Who Are We?         Harvey McKinnon                                            Mike Johnston                     Founder, ...
What we’ll cover in an hour                                                       Proof that you      Channel and         ...
“I’m all for progress. It’schange I can’t stand.”           Mark Twain
Take our survey at the end of        the session! At the end of the session, we’ll ask you to go online and fill out our i...
It’s not all about technology•   Strategy•   Leadership•   Culture•   Budget•   Commitment•   Analysis
ALL AGES ARE GIVINGMONTHLY – AND ALLCHANNELS ARE INVOLVED…
Case Study – Small Animal CharityCanada’s                                      Vancouvermost                              ...
Marmot Recovery FoundationSingle gift donors      7,382Monthly donors          1,164Average monthly gift   $12.95Annual mo...
Marmot Recovery FoundationAnnual average gift                      $25.38single gift donorsAverage annual                 ...
Fundraising is profoundly multi-channelSource: Next Generation of Canadian and American Giving
More channels available for monthly conversion with younger donors…                                                  % Who...
OUR ‘TAKE’ ON WHAT’SSTOPPING INTEGRATEDMONTHLY GIVING
Harvey: What’s Stopping Integrated Monthly Giving• Fear of risk• Lack of vision• Personal Ego• Lack of shared goals
Mike: What’s Stopping Integrated Monthly Giving• Lack of budget• Lack of skill sets• Internal competition• Lack of explora...
Current Reality1)   Offline donors are aging2)   Donor files and acquisition sources are shrinking3)   Donor Fatigue4)   R...
Online donor retention of single gift donors can be terrible...                                                12% average...
PROOF THAT YOU CANIMPROVE YOUR MONTHLYGIVING PROGRAM
Some non-profit verticals havelower percentages than others –but you can change that!         What is closest to the avera...
One hospital -Monthly gift range•   $0-$9.99     7%•   $10-$14.99 39%•   $15-$24.99 29%•   $25-$49.99 15%•   $50-$99.99   ...
You can change your monthlygiving circumstance               Approximately what percent of your annual fundraisinig       ...
What percentage of your file is givingmonthly?• One hospital has 12.7% giving monthly• One of our clients has more than 50...
Don’t do this!10/29/2012   proprietary and confidential
Create a visual monthly givingprogram brand and use itconsistently • Make it mission and brand related – not   generic mon...
• Create a monthly brand that is  relevant to the experience of the  individual e.g. Relay for Life  participant• Create a...
A form thatmakesmonthlyupfrontandimportanthttps://secure2.convio.net/cco/site/SPageServer?pagename=on_donationapi&s_locale...
27
“We are up 10% in overall # ofonline monthlies since the newforms launched. We didn’t have atonne of online monthlies to b...
Creating not just an improvedgiving form, but a moreevocative monthly brand…                        29
10/29/2012   proprietary and confidential
You get what you ask for – even inintegrated monthly giving           So, don’t be shy about soliciting monthly gifts firs...
A look back at 1999... Greenpeace International makesMONTHLY THE WAY TO GIVE!
Greenpeace online fundraising growth    over 10 years                       11,848    12000Num   10000ber    8000of     60...
Create unique benefits and exclusivity aroundbeing a monthly donor and give channeloptions…
WSPA and some iron bars…
MONTHLY DONORS CANREVEAL LARGER GIFTS
How can you find more value from monthly donors… just ask!The cultivation survey:• Sent to 57,400 donors• 3 key segments: ...
Survey Learning: Target RecentlyLapsed early
Survey Learning: Using interests in improvelapsed reactivation scripts…
NEW INNOVATIONS INMONTHLY GIVING
Integrated Monthly Givingincludes ‘chugging’…                      Cost to acquire a                      monthly donor   ...
Channels make a difference
Be open to multi-step, multi-     channel Monthly Donor     AcquisitionLead Acquisition & Conversion  Games               ...
Amnesty Canada: multi-channel and      multi-stage monthly giving conversion                                      More inf...
The different constituencies called…20.00%   18.50%18.00%                        Recent Lapsed16.00%                      ...
A 9-step checklist for conversion ofonline warm leads to monthlydonors 1. Set criteria for campaign 2. Ask for phone numbe...
And if you don’t use thephone, you can still use emailalone…
HOW DOES MOBILE FIT IN?
DONOR EXPERIENCE
Mobile texts and monthly conversion…                    •   Gaza conflict early 2009: Save the                        Chil...
Take our survey!At the end of the session, we’ll ask you to go online and fill outour integration survey. We’ll select 2 W...
Thank you!• Mike Johnston  mjohnston@hjcnewmedia.com• Harvey McKinnon  harvey@harveymckinnon.com
hjc & HMA: Integrated Monthly Giving
hjc & HMA: Integrated Monthly Giving
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  • Break down thes - bullets
  • Win a multi-channel consulting session
  • A
  • Mike
  • All generations much more guarded with direct communications if no relationship in place, gets worse as gets older. Mass media the one accepted channel (74% appropriate). Big theme heard in focus groups is Control -- skepticism about getting manipulated. Feel like traditional solicitation channels – phone and mail – are manipulative. They want to feel like they made the choice/they are in control. Giving after hearing a mass media story, and/or being solicited by a friend makes them feel like they made a choice.Q22 :Below are a variety of different ways that a charity may approach you and ask for a monetary donation. For each, please indicate how appropriate that approach is.Bold numbering in the table on the right indicates significance at the 95% confidence level
  • A
  • A
  • MWe are going to ask the group for participation here.Cost of donor acquisitionNeed to increase donor retention ratesConstituent expectations / Constituent serviceCompetition for donor dollarsNeed to reach new audiencesNeed to cultivate constituents with multiple relationships to our organization (e.g. volunteer + donor, donor + advocate, etc.)Other (if they can type something in…)
  • Organizations can maximize the value of donor relationships with the use of multi-channel strategies.
  • A
  • Since the monthly giving program brand has been up and running, ccs sk has been steadily increasing the number of monthly donors
  • A
  • When we look more closely at the time lapsed v. the likelihood to reactivate we see about a 3-5% decrease in the ‘very likely’ category each subsequent year of not giving. This is consistent with reactivating donors early at 12-24 months.
  • A
  • Mike
  • The recipients were sent to an epetition directed at key Parliamentarians who were on the Committee that reviewed the bill.Note some important aspects to the petition:#1 phone number – we asked. Does this suppress signatures? That’s a debate. We make it a non-mandatory field – and find that about 30% fill it out anyway. It’s worth it#2 counter - why? “social proof”. participants see that 1000s are doing this#3 comments – these are streamed – they build momentum and act as examples – they give participants the confidence to write their own words#4 subscribe – this builds a list for e-cultivation – you can’t use your big list all the time – this filters out the best activists for higher touch cultivation#5 more info – a minor link so as not to distract, but important for legitimacy to show the depth of research/legitimacy of actionother – use of photo, clear action statement, target is obvious, message is clear, opportunity to add personal comments, required fields clearly indicated, link to more comments to increase comfort level of participants3 weeks later, on November 1st, there were 2792 signatureshttp://www.amnesty.ca/urgentappeal/2009/CorpAcct/
  • Of all petition-signers, we discovered there were four main segments within the data: -people who only signed the petition, which made up the bulk of the list-people who had also received an on-line newsletter, -those who were once a single-gift donor, and -lapsed monthly donors. Not surprisingly, the lapsed monthly donors had the highest response rate at 18.5 % followed by deep lapsed donors at 11%. Petition signers responded at 7.6% and the people who had also received an e-newsletter had a 9% monthly donor rate.
  • A
  • ChrisBlackbaud offers a mobile experience for both supporters/donors and staff.- Supporters/Donors access a mobile-optimized version of your website- Staff accessed an optimized version of The Raiser’s Edge on their mobile device.
  • Win a multi-channel consulting session
  • hjc & HMA: Integrated Monthly Giving

    1. 1. Who Are We? Harvey McKinnon Mike Johnston Founder, Founder, Harvey McKinnon Associates (HMA) Hewitt and Johnston Consultants (hjc)Monthly Giving, Integrated Fundraising, Direct Mail Online Fundraising, Integrated Fundraising and Marketing Dancer Extraordinaire, Aerobics Instructor, Thinks ‘Medium’ is a word you Believes that you can be 50 years old use to describe a seer not a channel and still play computer games without being a nerd
    2. 2. What we’ll cover in an hour Proof that you Channel and What’s stopping New Innovations can improve Demographic integrated in Monthly your monthly context monthly giving Giving givingNext Generation Survey The barriers How 2 hospital Multi-Step Monthly foundations beat their Conversion industry average The current reality Community based Making online more monthly giving What happens when effective you stick in one Mobile and Monthly channel Benefits and Privileges Giving that sell monthly giving Monthly donor surveys to find bigger gifts
    3. 3. “I’m all for progress. It’schange I can’t stand.” Mark Twain
    4. 4. Take our survey at the end of the session! At the end of the session, we’ll ask you to go online and fill out our integration survey. We’ll select 2 WINNERS to receive complimentary 1-hour integrated monthly giving consulting session http://www.surveymonkey.com/s/3QC6FRP
    5. 5. It’s not all about technology• Strategy• Leadership• Culture• Budget• Commitment• Analysis
    6. 6. ALL AGES ARE GIVINGMONTHLY – AND ALLCHANNELS ARE INVOLVED…
    7. 7. Case Study – Small Animal CharityCanada’s Vancouvermost Islandendangered Marmotmammal There are only 35 left in the wild
    8. 8. Marmot Recovery FoundationSingle gift donors 7,382Monthly donors 1,164Average monthly gift $12.95Annual monthly total $155.40
    9. 9. Marmot Recovery FoundationAnnual average gift $25.38single gift donorsAverage annual $155.40gift monthliesRatio 6.12
    10. 10. Fundraising is profoundly multi-channelSource: Next Generation of Canadian and American Giving
    11. 11. More channels available for monthly conversion with younger donors… % Who Agree, Appropriate Solicitation Channel GEN Y GEN X BOOMER CIVIC MAIL 77% 79% 74% 77% EMAIL 76% 69% 60% 51%SOCIAL MEDIA 69% 60% 38% 17% PHONE 51% 42% 39% 34% TEXT 38% 25% 16% 13% Source: Next Generation of Canadian and American Giving
    12. 12. OUR ‘TAKE’ ON WHAT’SSTOPPING INTEGRATEDMONTHLY GIVING
    13. 13. Harvey: What’s Stopping Integrated Monthly Giving• Fear of risk• Lack of vision• Personal Ego• Lack of shared goals
    14. 14. Mike: What’s Stopping Integrated Monthly Giving• Lack of budget• Lack of skill sets• Internal competition• Lack of exploration of opportunities (testing)
    15. 15. Current Reality1) Offline donors are aging2) Donor files and acquisition sources are shrinking3) Donor Fatigue4) Revenues are flat and/or falling5) Direct mail costs are increasing/ fundraising margins are shrinking6) Online – when kept in a silo - underperforms Nonprofits need younger more valuable donors More personal relationships with loyal donors Investment in a multi-channel approach
    16. 16. Online donor retention of single gift donors can be terrible... 12% average retention rateSolution: Integrated Monthly Giving
    17. 17. PROOF THAT YOU CANIMPROVE YOUR MONTHLYGIVING PROGRAM
    18. 18. Some non-profit verticals havelower percentages than others –but you can change that! What is closest to the average size of your recurring monthly gifts? 4% 8% 11% 4%I dont knowLess than $10$10 $10 15%$15 31%$20$25$35 or more 27%
    19. 19. One hospital -Monthly gift range• $0-$9.99 7%• $10-$14.99 39%• $15-$24.99 29%• $25-$49.99 15%• $50-$99.99 7%• $100-$499.99 3%• Average $21/month. Attrition 7% per year
    20. 20. You can change your monthlygiving circumstance Approximately what percent of your annual fundraisinig revenue comes from recurring monthly giving? 4% 19% 31%I dont know0%-5%6%-10%31% or more 46%
    21. 21. What percentage of your file is givingmonthly?• One hospital has 12.7% giving monthly• One of our clients has more than 50% giving monthly
    22. 22. Don’t do this!10/29/2012 proprietary and confidential
    23. 23. Create a visual monthly givingprogram brand and use itconsistently • Make it mission and brand related – not generic monthly giving
    24. 24. • Create a monthly brand that is relevant to the experience of the individual e.g. Relay for Life participant• Create a relevant, passionate premium• Use multi-channels:a) Face to face at the eventb) Email, telephone follow upHow can your organization createmorerelevant, passionate, evocativemonthly giving programs?
    25. 25. A form thatmakesmonthlyupfrontandimportanthttps://secure2.convio.net/cco/site/SPageServer?pagename=on_donationapi&s_locale=en_CA&s_src=Cancer.ca&utm_source=Cancer.ca&utm_medium=Header&utm_content=DonateOnline&utm_campaign=DONATIONS_ON 26
    26. 26. 27
    27. 27. “We are up 10% in overall # ofonline monthlies since the newforms launched. We didn’t have atonne of online monthlies to beginwith, so it’s a nice bounce." 28
    28. 28. Creating not just an improvedgiving form, but a moreevocative monthly brand… 29
    29. 29. 10/29/2012 proprietary and confidential
    30. 30. You get what you ask for – even inintegrated monthly giving So, don’t be shy about soliciting monthly gifts first – online too!
    31. 31. A look back at 1999... Greenpeace International makesMONTHLY THE WAY TO GIVE!
    32. 32. Greenpeace online fundraising growth over 10 years 11,848 12000Num 10000ber 8000of 6000d 4000onor 2000 2,324s 111 883 0 Monthly Single
    33. 33. Create unique benefits and exclusivity aroundbeing a monthly donor and give channeloptions…
    34. 34. WSPA and some iron bars…
    35. 35. MONTHLY DONORS CANREVEAL LARGER GIFTS
    36. 36. How can you find more value from monthly donors… just ask!The cultivation survey:• Sent to 57,400 donors• 3 key segments: Monthly, Active & Lapsed• 5,530 responses (response rate of 11%)• Raised $17,574 – a bonus!• Reactivated 30 donors• Found 85 expectances and 292 legacy leads• 143 middle and major donor leads!• Key: shared budgeting!FOUND INFORMATION TO IMPROVEON MONTHLY CONVERSION
    37. 37. Survey Learning: Target RecentlyLapsed early
    38. 38. Survey Learning: Using interests in improvelapsed reactivation scripts…
    39. 39. NEW INNOVATIONS INMONTHLY GIVING
    40. 40. Integrated Monthly Givingincludes ‘chugging’… Cost to acquire a monthly donor ($17/month) is currently standing at 14-16 month breakeven It has a chance to increase their annual campaign database by 3000%.
    41. 41. Channels make a difference
    42. 42. Be open to multi-step, multi- channel Monthly Donor AcquisitionLead Acquisition & Conversion Games Email Advocacy Direct mail LEADS Telemarketing Enews DONORS Social Media
    43. 43. Amnesty Canada: multi-channel and multi-stage monthly giving conversion More info: legitimacy Comments: priority for Counter: social calls proofPhone number: Ask! Subscribe: for cultivation
    44. 44. The different constituencies called…20.00% 18.50%18.00% Recent Lapsed16.00% Monthly Donor14.00% Online Petition Only 11%12.00% 9%10.00% 8% E-newsletter 8.00% Subscriber 6.00% Lapsed Single Gift 4.00% Donor 2.00% 0.00% CPMD $75
    45. 45. A 9-step checklist for conversion ofonline warm leads to monthlydonors 1. Set criteria for campaign 2. Ask for phone numbers, mailing address, email address 3. Get traffic 4. Manage data 5. Send email prior to call 6. Write script 7. Training 8. Pledge packs 9. Assess results
    46. 46. And if you don’t use thephone, you can still use emailalone…
    47. 47. HOW DOES MOBILE FIT IN?
    48. 48. DONOR EXPERIENCE
    49. 49. Mobile texts and monthly conversion… • Gaza conflict early 2009: Save the Children UK run National press campaign - text support for a ceasefire. • Call to action – ‘text CEASEFIRE’ - pass details onto friends and family . • Campaign goes viral - 182,000 people text - petition taken to Downing Street. • All supporters were called on their mobile phones and prior to the call we had no information (name, address, etc) about these prospects. 5% conversion to monthly giving of those reached – approximately 4,700 new monthly donors
    50. 50. Take our survey!At the end of the session, we’ll ask you to go online and fill outour integration survey. We’ll select 2 WINNERS to receivecomplimentary 1-hour integrated monthly giving consultingsession http://www.surveymonkey.com/s/3QC6FRP
    51. 51. Thank you!• Mike Johnston mjohnston@hjcnewmedia.com• Harvey McKinnon harvey@harveymckinnon.com

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