Legacy Marketing
Old Media? New Media?
        Social Media?
     “It ain’t what you do
it’s the way that you do it!”
    ...
The traditional model
Traditional v New Media?

Traditional =
  Printed
    Literature
    Materials (posters, promotional items, etc)
  Newslet...
Traditional v New Media?

Traditional =
  Will-writing opportunities e.g. Make a Will
  Week
  Legacy events
  Talks to lo...
The New Model
Traditional v New Media?

New Media =
 Internet & new technologies
 Websites
 Social media (Web 2.0)
 Accessible informati...
Traditional v New Media?

Not one model needed, but both:

        Complementary

 Giving increased donor choice

 Appeali...
Using New Media

Changing demographics – changing users
  In May 2007 the over 55s were close to
  becoming the biggest gr...
Silver Surfing is here to stay?
New Media
Silver Surfing is here to stay!
  The Baby Boomers are re-shaping parts of the
  Web
  When Saga launched a tria...
Promoting legacies on the ‘Net

Evidence shows, we’re pretty poor at this:
  Bluefrog’s recent research revealed:
     87%...
So what are the new opportunities
   for legacy marketing online?
No space restrictions
  Easy to expand: e.g. human inter...
A legacy micro-site?
One way to improve the online promotion
of legacies would be to create a legacy
micro-site within you...
New opportunities for legacy
       marketing online
Using new technologies available
  How many of you use short video cl...
Other new approaches:

Have you looked to see how many In
Memoriam sites there are now?
  Sites with different purposes
  ...
New approaches to In Mem

Some people like to remember as part of
their healing or bereavement process
  So could we provi...
Pendleside Hospice’s Facebook Group
Page
 They launched it in Nov 2008
 They didn’t advertise it
 It’s been growing virall...
St. Gemma’s Hospice:
             Gardens of Hope
http://www.st-gemma.co.uk/gardensofhope/main.htm
  Provides another opti...
Further In Mem opportunities
 A place where people could upload their
 favourite photo’s, like on Flickr or the In Mem
 si...
Further new approaches

Legacy administration as a marketing tool
  The difficulty in knowing how to engage with
  the nex...
New approaches
Mark’s idea was for charities to offer to publish
short obituaries in their newsletters
  However, that wou...
New approaches

It turns out that obituaries are the second
most read web pages of newspapers
  Each charity would have to...
Online Will-writing service

Totally Free Wills
  A new service for charities of any size
  Only uses Law Society register...
What about social media?
These free online applications offer new
opportunities to explore
  We’ve seen how Facebook, YouT...
Have you blogged lately?
Blogging offers a way to communicate in depth
with your supporters
  It’s open and honest
  It ma...
Finally…

Treat every enquirer as a pledger
  Surely it is our duty to make every supporter
  or potential supporter feel ...
However, you must remember to:
 Make pages accessible to all – offer font
 enlargement & don’t overlay text on graphics
 O...
It ain’t what you do
  it’s the way that you do it!


           Because?


That’s what gets results!
Thank you

      Graham Richards
       Freelance Fundraiser

 graham@freelancefundraiser.co.uk
Web: www.freelancefundrais...
Legacies   Old Media New Media Nahf Conf March 09
Legacies   Old Media New Media Nahf Conf March 09
Legacies   Old Media New Media Nahf Conf March 09
Legacies   Old Media New Media Nahf Conf March 09
Legacies   Old Media New Media Nahf Conf March 09
Legacies   Old Media New Media Nahf Conf March 09
Legacies   Old Media New Media Nahf Conf March 09
Legacies   Old Media New Media Nahf Conf March 09
Legacies   Old Media New Media Nahf Conf March 09
Legacies   Old Media New Media Nahf Conf March 09
Legacies   Old Media New Media Nahf Conf March 09
Legacies   Old Media New Media Nahf Conf March 09
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Legacies Old Media New Media Nahf Conf March 09

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Legacies Old Media New Media Nahf Conf March 09

  1. 1. Legacy Marketing Old Media? New Media? Social Media? “It ain’t what you do it’s the way that you do it!” Graham Richards Freelance Fundraiser
  2. 2. The traditional model
  3. 3. Traditional v New Media? Traditional = Printed Literature Materials (posters, promotional items, etc) Newsletters Direct mail Advertising
  4. 4. Traditional v New Media? Traditional = Will-writing opportunities e.g. Make a Will Week Legacy events Talks to local groups Focus groups with users, etc Use of local media
  5. 5. The New Model
  6. 6. Traditional v New Media? New Media = Internet & new technologies Websites Social media (Web 2.0) Accessible information Interactive Visual (use of images, still and moving) Online services
  7. 7. Traditional v New Media? Not one model needed, but both: Complementary Giving increased donor choice Appealing to wider audiences
  8. 8. Using New Media Changing demographics – changing users In May 2007 the over 55s were close to becoming the biggest group in the UK using the Internet The Baby Boomers increasingly look to the Web for information and purchasing The new Social Media is no longer the sole domain of the young
  9. 9. Silver Surfing is here to stay?
  10. 10. New Media Silver Surfing is here to stay! The Baby Boomers are re-shaping parts of the Web When Saga launched a trial run of its Saga Zone website, about 13,000 people signed up within days (it now has 54,000+) Banks recently saw a 275% increase in over 65s using online banking They’re even into online dating…
  11. 11. Promoting legacies on the ‘Net Evidence shows, we’re pretty poor at this: Bluefrog’s recent research revealed: 87% of charity websites needed 2 or more clicks to access legacy webpages 32% of charity sites need 3 or more clicks 82% don’t offer text enlargement 47% no active email contact link 80% don’t offer legacy downloads (forms, etc)
  12. 12. So what are the new opportunities for legacy marketing online? No space restrictions Easy to expand: e.g. human interest stories information about your charity & its work and why people should leave you gifts in Wills inclusion of forms and other literature to print or download
  13. 13. A legacy micro-site? One way to improve the online promotion of legacies would be to create a legacy micro-site within your existing website This has the advantage of keeping your website style and navigation The micro-site would be built to meet all the recommended “industry standards” Here’s one I created for Perennial
  14. 14. New opportunities for legacy marketing online Using new technologies available How many of you use short video clips on your website? These could say a lot to potential legators It expands the amount of information conveyed And conveys it in a way people are familiar with
  15. 15. Other new approaches: Have you looked to see how many In Memoriam sites there are now? Sites with different purposes Some free, some with subscriptions Some with human connections if needed Here’s just a small selection:
  16. 16. New approaches to In Mem Some people like to remember as part of their healing or bereavement process So could we provide small scale, online opportunities for them to get involved? In Memoriam pages where family & friends can leave their memories?
  17. 17. Pendleside Hospice’s Facebook Group Page They launched it in Nov 2008 They didn’t advertise it It’s been growing virally - recently at 100+ a week It now stands at 1,125 The public began posting tributes and memories on the group wall They also promote events through it
  18. 18. St. Gemma’s Hospice: Gardens of Hope http://www.st-gemma.co.uk/gardensofhope/main.htm Provides another option, another choice Ways for the public to engage and interact
  19. 19. Further In Mem opportunities A place where people could upload their favourite photo’s, like on Flickr or the In Mem sites They could make links to YouTube for videos These ideas could engage with potential legators
  20. 20. Further new approaches Legacy administration as a marketing tool The difficulty in knowing how to engage with the next of kin Don’t want to upset or offend them I’m grateful to my colleague Mark Goff of Richmond Affinity for sowing an idea at last summer’s IoF National Convention
  21. 21. New approaches Mark’s idea was for charities to offer to publish short obituaries in their newsletters However, that would have space issues for editors Might limit to one or two obituaries per issue But in cyberspace, there are no space issues Any number of obituaries and even photographs A letter, asking if the family would tell us a bit more about this special person who left us an amazing gift, so that we could publish a short obituary as a way of thanks…
  22. 22. New approaches It turns out that obituaries are the second most read web pages of newspapers Each charity would have to decide if it could work for them For some it might be inappropriate, but for others, it could open a whole new area of donor development
  23. 23. Online Will-writing service Totally Free Wills A new service for charities of any size Only uses Law Society registered solicitors Adheres strictly to the IoF Guidelines Avoids ethical issue of using charity’s funds Gives 52 weeks a year promotion of legacies Means there’s now a level legacy playing field for every charity
  24. 24. What about social media? These free online applications offer new opportunities to explore We’ve seen how Facebook, YouTube and Flickr could be used What about Twitter, Squidoo, Wordpress, etc? Where are your supporters engaging? How can you engage with them there? How can you dispense information, promote events and ask for help?
  25. 25. Have you blogged lately? Blogging offers a way to communicate in depth with your supporters It’s open and honest It makes people feel included and involved It’s more personal (your views from the inside) Gives opportunities to feedback & comment (both ways) Could be used to tell stories of how you are helping individuals/families, etc e.g. http://www.pwh.org.uk/blog/
  26. 26. Finally… Treat every enquirer as a pledger Surely it is our duty to make every supporter or potential supporter feel special? Offer them downloads Easy contact Swift responses to queries Helpful online information, real stories, etc Links to other helpful sites
  27. 27. However, you must remember to: Make pages accessible to all – offer font enlargement & don’t overlay text on graphics Offer them downloads, forms, info’, etc Active email contact from every page One click access to legacies from home page Charity address/registration No. on every page Interactive – it’s no longer “one way”
  28. 28. It ain’t what you do it’s the way that you do it! Because? That’s what gets results!
  29. 29. Thank you Graham Richards Freelance Fundraiser graham@freelancefundraiser.co.uk Web: www.freelancefundraiser.co.uk
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