Donors

This might be a bit of a scary blog. (Especially if you’ve already watched the U.K. video…)

Two fundraising strategies that work… Face-to-face fundraising (street fundraising) and Monthly giving…

In the U.S. neither of these strategies is used much. (So just imagine if your organization stepped up to the plate and did either or both!)

Australia raises $9 billion per year with street fundraising. I wonder how much France raises from street fundraising? I always encounter street fundraising in Montpellier, on the Mediterranean Sea. (And in Great Barrington, Massachusetts!) And how much money do NPR and PBS stations make through monthly giving here in the U.S.? Lots, I suspect.

Now for a good laugh from a U.K. video about street fundraising…affectionately called chugging in the U.K. (which means charity mugging!) Thanks to The Agitator. After you watch this video, then learn the right stuff for this fundraising strategy.

And how about monthly giving? Pay attention to on-air fundraising for both public radio and public television, talking about sustainers. Read monthly giving books by Harvey MacKinnon and Erica Waasdorp.

Only 5 months into the new year. Maybe 2015 is the year to launch either (or both) of these fundraising strategies? Maybe 2015 is the year to do some research and think about possibly launching either (or both) of these strategies in some manner at some point, maybe.

I like Fraser Green. He’s interesting and cool.

I respect Fraser’s work and that of his teammates at GOOD WORKS. (And this company uses cute photos. Remember, there is a biological concept called the “cuteness factor.” It stops parents from killing their young. Like dinosaurs and lions. And…)

So here’s some good GOOD WORKS stuff:

• You’re passionate about your nonprofit’s cause. But, as Good Works says, you’re heading for “the perfect storm.” Because then you start educating! Stop trying to educate me! It’s offensive and patronizing and and… (That was me talking.) Good Works says it like this: “When you’re asking for money, don’t start explaining and teaching.”

• And check this out: A Curated Collection of Charity Websites, posted on the Good Works website.

• Check out their white papers. Research about things like: State of the Canadian web. (I’ll be non-Canadians could learn stuff, too!) Legacy marketing overview. And more.

• Most definitely read Iceberg Philanthropy: Unlocking Extraordinary Gifts From Ordinary Donors (about bequests) by some Good Works people, Fraser Green, Jose van Herpt and colleague Beth McDonald. So very useful! I love this book.

• Read Fraser’s book 3D Philanthropy (Make your donors love you by connecting with their minds, hearts and souls.)

The Rijksmuseum in Holland told a story…. The purpose wasn’t fundraising…. The purpose was to get people to go to the museum.

So the museum decided – first – to take the art to the people. Back when I was the director of an art center, we put up original local art in the Burger King. And people voted for their favorite and and and … That was 40 years ago.

So back to the Rijksmuseum and taking the art to the people… IN THE MALL…

The museum took one painting of Rembrandt – dated 1642 – called “Guards of the Night.” And….

Well, I don’t want to tell you what…

Click here. Watch this marvelous filming of what happened.

Then…Think about how your organization tells its stories. Its client stories. It’s donor stories. Whatever story…

And, make sure you read Paul Zak’s neuroscience research about brains and oxytocin. Check out “Why Your Brain Loves Good Storytelling.”

Hi. It’s moi (me) again. Yes, I’m still in France. The guests have left. (We had such fun with sister and cousin and their respective in-law partners.)

So now it’s email every day. And I read a lot and then I want to share with you. So here goes….

Some more research:

• Ah, fundraising and technology. Check out this research,  2014 Fundraising Technology Trends. In this study with fundraisers, 80% believe that “better technology leads to more effective fundraising.” You’ll also find info about specific tech strategies, software, etc. — all focused on fundraising.
• Did I already tell you about the newest research from the Nonprofit Research Collaborative? Check out their  “Nonprofit Fundraising Study – Mid-year Update (January – June 2014).” This regular study reviews charitable gifts for Canadian and U.S. charities.

Here are some keepers for all us nonprofit organizations, we leaders, us fundraisers… And some short little things to read and share with your colleagues. Please. Please. S’il vous plaît. Share these with your staff colleagues at an all-staff meeting. Help your program staff and the receptionist and the janitor understand staff.

• Jeff Brooks and Baby Boomers.… We Boomers are a big group and we are many of your donors. And, by the way, we have 70% of the disposable income in the U.S. So how are you doing with us?
• Jeff Brooks tells us to read the great blog series: “Donors Are Your Mission, Too.” Read more at the Veritus Group. Face it people! The real “game changer” is donor centrism, which produces loyalty.
• Stop that darn brand conversation – or at least reshape it! And watch out for awareness and visibility. Please please. Read Jeff Brooks’ “we exist” blog. And make sure you read his blog about awareness campaigns. And then read Sean Triner’s awareness piece at 101Fundraising.
• Check out this great op-ed piece about sponsorships in the 10-22-14 NYT…Any applicability to nonprofits? Because I can think of one in particular!

Short little things to read. Good powerful little things to share. Please please please ….. S’il vous plaît. Share these things with your staff colleagues … Like at the all-staff meeting. This stuff is great to help your program staff and the receptionist and janitor understand stuff. And for your board members, too.

All these people are your ambassadors and your partners in philanthropy and fundraising. Ambassadors… So here’s a great one about brand ambassadors from Seth Godin. I hope you read Seth regularly. Yes, his comments are useful for fundraising and any business and pretty much most lives. Everyone is a brand ambassador for your charity. Everyone!

And there’s more! 

• What would be a resource list without our friends Roger and Tom at The Agitator. Check out the extinction of donor Sapiens. And then go to the original inspiration by Francesco Ambrogetti at 101 Fundraising. Check out 101 Fundraising. It’s pretty darn cool.
• Now here’s an interesting question: “Do Twitter and TV Shrink Your Brain?” And how about all that multi-tasking? Check out Roger Dooley’s update. Subscribe to his free e-news, www.neurosciencemarketing.com.
• Have you had that gift acceptance talk with your board? I mean a really engaging conversation at various levels with various committees and with staff. And then a board-level decision. Check out this article from the Nonprofit Quarterly.

Every single one of these items could be a good conversation starter at your organization. Leaders stimulate conversations. Leaders bring in strategic and cage-rattling conversations to generate perspective and engage in meaningful conversation.

Yes, there is time to have these conversations. Yes, there is time to use conversation as a core business practice. If you cannot find / make the time… then what are you doing?!

Okay. That’s it. Back to vacation.

Do you want to raise more money? Do you want to build donor loyalty?

If you do….

I already told you to read Roger Craver’s new book, Retention Fundraising: The New Art and Science of Keeping Donors for Life.

AND NOW… You must read Storytelling Can Change the World by Ken Burnett. Why?

Here’s what Roger Craver says on the front of Ken’s book: “To hell with statistics, policy pronouncements and self-absorbed institutional tripe. The world needs stories, transformational stories that move audiences to action that can change the world. This book shows us how.”

Ken is the first user of the term “relationship fundraising.” And you have to read that book of his. Ken is the inventor of the Showcase for Fundraising Innovation and Inspiration. And you have to visit SOFII regularly.

Ken covers such topics as:

• Why we tell stories
• The best sales opportunities you’ll ever have
• The story of a story
• Understanding your audience
• Cornerstones of successful storytelling

We can do this! Go!

Now to the ice bucket challenge.

Notice how long it’s taken me to comment.

Everyone is writing about the ice-bucket challenge. Part of me says … so why would I? On the other hand, why not?

My opening comment: Yes, yes, yes. Amazing. Stunning.

The ice bucket challenge raised millions and millions of dollars. So much money that it doesn’t matter (I suppose) if any of the participants become real donors rather than gimmick responders.

My earliest thought was: “Yippee. ALS raised some one-off money. But will the donors renew or were they just playing the game?”

But the reality is, ALS raised sooooo much moonneeyyy… That actually transitioning into donors (more than a one-off game participant) doesn’t matter much. That’s my perspective today.

BUT! And this is my constant ongoing worry based on what I see all the time: For heaven’s sake… please let’s not think that it’s okay just to do one-off gimmicks and forget about donor retention.

For example, consider slacktivism: Read Seth Godin’s great blog about ice and slackers. And watch out for the weasels that Jeff Brooks’ thinks are coming. And check out The Agitator’s September 5 ice bucket versus leaky bucket.

Now every NGO is going to try to invent a gimmick that goes viral. But how often do things go viral – not very often! So how much time will organizations invest in creating a gimmick? What will be the opportunity cost?

Where is the long-term thinking and strategizing? Neither fundraising nor relationships nor life have Twitter versions. Fundraising and donors and people and relationships and living and life and… is more than Twitter…is more than a blog…is more than an ice bucket.

How about all those “likes” on your organization’s Facebook page? Are the likers giving you money? How about that peer-to-peer fundraising? Did my mom give your charity a gift after I no longer got her to do so because she’s my mom?

How many more ice-bucket challenges will there be that actually work…and raise so much money that retention doesn’t matter? Just because there is technology and social media and the internet and and … Does that mean that everything we really know…like loyalty…can be ignored?

I hope not.

I’ve told you before: I collect quotations … and have since I was a teenager. Notebooks full. And from various sources …. romance novels, spy and police action, science fiction fantasy, serious literature, business books, etc.

I use quotes to inspire myself. To include in articles and start chapters in books. I use quotes in my workshop handouts.

So here are some favorite quotations about relationships and relationship building. Maybe you’ll find a use for them – even if it’s “just” inspiration!

“Relationship fundraising is an approach to the marketing of a cause which centres not around raising money but on developing to its full potential the unique and special relationship that exists between a charity and its supporter. Whatever strategies and techniques are employed to boost funds, the overriding consideration in relationship fundraising is to care for and develop that special bond…” [Relationship Fundraising: A Donor-Based Approach to the Business of Raising Money, 1992]

Sir Denys Lasdun, English architect said, “The architect’s job is to give a client not what he wants but what he never dreamed that he wanted; and when he gets it, he recognizes it as something he wanted all the time.” Just substitute “fundraising” for “architect.”

“You’ll have more fun and success when you stop trying to get what you want and start helping other people get what they want.” [Dale Carnegie, 1930s American self-help guru, How to Win Friends and Influence People]

“Everything is a tale. What we believe, what we know. What we remember, even what we dream. Everything is a story, a narrative, a sequence of events with characters communicating emotional content. We only accept as true what can be narrated.” [Carlos Ruiz Zafón, The Angel’s Game]”

I hope you find these tips useful – and even curiously enjoyable.

1.  Over and over I hear about the increased giving through social media, through an organization’s website. But is this giving? Or are people just paying through your website. Were they actually solicited through direct mail or telephone or? “Giving” and “paying” are a distinction that makes a big difference. Read this:  The Agitator Communication Versus Transaction.

2.  Read Norma Cameron‘s A Fundraiser Bill of Rights, posted on SOFII. Thanks, SOFII for sharing this globally. Tom  and I talked about writing one but never got around to it. Wow. Norma! This is great!

3.  Have you seen Every Annoying Conference Call — if it were in real life.  This is sooooo funny and sooooo true and sooooo frustrating.

4.  Check out Pamela Grow’s e-news, February 27, 2014: The cult of donor-centricity. This is sooooo good!

5.  And finally, for today, check out social psychologist Amy Cuddy’s Ted Talk: Your body language shapes who you are. Remember that old saying, “Fake it till you make it.” And check out Albert Mehrabian’s communications research:

• 7% of message pertaining to feelings and attitudes is in the words that are spoken.
• 38% of message pertaining to feelings and attitudes is paralinguistic (the way that the words are said).
• 55% of message pertaining to feelings and attitudes is in facial expression.

I figure we all know the power of words. Certainly fundraisers do! (Or should…)

But are we always mindful of the words we use?

Do we think before we speak, worrying that someone might overhear and misinterpret – or be offended?Do we ever consider that our behavior might start reflecting our vocabulary?

Phrases like “low-hanging fruit” or “hit up that donor” or?

Tony Elischer, U.K. colleague, wrote an interesting article called “The New Lexicon of Fundraising, 2014 and Beyond…”

It’s well worth a read. Makes you think. (And Think Consulting Solutions is the name of Tony’s firm.)

By the way, this is a good paper to share with your development colleagues and your boss and board. Engage people in conversation. That’s how learning happens. And learning produces change.

Think like a fundraiser, feel like a donor. Very nice blog at Hillborn. Canadian publisher and e-news and blogs and… The author of “think/feel” is Jose van Herpt at Good Works. And she is co-author of a great book on bequests, Iceberg Philanthropy.

For ever-reliable nagging (absolutely necessary!) about measures (key performance indicators/KPIs), read www.theagitator.net. I really like this one at this moment. Lifetime value (LTV) anyone? I sure home so.

For small development offices, read The Grow Report. Good tips. Good resources. Pam knows what you’re trying to do. And here’s a reference from Pam, “a beautiful, thought-provoking piece from Richard Perry of Veritus. Listen to me please.” And Pam asks us, are you listening to your donors? Really?

Read this interesting article by Mark Hierlihy, CauseMark, about selfies. I’m so bored with the focus on self. But when Mark talks about capturing special moments…and the possible use for NGOs…pretty cool!

I’ve said it before – and I say it again, “Social media (and technology) are not the answer to all life’s problems.” In fact, technology and social media are getting to be a problem. Have you seen the “get off the phone video“?

Here’s an interesting question: Do you see your donor services staff as a cost center or profit center? Check out the conversation at The Agitator, 01-13/14.