Returns Claiming Noncash Charitable Donations
Internal Revenue Service
MAJOR GIFTS & PLANNED GIFTS
ENGAGEMENT FUNDRAISING
DOES THE PYRAMID REALLY EXIST?Legacy Gifts
New high-dollar donors are more loyalRepeat high-dollar donors are more loyal
ENGAGEMENT FUNDRAISING
DOES THE PYRAMID REALLY EXIST?Legacy Gifts Other Legacy Gifts
• Staff• Volunteers• Facebook likes• Twitter followers• Infrequent donors• Non-donors• Others
ENGAGEMENT FUNDRAISING
8.5%
MARKETING BUDGET?
ENGAGEMENT FUNDRAISING
PLANNED GIFTS
ENGAGEMENT FUNDRAISING
ENGAGEMENT FUNDRAISING
4%
ENGAGEMENT FUNDRAISING
ENGAGEMENT FUNDRAISING
DONOR CHURN
www.fundraisingreportcard.com
ENGAGEMENT FUNDRAISING
ENGAGEMENT FUNDRAISING
ENGAGEMENT FUNDRAISING
WHY?NOT GETTING WHAT THEY WANT!
ENGAGEMENT FUNDRAISING
HOW CAN YOUGIVE DONORS WHAT THEY WANT?
GROW REVENUEAT LOWER COST?
ENGAGEMENT FUNDRAISING
STRATEGYFOCUS ON 80/20 PARETO PRINCIPLEMAJOR GIFTS & PLANNED GIFTS
MAKE HI-CAPACITY DONORS FEEL GOOD
MATCH WHAT YOU HAVE TO OFFER WITH WHAT SUPPORTERS WANT & NEED
LEVERAGE TECHNOLOGY FOR EFFICIENT ENGAGEMENT
BASICS
ENGAGEMENT FUNDRAISING
9 Similarities“Marketing” Relationships & “Real” Relationships
1. Trust is key nothing happens without it2. Relevant personalized3. Conversational human, not formal4. Two-way talking and listening5. Respectful polite, considerate and fair6. Valuable/meaningful benefits for both7. Easy and comfortable convenient and relaxed8. Multi-channel phone, email, face-to-face9. Strategic bad strategies = bad results
ENGAGEMENT FUNDRAISING BASICS
Mark Knapp’s Relationship Model
Mark Knapp literally wrote the book on interpersonal communication theories
Stages of a relationship
ENGAGEMENT FUNDRAISING BASICS
Awareness
Interest
Desire
Action
Reconsider
Gift received
$
Lead generation Gift discovery
Cultivation Gift discovery
Stewardship
Closure
FundraiserMarketing
Marketing expertise?
Marketing budget?
Annual fund?
Events?
Other?
Gift discovery
ENGAGEMENT FUNDRAISING BASICS
Aw
aren
ess
Inte
rest
Des
ire
Act
ion
Gift discovery & lead generation
Cultivation/stewardship
Closure
Fundraiser
Rec
onsi
der
Gift
rec
eive
d
$
Gift stewardship
CONSIDERATION CONTINUUM
ENGAGEMENT FUNDRAISING BASICS
ENGAGEMENT FUNDRAISING
ENGAGEMENT FUNDRAISING
TraditionalFUNDRAISING
PERMISSION&INBOUNDMARKETING
INTERRUPTIONMARKETING
ENGAGEMENT FUNDRAISING BASICS
STRATEGYBASICSTACTICS
ENGAGEMENT FUNDRAISING
LISTOFFERTIMINGCREATIVE
ENGAGEMENT FUNDRAISING
LIST
ENGAGEMENT FUNDRAISING
CONVENTIONAL WISDOM✓ Frequency of giving?✓ Recency of giving?✓ Longevity of giving? ✓ Total dollars given?
ENGAGEMENT FUNDRAISING
UNCONVENTIONAL WISDOM ✓ Engagement?✓ Involvement?✓ Family-oriented connection?✓ Passion / Why they care?✓ Commitment?✓ Childlessness?✓ Level of education?✓ Age?
LIST / CASELOAD SELECTION
www.fundraisingreportcard.com
Past giving and affinity
history
Wealth & demographic
screening
Who is most likely to act
ENGAGEMENT FUNDRAISING
Scoring360º donor profile
Engagement&
survey data
Past giving and affinity
history
Wealth & demographic
screening
Who is most likely to act now
ENGAGEMENT FUNDRAISING
WHO WHY
ENGAGEMENT FUNDRAISING
“Actionable intelligence”
“Digital body language” Tracked online &
email engagement
“Verbatims” Self-reported donor data
……………........…………………………
BETTER ENGAGEMENTS
ENGAGEMENT FUNDRAISING
LIST / CASELOAD SELECTION
Actionable intelligenceCapture verbatims and monitor digital body language
Recency, frequency & depth of engagement
InvolvementVolunteering? On the board or in a committee?
Life story & relationship with missionClinical connection? Family story? Personal history?
ENGAGEMENT FUNDRAISING
PROVIDE AN OFFER
ENGAGEMENT FUNDRAISING
LISTOFFERTIMINGCREATIVE
Offer value to get and keep prospects engaged
ENGAGEMENT FUNDRAISING
CONVENIENT
ENGAGEMENT FUNDRAISINGOffer value to get and keep prospects engaged
ENGAGEMENT FUNDRAISING
WEAK OFFERS VS. STRONG OFFERS
WEAK OFFERS
Update you
Buy you a cup of coffee
Download this helpful widget, calculator or tool
Take a donor survey to share your opinion
See the video about Jeff and why he made a gift
STRONG OFFERS
Tell your story
ENGAGEMENT FUNDRAISING
ENGAGEMENT FUNDRAISING
Honor, pay tribute to, commemorate someone you love dearly
Return address labels
Recipe
TIMING
ENGAGEMENT FUNDRAISING
LISTOFFERTIMINGCREATIVE
GOOD OFFER + BAD TIMING = POOR RESULTSBAD OFFER + GOOD TIMING = POOR RESULTS
GOOD OFFER + GOOD TIMING = BEST RESULTS
Timing
ENGAGEMENT FUNDRAISING
TimingOFFER A OFFER B OFFER C
Match the right offers with each
stage of the consideration
process
ENGAGEMENT FUNDRAISINGDONOR SURVEY
VOLUNTEERING OPPORTUNITY
MEETING OR AGREEMENT
Valuable offers –> Build awareness and generate interest for more engagement
More engagement –> Builds desire
Timing
Intense desire –> Leads to action
ENGAGEMENT FUNDRAISING
2017 201920182016 2020
Timing
When should you reach out to a prospect?
ENGAGEMENT FUNDRAISING
CONSIDERATION CONTINUUM
Engaged and considering?
ENGAGEMENT FUNDRAISING
CREATIVE
ENGAGEMENT FUNDRAISING
LISTOFFERTIMINGCREATIVE
Get them into the giving state of mind
ENGAGEMENT FUNDRAISING
HELP THEM FEEL GOOD! 9 Similarities“Marketing” Relationships & “Real” Relationships
1. Build trust 2. Be relevant 3. Be conversational 4. Enable two-way communication/feedback5. Be Respectful 6. Provide valuable/meaningful offers7. Make it easy and comfortable 8. Use multiple channels 9. Think strategically – Be smart!
Get them into the giving state of mind
Symbolic immortalityDesire to continue to live on after death
Autobiographical heroism Desire to be perceived favorably after death
Visualized autobiographySeeing one’s life from a third person perspective
Commemorative immortalityHonoring, recognizing or paying tribute to others
ENGAGEMENT FUNDRAISING
HELP THEM FEEL GOOD!
FOR LEGACY GIVING Help them get past their avoidance of the subject
Give them the “medicine” with good offers (like a spoonful of sugar)
ENGAGEMENT FUNDRAISING
Marketing automation-
follow-up with timely, relevant
messages
Examples of creative that works!ENGAGEMENT FUNDRAISING
Marketing automation-
follow-up with timely, relevant
messages
1
Examples of creative that works!
ENGAGEMENT FUNDRAISING
21
Examples of creative that works!
Marketing automation-
follow-up with timely, relevant
messages
ENGAGEMENT FUNDRAISING
321
Marketing automation-
follow-up with timely, relevant
messages
Examples of creative that works!
ENGAGEMENT FUNDRAISING
ENGAGEMENT FUNDRAISING
LOW-COSTIDEAS
NEW CONCEPTS
Employ “3-to-1 fundraising”
Report Offer AskSupporter name Thank ‘em results engagement again
Michelle Brown
www.imarketsmart.com/321
LOW-COST IDEAS
PIZZA PARTY MAJOR GIVING
STEWARDSHIP,
CULTIVATION & LEAD
GENERATION
ENGAGEMENT FUNDRAISING
LOW-COST IDEAS
INSERTS IN DONATION RECEIPT LETTERSBUILDING
AWARENESS &
GENERATING
LEADS
ENGAGEMENT FUNDRAISING
LOW-COST IDEAS
SOCIAL MEDIA ANNOUNCEMENTBUILDING
AWARENESS
ENGAGEMENT FUNDRAISING
LOW-COST IDEASPLANNED GIFT MARKETINGLARGE VISUAL DISPLAYS
BUILDING
AWARENESS
ENGAGEMENT FUNDRAISING
LOW-COST IDEASPLANNED GIFT MARKETINGUBIQUITOUS MESSAGES
• on emails;• business cards;• letterhead;• mailers;• reply forms;• booklets;• magazines;• articles;• photos;• banners;• invitations;• research reports;• website pages, etc.
Many of our supporters have made a gift to [organization name] in their will or estate plan.
Would you consider such a gift?
If so, it is important that you please be sure to use the following legal language:[Place language here]
[Tax ID # here]
BUILDING
AWARENESS
ENGAGEMENT FUNDRAISING
LOW-COST IDEAS
ASK YOUR BOARD AND VOLUNTEERSBUILDING
AWARENESS &
GENERATING
LEADS
ENGAGEMENT FUNDRAISING
LOW-COST IDEAS
ADS IN PERIODICALS WITH A REPLY DEVICEBUILDING
AWARENESS &
GENERATING
LEADS
ENGAGEMENT FUNDRAISING
LOW-COST IDEAS
BANNER ADSBUILDING
AWARENESS
ENGAGEMENT FUNDRAISING
Leverage technology
• Be more efficient• Engage more people at lower cost• Deliver relevant, personalized messages• Automate the cultivation process• Zero-in on the right people at the right time• Do more with less time & reduced resources
NEW CONCEPTS
ENGAGEMENT FUNDRAISING
SUMMARY
✓ Build awareness > Generate interest > Develop desire > Motivate action✓ Use “unconventional wisdom” for list selection✓ Construct an offer that delivers value✓ Try to send the right offer to the right person at the right time✓ Develop creative that entices engagement✓ Leverage technology to track and score engagement✓ Start with low-cost ideas and stewardship
greg warnerCEO & FOUNDER
THANK YOUFREE RESOURCES AVAILABLE AT:
imarketsmart.com
www.fundraisingreportcard.com