Why Your Nonprofit Fundraising and Marketing is Outdated

 

change same buttons 300x225 Why Your Nonprofit Fundraising and Marketing is Outdated

Fundraising and marketing have changed more in the past 5 years than the previous 50.

Philanthropy, Not Fundraising

For too many nonprofits something isn’t working. Change is happening at a rapid pace while people try to employ yesterday’s ‘best practices,’ seeming to work harder and harder to make do with less — while needing to serve more.

Before the digital revolution, an information imbalance existed.  This facilitated a one-way ‘push’ model of marketing/fundraising. We could define our own brand and sell it.  Guess what? Continue Reading

WARNING: Your Fundraising Communications are Too Pretty

Storyteller thumbs up 198x300 WARNING: Your Fundraising Communications are Too PrettyCreative is great. I see lots of beautiful newsletters, web pages and email appeals. They have great design, colors, photos and even videos. But they have a problem.Continue Reading

11 Steps to Turn Social Media into Fundraising Gold

Gold globe held aloft 300x279 11 Steps to Turn Social Media into Fundraising GoldBet you thought social media sucks for fundraising. Au contraire.

It can help you raise money big time – but only if you engage with purpose. Just like anything else, social media won’t help you meet your goals unless you know where you’re going with it. Out of context, social media exchanges are just transactions.

Ask yourself this question: What am I going to do to make this exchange mean something, now and in the future? Continue Reading

Your Secret to Mindblowing Fundraising – Improve Donor Retention Just 10%

mindblowing 176x300 Your Secret to Mindblowing Fundraising   Improve Donor Retention Just 10%

Double the value of our donors? That would be mind blowing, dude!

Imagine what it would mean to your mission if you doubled the lifetime value of all of your current supporters.

I recently listened in on an interview between Gail Perry and Jay Love of Bloomerang. It’s a great listen, and the two of them fired me up to write another post on the importance of focusing your efforts on donor retention.

Do you know even know what percentage of donors you’re retaining? According to Jay, less than 5% of fundraising offices know this answer!  So, you’re not alone.  But you can do better.Continue Reading

Philanthropy, Not Fundraising: I Have a Dream

Moonrise large Philanthropy, Not Fundraising: I Have a Dream

I have a dream…

I have a dream for 2014 – and beyond. I have a dream  this is the year your organization will move beyond defining yourself by what you’re not (nonprofit) and will begin to define yourself by what you are (social benefit). I have a dream  this is the year your people will move from an attitude of taking and hitting people up (aka “fundraising”) to a mindset of giving and lifting people up (aka “philanthropy”). I have a dream this is the year your staff and volunteers will move from enacting transactions to enabling transformation.

I have a dream you will push yourself and your organization towards transformative change. You will take the bull by the horns, adapt to the digital revolution and open yourself to the possibilities that change brings. You will give up on the static donor pyramid, ladder and funnel theory of engagement and put your donor at the center of a new, active engagement model that reflects the myriad ways people connect with organizations and causes today.

I have a dream you will learn who your best influencers  and advocates are and you will embrace them.  You will recognize you are no longer your best messenger. You will understand that many forces beyond you influence your donor’s decision to invest with you, and you will expand your thinking and operations from a one-dimensional to a multi-dimensional model.  You will allow your constituents to engage with you at multiple points of entry, and to move freely between these points during the lifecycle of their engagement.

Sun will rise Philanthropy, Not Fundraising: I Have a Dream

… the sun will rise…

I have a dream you will ask not what your donors can do for you, but what you can do for your donors.  You will recognize that they don’t serve you; you serve them. You will embrace the true meaning of philanthropy as love of humankind.  You will remember that your donors are humankind; you must love them if you want to be a part of philanthropy.  Otherwise, you’re just transacting business.

I have a dream you will reevaluate your raison d’etre.  You will ask yourself whether you’re in the business of selling, and you won’t answer cavalierly.You will not pat yourself on the back for being different than your for profit brethren.  You will not tell yourself that nonprofits are about mission and values and doing good deeds; whereas for profits are about greed and sales.  You will reevaluate why people compare ‘making the ask’ to ‘making the sale.’

I have a dream you will embrace your role as a salesperson, understanding how fundamentally human this is.You will understand that selling (the very definition of which is to exchange or deliver for money or its equivalent) is something that we’re constantly doing. And you will have an “ah ha” moment that this is also what fundraising is about — a value-for-value exchange.  A donor gives something of value (money or an in-kind good or service) and the charity returns something of value to the donor.  As Daniel Pink writes in his new book To Sell Is Humanthe ability to move others to exchange what they have for what we have is crucial to our survival and our happiness. It has helped our species evolve, lifted our living standards, and enhanced our daily lives. The capacity to sell isn’t some unnatural adaption to the merciless world of commerce.  It is part of who we are.

Parting clouds Philanthropy, Not Fundraising: I Have a Dream

… the clouds will part…

I have a dream you will come from a place of love, not need. When interacting with your supporters you will do more than tell folks how much money you require. You will consider how your supporters benefit and what’s in it for them if they invest with you. You will help people to value your accomplishments by assuring they understand your impact.  You will recognize that if you don’t demonstrate impact, then you can’t expect folks to worry what might happen were you to be unable to grow or, even worse, cease to exist.

I have a dream you will speak to peoples’ hearts; not just their heads. You will become aware that if the bulk of your communication with supporters is about numbers, finances and pie charts rather than stories of real people being helped, it will become increasingly difficult to expect anyone to care enough about your mission to invest in your success. You absolutely must clarify your stories and share them.

I have a dream your leaders will embrace a culture of philanthropy that engulfs your entire organization.  You will eliminate silos and include everyone in the transformative power of your mission. You will make sure that everyone associated with your organization is clear about the values you enact and has stories they can tell about the ways you help to repair our world. Philanthropy will become the glue that binds everyone together – every department and every volunteer – working towards a common goal.

Rainbow Philanthropy, Not Fundraising: I Have a Dream

… and it will be because of the light you shine.

I have a dream you will engage in philanthropy; not fundraising. You will embrace the fact that just as business has changed fundamentally, so must fundraising change fundamentally. You will accept that we’re all social businesses now; merely “transacting” no longer cuts it. You will agree that for too long fundraising has been approached as transactional – as being primarily about money – and that this approach results in fundraising being seen at best as an onerous chore; a necessary evil.  You will see that philanthropy is fundamentally social; it’s about love — and nothing could be more transformational.

I have a dream for 2014 – and beyond.  Do you share my dream?

Want to apply this dream — this culture of philanthropy philosophy — to securing more and bigger gifts this year for your nonprofit? This is your LAST WEEK to register for my new 6-week E-Course: Winning Major Gifts Fundraising Strategies for the small and medium-size shop. No more “hitting people up.” We’ll talk about setting achievable goals,  finding the right folks, meeting them,  moving them along a continuum and, ultimately,  inspiring folks to join you in your mission.  You’ll love this course — or your money back. Register by midnight PST January 25th to reserve your spot!

This article has been modified from an article originally published January 24, 2013 on Clairification.

Photos via Flickr:
55Laney69;lrargerich; Marc Crumpler

 

7 Proven Keys to Get Nonprofit Board Members to Give

Key to the heart 7 Proven Keys to Get Nonprofit Board Members to Give

It’s not about money. It’s about what’s in their hearts.

My first year as a nonprofit fundraiser was before social media, cell phones, email, computers and even FAX machines. I had never heard the term “information overload,” and I wasn’t distracted by interruptions every five minutes.  Why do I mention this?

Because in today’s fast-paced world we are often so bombarded with bells, whistles and flashing lights that we lose sight of the basics. We lose focus.

Back in the day, I focused.

My number one focus was our board of directors. I knew that before we could get others to give, the board needed to give. Passionately. Continue Reading

10 Reasons this Fundraising Appeal Hits it Out of the Ballpark

Home run 300x201 10 Reasons this Fundraising Appeal Hits it Out of the Ballpark

How to knock it out of the park with your fundraising appeal!

It’s not about the money. It’s about the mission and the impact.  This year-end fundraising blog post from 2013 by a recent nonprofit client of mine, One Justice, absolutely nails why we ask folks for support. It’s about what will happen if we don’t engage in fundraising.

I encourage you to read and consider the full post. For while we may be at the beginning of the calendar year, there’s no reason you can’t use the key elements of this approach year-round. It’s not just about the prose; it’s about the attitude.Continue Reading

3 Keys to Rethink Fundraising Risk and Reward in 2014

Guitar riff 199x300 3 Keys to Rethink Fundraising Risk and Reward in 2014

Are you ready to riff this year?

When should you take risks with fundraising? When you’re ready. Here’s what I mean:

You Can’t Riff Without a Guitar. News flash: You’ve got to do the basics before you improvise.

What’s on your playlist for 2014?  The rewarding gold standards like prospecting, asking and stewarding? Or riskier new events? Special campaigns? Extra social media?  You’re to be congratulated if you’ve got innovative ideas. It shows you haven’t lost your creative spark, and you’ve got gusto and passion for what you do. Bravo! But… wait… hold on a minute…

Before you get lost in the creative process, Continue Reading

Still Time to Get 7 Perfect Holiday Email Subject Lines

Email holiday Still Time to Get 7 Perfect Holiday Email Subject Lines

Will your email say “open me!” this holiday?

Still stuck for subject lines for your year-end emails?

The subject line is like the outer envelope for direct mail. It’s the window into your message. Make sure it’s wide open and gives a glimpse of something that grabs folks’ attention. Make it intriguing, urgent, exciting, compelling, emotional, shocking or funny. The more useful and specific it is the better.

In 15 Subject Line Examples for Your Holiday Email Marketing Ryan Pinkham provides inspiration that applies as well to nonprofits as to retail businesses.  Here are examples I particularly like, with thoughts about how you can use them to boost your year-end fundraising:Continue Reading

It’s Not All about Major Gifts: 10 Ways to Succeed with Small Gift Fundraising

Small gifts 210x300 It’s Not All about Major Gifts: 10 Ways to Succeed with Small Gift FundraisingToday I went to research something online and ended up viewing the first entry Google gave me – which was on Wikipedia. To my delight, I ran into an awesome fundraising campaign (this is an occupational hazard with fundraisers – we actually like and admire things like pledge breaks when they’re done well)!

Here’s what I found superimposed at the top of the screen:Continue Reading