Breakthrough Strategies in Fundraising - July Hawaii Webinar

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  • - There’s no question, when you’re dealing with eTapestry as to what our future is going to be. We were several years ahead of our time. Passionate about service, you’ll find that the people that you work with are very passionate about doing that and care about your success - And finally, we love to have fun. We want our employees to work hard, but also to have fun at what they do. It translates over to relationships with everyone we work with. Having fun, is one of our guiding principles at eTapestry.
  • Our founders, and a number of our staff members, were formerly at Master Software – makers of Fund-Master. - So they had a long history of working with nonprofits and helping them deal with the challenges of software. As a result of the BB purchase, they began to put together a new idea for delivering fundraising software as a “service”, and in 1999 introduced the first web-based application to the market. Today it has become readily adopted as a better way to deliver and manage software and is in use by over 6000 organizations around the world.
  • The first thing we’ll talk about are some pure fundraising tools, Ways to INCREASE your revenue, what can we do to help you move your fundraising revenue up the ladder? Then, we’ll move into what we consider as maybe the next most important area, talking about relationship building tools
  • We’ll also talk about how relationship building is done through the web 2.0 concept, moves management, and eTap mobile. Then we want to get a little more specific and talk about several innovative ideas and that will include (list) Any questions before we jump in?
  • Now, no matter how much technology may filter into this discussion, we do want to emphasize that the same rules still apply. It’s all about relationships, building relationships. All that we are doing here will revolve around that relationship theme. What we can do, is help you to improve your relationships. Any organization can have good relationships with 100 people. What we want to do is show you how to increase that ten fold. Case in point, how many relationships are the presidential candidates trying to create currently through technology? They are literally going after everyone in America and doing a pretty darn good job at it. We want to translate that same idea to you, your organization, and your supporters.
  • One thing you must realize, is that times have changed and you must change your way of thinking. In the past, communications with donors was like an on/off switch. We’d send a direct mail piece and something would happen. We’d open our doors and between 9 and 5, we’d take phone calls. You could have some control of turning that relationship on and off. Now, it’s much more like a volume control. People are connected to your organization 24/7, whether you realize it or not. And what you’re able to do by your actions, you can turn the volume up and little bit, turn it back down… you have total control in doing that. And I will boldly predict that, organizations that take advantage of doing that, will be the ones that are thriving over the next 10 years.
  • New Opportunities: It doesn’t matter how big your organization is, how many staff members you have, what type of fundraising you’ve done in the past, you can usually look to improve your technology at a reasonable, scalable cost.
  • Lets start off by talking about some pure Fundraising tools and a funny quote from Jerold Panas here.
  • Lets talk about Matching Gifts. This is really one of the most basic principles of fundraising but is something that, every day I amazed to find that organizations aren’t taking advantage of, and usually because they simply don’t know how. Your database should allow you to track this information to ensure that this free money isn’t left on the table
  • Another aspect of fundraising that can greatly increase your yearly funds is Recurring Gifts
  • Here is a quick example of setting up a recurring gift schedule in eTapestry. This can actually be done on a regular frequency or as a custom pledge schedule.
  • Before I get started on this, I’d like to ask – and be honest – who here feels they can pull information out of the database with ease? Segmentation is such a key thing… Use technology to your advantage. When you establish a relationship with someone, they really want to be treated the right way. If they tell you they don’t want to receive a letter and you send them mail, what happens? Let technology do the work for you. Why try to remember everything? Why try and scribble this info on a napkin? It’s not a fact that queries need to be hard, you should be able to pull information out of your database. If I want to see a list of people who are blonde and don’t like seafood, I should be able to do that. What makes it simple is being able to think with building blocks and logic and being able to piece things together as you need it.
  • Here is a very straight forward example of that and how we treat it in eTapestry
  • And when I run this query, boom, there you go you’ve got your list. This really shouldn’t be brain surgery folks, and if you can’t do these types of things easily within your database, you’re really short changing yourselves and leaving a lot of money on the table… and I must confess, that when I visit with clients, this is more often than not something simple that gets forgotten. Let me ask you all – is it easier to attain a new donor or is it easier to retain your existing donors?
  • Lets move in to some specifics. We’ve talked about some of the basics so lets talk about the relationship aspect Supplement your memory How many of you have one central location where every note about prospects/donors are all in one place? Remarkable secret weapon for fund raising Tell Jay Butler Story Lets pretend I am an ED and I’m going to talk with someone.. I can search and know absolutely everything about the donor and what is important for me to know. Do you think that donor might feel a little more important if I know that information prior to meeting with him/her? Absolutely
  • A great quote. Relationships aren’t going to further themselves without a little effort on your part. Luckily, technology can also help you harness this information if you allow it to. The first step is recording all relevant information somewhere. That’s where a CRM comes into play.
  • For Example
  • Chip story: board member died (had relationships in her head) You must make sure that these relationships are recorded. Ensure the legacy of your organization. I think you’ll find that this is a pretty powerful tool.
  • Now that we’ve captured information, we need to UTILIZE it. E-mail is one of the first ways you should consider doing that if you haven’t already.
  • Now that we’ve captured information, we need to UTILIZE it. E-mail is one of the first ways you should consider doing that if you haven’t already.
  • CREDIT: Ann Thompson-Hass (Oakland, CA) was kind enough to share this with us How many people here have conducted a direct mail campaign – from the time you started putting together your campaign until the last donation came in, how long? Email – as little as 2 or 3 weeks
  • Creating and sending very professional looking mass emails should be easy as well. An integrated solution might be ideal. QUESTION – Does anyone here send out mass e-mails? Does anyone here use third party email providers to send out mass e-mails?
  • Here is an example of an email that one of our clients, Riley Children’s Hospital has done
  • Additional tools include a spam analyzer to insure high deliverability, as well as a scheduler.
  • Detailed delivery reports show you the result of your mailings.
  • Including stats on delivery rates, open rates, and detailed click thru tracking.
  • Ask who’s using a commercial email provider
  • Has anyone ever tried to allow your constituents to post information or videos on your site? This may be a bit scary to some of you – letting someone post a comment to your website, but the amount of online video has increased greatly Lets LOOK AT SOME OTHER EXAMPLES OF WEB 2.0 TOOLS
  • Web 1.0 = electronic brochure
  • Has anyone ever tried to allow your constituents to post information or videos on your site? This may be a bit scary to some of you – letting someone post a comment to your website, but the amount of online video has increased greatly Lets LOOK AT SOME OTHER EXAMPLES OF WEB 2.0 TOOLS
  • Next generation of donors – want to connect? Is anyone monitoring website traffic currently? Are you happy with the traffic to your site?
  • Youtube is an excellent way to spread your message. eTapestry has a few dozen youtubes out there with our company events
  • They now actually provide an entire section for Nonprofits, the YouTube: Broadcast your Cause channel. Has anyone had a chance to check this out yet?
  • Another aspect of web 2.0 is social networking. There are many sites out there now with MILLIONS of people signing on every single day. BAY INSTITUTE
  • This is almost becoming an absolute must within the nonprofit world – at no cost, you can get your message and your organization’s name out to millions of people. How many are connected to at LEAST one social networking site?
  • This is almost becoming an absolute must within the nonprofit world – at no cost, you can get your message and your organization’s name out to millions of people. How many are connected to at LEAST one social networking site?
  • This is almost becoming an absolute must within the nonprofit world – at no cost, you can get your message and your organization’s name out to millions of people. How many are connected to at LEAST one social networking site?
  • This is almost becoming an absolute must within the nonprofit world – at no cost, you can get your message and your organization’s name out to millions of people. How many are connected to at LEAST one social networking site?
  • This is almost becoming an absolute must within the nonprofit world – at no cost, you can get your message and your organization’s name out to millions of people. How many are connected to at LEAST one social networking site?
  • Another neat aspect of Web 2.0 are RSS feeds – does anyone know what RSS stands for? Really Simple Syndication This allows you to move your content to someone’s home page. If anything happens at your organization, a quick feed will AUTOMATICALLY appear on the site…
  • You may be surprised
  • You may be surprised
  • OK Continuing down this road with podcasts – who hear has listened to a podcast at some point? Was it helpful? How many people here provide podcasts on your website? Why not? It’s a great way of getting folks to learn more about your group or mission.
  • Message Boards can be another integral part of a web strategy The Susan G Komen message board has ove 3,000 posts. Do you think someone that posts will want to return and read the responses? A great way to drive more traffic to your website.
  • Wikipedia – has anyone here ever looked up information on Wikipedia? Are you aware that you can add content to Wikipedia? It seems fairly basic but Wikipedia is how many many people are finding information now – and your organization should be a part of that.
  • Personal fundraising pages, another phenomenon of fundraising. Who here has utilized personalized fundraising or peer fundraising in the past?
  • This is your chance to involve the audience with your questions.
  • This is your chance to involve the audience with your questions.
  • In today’s world, the donors are much more interested in knowing about your success and statistics. This can also bring things to light in terms of your own strengths and areas of improvement
  • How would you go about finding the number of lapsed donors and dollar amounts of them? How does your group compare to others? How do we measure success? How does our group compare with others in our peer group?
  • What was the average pledge last year? How does that compare with others? What was the average gift? How does that compare?
  • Technology makes it easier to scientifically find out how they feel about your organization.
  • Ok, now you have gathered this information, when is it important to know? Where is it useful to have this information?
  • The Upside Down Web Site: There is good content on the site but it's buried under an organizational chart or some other impenetrable hierarchy. The Dead Web Site: It's never updated. Not to be mistaken for the Dead on the Outside Web Site, which looks like it's never updated, but is actually an Upside Down site. The Disconnected Web Site: Where all the communication is one way and there is no way for the reader to send email or otherwise contact the site owners. The Stingy Web Site: Gives away nothing of value. The Cool Web Site: So enamored of the technology that it is almost impossible to use, at least on a regular basis.
  • Search engine optimization can be key as well. Has anyone ever done a search of your organization on Google?
  • Has anyone heard of or used Google grants in the past? A free way of gaining exposure
  • The Upside Down Web Site: There is good content on the site but it's buried under an organizational chart or some other impenetrable hierarchy. The Dead Web Site: It's never updated. Not to be mistaken for the Dead on the Outside Web Site, which looks like it's never updated, but is actually an Upside Down site. The Disconnected Web Site: Where all the communication is one way and there is no way for the reader to send email or otherwise contact the site owners. The Stingy Web Site: Gives away nothing of value. The Cool Web Site: So enamored of the technology that it is almost impossible to use, at least on a regular basis.
  • The Upside Down Web Site: There is good content on the site but it's buried under an organizational chart or some other impenetrable hierarchy. The Dead Web Site: It's never updated. Not to be mistaken for the Dead on the Outside Web Site, which looks like it's never updated, but is actually an Upside Down site. The Disconnected Web Site: Where all the communication is one way and there is no way for the reader to send email or otherwise contact the site owners. The Stingy Web Site: Gives away nothing of value. The Cool Web Site: So enamored of the technology that it is almost impossible to use, at least on a regular basis.
  • The Upside Down Web Site: There is good content on the site but it's buried under an organizational chart or some other impenetrable hierarchy. The Dead Web Site: It's never updated. Not to be mistaken for the Dead on the Outside Web Site, which looks like it's never updated, but is actually an Upside Down site. The Disconnected Web Site: Where all the communication is one way and there is no way for the reader to send email or otherwise contact the site owners. The Stingy Web Site: Gives away nothing of value. The Cool Web Site: So enamored of the technology that it is almost impossible to use, at least on a regular basis.
  • The Upside Down Web Site: There is good content on the site but it's buried under an organizational chart or some other impenetrable hierarchy. The Dead Web Site: It's never updated. Not to be mistaken for the Dead on the Outside Web Site, which looks like it's never updated, but is actually an Upside Down site. The Disconnected Web Site: Where all the communication is one way and there is no way for the reader to send email or otherwise contact the site owners. The Stingy Web Site: Gives away nothing of value. The Cool Web Site: So enamored of the technology that it is almost impossible to use, at least on a regular basis.
  • The Upside Down Web Site: There is good content on the site but it's buried under an organizational chart or some other impenetrable hierarchy. The Dead Web Site: It's never updated. Not to be mistaken for the Dead on the Outside Web Site, which looks like it's never updated, but is actually an Upside Down site. The Disconnected Web Site: Where all the communication is one way and there is no way for the reader to send email or otherwise contact the site owners. The Stingy Web Site: Gives away nothing of value. The Cool Web Site: So enamored of the technology that it is almost impossible to use, at least on a regular basis.
  • The Upside Down Web Site: There is good content on the site but it's buried under an organizational chart or some other impenetrable hierarchy. The Dead Web Site: It's never updated. Not to be mistaken for the Dead on the Outside Web Site, which looks like it's never updated, but is actually an Upside Down site. The Disconnected Web Site: Where all the communication is one way and there is no way for the reader to send email or otherwise contact the site owners. The Stingy Web Site: Gives away nothing of value. The Cool Web Site: So enamored of the technology that it is almost impossible to use, at least on a regular basis.
  • Some of this is the face and design of your website – does it express your mission fairly?
  • Some of this is the face and design of your website – does it express your mission fairly?
  • Some of this is the face and design of your website – does it express your mission fairly?
  • Some of this is the face and design of your website – does it express your mission fairly?
  • Some of this is the face and design of your website – does it express your mission fairly?
  • Everything, ideally, should work together Every time someone goes through this cycle, you are building a relationship. WHAT IS THE MOST IMPORTANT THING THAT YOU CAN GATHER FROM A CONSTITUENT ON YOUR WEBSITE?
  • Another way to approach this might be to integrate on and offline appeals
  • Northwestern actually communicates via e-mail that they are sending you a physical mail piece
  • Use E-Mail and Telemarketing Together Reduce number of costly phone calls by encouraging members to give online Members who don’t give online still receive a phone call
  • interactive animations explaining the journey, an online baseball card for each "competitor" turtle, online sign-ups to support a favorite turtle, blog commentary on the race, YouTube videos, online banner ads, a MySpace page on the race. Best of all, someone had the brilliance to name one of the turtles after political satirist Stephen Colbert — the actual name was Stephanie Colburtle. Once this came to the namesake’s attention, and he started commenting about the race on-air, response shot up.
  • interactive animations explaining the journey, an online baseball card for each "competitor" turtle, online sign-ups to support a favorite turtle, blog commentary on the race, YouTube videos, online banner ads, a MySpace page on the race. Best of all, someone had the brilliance to name one of the turtles after political satirist Stephen Colbert — the actual name was Stephanie Colburtle. Once this came to the namesake’s attention, and he started commenting about the race on-air, response shot up.
  • So here are a few tips for success. Visit and sign up for a newsletter with another group World Wildlife Fund Habitat for Humanity
  • Technology is making research and data analysis much easier as well. This is something that you can certainly leverage to your advantage Has anyone done prospect researching in the past? What?
  • An example of how eTapestry does this is our link to a tool called Wealthpoint. Uses all public information
  • Real Estate information
  • Stock Information http://www.imdb.com/title/tt0111218/
  • Campaign contributions
  • Involvement with nonprofit orgs
  • Would it be helpful to know that Thomas has given to specific organizations in the past?
  • Would it be nice to know the wealth indicators about someone and the GIVING CAPACITY? Again – knowledge is power and certainly something you can use to your advantage when asking for money.
  • New Opportunities: It doesn’t matter how big your organization is, how many staff members you have, what type of fundraising you’ve done in the past, you can usually look to improve your technology at a reasonable, scalable cost.
  • Thank you for listening! Hopefully you’ll be able to take away a few new ideas and principles that will allow you to not only improve your fundraising over the next few years but to leverage technology in doing so. I really appreciate any feedback you’ll have for me So – thanks again and I’ll stick around for some questions and I’d be more than happy to find a time to chat in the future about anything we’ve talked about or how eTapestry might be able to help you specifically!
  • Breakthrough Strategies in Fundraising - July Hawaii Webinar

    1. 1. Breakthrough Strategies for the Next Decade of Fund Raising: An Executive Briefing Welcome! Please mute your phones! We’ll get started momentarily!
    2. 2. Mike Kierce Account Executive Breakthrough Strategies for the Next Decade of Fund Raising: An Executive Briefing
    3. 3. Who is eTapestry? <ul><li>Dedicated to serving nonprofits </li></ul><ul><li>A fast growing, successful NASDAQ firm </li></ul><ul><li>A company that thrives on innovation </li></ul><ul><li>A group that is passionate about service </li></ul><ul><li>People who love to have fun! </li></ul>
    4. 4. What is our history? <ul><li>Founded by former execs of MSC </li></ul><ul><li>First “Software as a Service” solution for nonprofits in 1999 </li></ul><ul><li>6,000 nonprofit clients around the world </li></ul><ul><li>Became part of Blackbaud-August 2007 </li></ul>
    5. 5. Agenda <ul><li>Pure Fund Raising Tools </li></ul><ul><ul><li>Database </li></ul></ul><ul><ul><li>Matching Gifts </li></ul></ul><ul><ul><li>Recurring Gifts </li></ul></ul><ul><ul><li>Segmentation </li></ul></ul><ul><li>Relationship Building Tools </li></ul><ul><ul><li>CRM </li></ul></ul><ul><ul><li>Email </li></ul></ul>
    6. 6. Agenda (cont.) <ul><li>Relationship Building Tools (cont) </li></ul><ul><ul><li>Web 2.0 </li></ul></ul><ul><ul><li>Mobile Access </li></ul></ul><ul><li>Benchmark Reporting </li></ul><ul><li>Donor Loyalty </li></ul><ul><li>Web Site Optimization </li></ul><ul><li>Research/Analytics </li></ul>
    7. 7. The Rules Still Apply (It’s all about relationships… not technology)
    8. 8. <ul><li>Know the Difference </li></ul>It is Now a New World
    9. 9. Initial Conclusions <ul><li>Fundraising is still based upon Relationships </li></ul><ul><li>Technology expands our opportunity for Communications </li></ul><ul><li>Communications build strong Relationships </li></ul><ul><li>Technology is and will be part of any NPO </li></ul><ul><li>Web-based systems offer new cost-effective opportunities </li></ul><ul><li>Technology takes many shapes </li></ul><ul><li>Your use of it levels the “playing field” </li></ul><ul><li>Your success can be increased because of technology (more with less!) </li></ul>
    10. 10. <ul><li>“ Your database is like a septic tank. (Does that comparison bother you?) If it's working well, you barely give it much thought. But nobody likes getting into a septic tank. If your database is not well maintained, you're going to have a real mess on your hands. Keep it in working order.” </li></ul><ul><li>Jerold Panas </li></ul>1. Pure Fundraising Tools (DATABASE)
    11. 11. 1. Pure Fundraising Tools (DATABASE) Times are changing. What are you doing to make sure you stay ahead?
    12. 12. 1. Pure Fundraising Tools (DATABASE) <ul><li>Does it make sense for us to invest in technology? </li></ul><ul><li>Does our database help us raise money? </li></ul><ul><li>Your database = FUNDRAISING TOOL </li></ul><ul><li>What are some ways your database can help you fundraise? </li></ul>
    13. 13. 1. Pure Fundraising Tools: Matching Gifts <ul><li>Quite Simply a Doubling of Donation Amounts! </li></ul><ul><li>Most Often Money that Falls Through the Cracks </li></ul><ul><li>Leveraging Your Technology Investment </li></ul>Matching Gifts
    14. 14. 1. Pure Fundraising Tools: Matching Gifts
    15. 15. 1. Pure Fundraising Tools: Matching Gifts
    16. 16. 1. Pure Fundraising Tools: Matching Gifts
    17. 17. 1. Pure Fundraising Tools: Matching Gifts
    18. 18. 1. Pure Fundraising Tools: Recurring Gifts <ul><li>The Foundation of many Fundraising Programs </li></ul><ul><li>Constituents become Investors rather than Donors </li></ul><ul><li>Technology makes it Easy </li></ul>
    19. 19. 1. Pure Fundraising Tools: Recurring Gifts
    20. 20. 1. Pure Fundraising Tools: Recurring Gifts
    21. 21. <ul><li>Personalize Everything You Can </li></ul><ul><li>Let Technology do the Work for You </li></ul><ul><li>Queries can be Intuitive and Easy </li></ul><ul><li>Think with Building Blocks and Logic </li></ul>1. Pure Fundraising Tools: Segmentation
    22. 22. 1. Pure Fundraising Tools: Segmentation
    23. 23. 1. Pure Fundraising Tools: Segmentation
    24. 24. <ul><li>Strong Relationships are from Knowing Important Details, Hopes and Dreams </li></ul><ul><li>Easily Supplement your Memory </li></ul><ul><li>A Remarkable “Secret Weapon” for Fund Raising </li></ul>2. Relationship Building: Constituent Relationship Management (CRM)
    25. 25. <ul><li>Consider: </li></ul><ul><li>Technology allows you to create and maintain relationships with 100 x more people than your own mind can. </li></ul><ul><li>If you want to increase your outreach: </li></ul><ul><li>Leverage technology in building relationships! </li></ul>2. Relationship Building: Constituent Relationship Management (CRM)
    26. 26. 2. Relationship Building: Constituent Relationship Management (CRM)
    27. 27. 2. Relationship Building: Constituent Relationship Management (CRM)
    28. 28. 2. Relationship Building: Constituent Relationship Management (CRM)
    29. 29. 2. Relationship Building: Constituent Relationship Management (CRM)
    30. 30. We’ve captured information… We’ve established a relationship… We must maintain/build on these relationships… How can we expect to communicate personally with so many people? 2. Relationship Building: eMail
    31. 31. E-mail <ul><li>The Foundation of the Communications Revolution </li></ul><ul><li>Expected by EVERY Generation Now </li></ul><ul><li>Use Properly or the Results are Worse than not </li></ul><ul><li>A Fraction of the Cost of Other Forms of Communication </li></ul>2. Relationship Building: eMail
    32. 32. 2. Relationship Building: eMail versus <ul><li>Cost? </li></ul><ul><li>Preparation? </li></ul><ul><li>Customizable? </li></ul><ul><li>Content? </li></ul><ul><li>Acceptance? </li></ul><ul><li>Timing? </li></ul>Direct Mail Email Substantial – labor intensive Easy Expensive (materials/prep/postage) Very low cost Yes (personalization/gift info/etc.) Virtually unlimited Has limits Universal Growing Slow Fast
    33. 33. 2. Relationship Building: eMail
    34. 34. 2. Relationship Building: eMail
    35. 35. 2. Relationship Building: eMail
    36. 36. 2. Relationship Building: eMail
    37. 37. 2. Relationship Building: eMail
    38. 38. 2. Relationship Building: eMail
    39. 39. Email Key Functions Tracking: bounces, opens, click-throughs Subscription management: automated unsubscribe or opting out link 2. Relationship Building: eMail
    40. 40. Seniors Online 2. Relationship Building: eMail <ul><li>65% of those 50-64 years old, and 32% of those 65 + use the Internet </li></ul><ul><ul><li>22% of 65+ crowd was online in 2004 </li></ul></ul><ul><ul><li>15% in 2000 </li></ul></ul><ul><ul><li>(source: Pew Internet, Feb-March 2007) </li></ul></ul><ul><li>17 Million internet users aged 62+. </li></ul><ul><ul><li>Spending an average of 44 minutes per day online </li></ul></ul><ul><ul><li>Those online are better educated & have higher incomes </li></ul></ul><ul><ul><li>Those online spend 70% more each month than those offline </li></ul></ul><ul><ul><li>(source: Pew Internet, April 2008) </li></ul></ul><ul><li>If you think the 66% of baby boomers that are online now are going to give up their internet when they turn 65, think again! </li></ul>
    41. 41. Still not convinced? 2. Relationship Building: eMail <ul><li>Lost Cost = Low Risk </li></ul><ul><li>Easy to measure effectiveness </li></ul><ul><li>Don’t fall behind (Start collecting e-mail </li></ul><ul><li>addresses TODAY!) </li></ul>
    42. 42. Web 1.0 vs. Web 2.0 <ul><li>What do we mean? </li></ul>2. Relationship Building: Web 2.0
    43. 43. Web 1.0 vs. Web 2.0 Web 1.0 refers to first generation Web-based content that was typically one-way static communication. Web 2.0 refers to second generation Web-based services that emphasizes two-way online collaboration and sharing among users. 2. Relationship Building: Web 2.0
    44. 44. Web 1.0 vs. Web 2.0 <ul><li>Reading vs. Writing </li></ul><ul><li>Organizations vs. Communities </li></ul><ul><li>Home Pages vs. Blogs </li></ul><ul><li>Portals vs. RSS </li></ul><ul><li>Owning vs. Sharing </li></ul>2. Relationship Building: Web 2.0 Source: Joe Drumgoole, http://joedrumgoole.com/blog/2006/05/29/web-20-vs-web-10/
    45. 45. <ul><li>You are NOW the Catalyst not the Originator </li></ul><ul><li>Where Thousands of New Relationships can Begin </li></ul><ul><li>Easier than you Think to Do </li></ul>2. Relationship Building: Web 2.0
    46. 46. 2. Relationship Building: Web 2.0 – Fun Video
    47. 47. 2. Relationship Building: Web 2.0
    48. 48. 2. Relationship Building: Web 2.0 – Fun Video Web Video Statistics 1. Video is Bigger Than Search: 12 billion videos are watched per month vs. 10.5 billion searches conducted. 2. Video Consumption is Quickly Moving Online: 19% of total video consumption is now online, versus 11% a year ago. 3. Most Users Consume Video: 80% of Internet users watch video, moving to 88% by 2012. 4. Consumption is High Across All Demos: 76% of children and 44% of seniors watched online video. Source: BrightRoll
    49. 49. 2. Relationship Building: Web 2.0 – Social Networking
    50. 50. 1,313 Friends 12,309 Friends 18,047 Friends 25,037 Friends 2. Relationship Building: Web 2.0 – Social Networking
    51. 51. Relationship Building: Web 2.0 – Social Networking
    52. 52. Relationship Building: Web 2.0 – Social Networking
    53. 53. Relationship Building: Web 2.0 – Social Networking
    54. 54. Relationship Building: Web 2.0 – Blogs
    55. 55. 2. Relationship Building: Web 2.0 - RSS
    56. 56. 2. Relationship Building: Web 2.0 - RSS “ If you're a nonprofit manager right now and you're not using RSS, you're falling behind.” You're not getting information -- about your cause, about your people, about your profession -- efficiently enough, which means you're not getting enough information, period. Source: democracyinaction.org
    57. 57. 2. Relationship Building: Web 2.0 - RSS <ul><li>And someone else is getting that information, or will be soon. </li></ul><ul><li>Someone eyeballing your job. </li></ul><ul><li>Or your press release. </li></ul><ul><li>Or your grant application. </li></ul><ul><li>Someone competing with you for your constituents. </li></ul><ul><li>Or someone competing with your constituency for influence. </li></ul><ul><li>Source: democracyinaction.org </li></ul>
    58. 58.   2. Relationship Building: Web 2.0 - Podcasts
    59. 59. 2. Relationship Building: Web 2.0 – Message Boards
    60. 60. 2. Relationship Building: Web 2.0 - Wikipedia
    61. 61. Peer Fundraising Online Relationship Building: Web 2.0 – Personal Fundraising Pages
    62. 62. Relationship Building: Web 2.0 – Personal Event Fundraising
    63. 63. <ul><li>Average volunteer sends over 30 emails </li></ul><ul><li>One in four emails sent by a volunteer results in a donation </li></ul><ul><li>Average online event gift is $59 which is a 50% increase over the average off-line gift </li></ul><ul><li>Many volunteers reach their stated FR Goal! </li></ul>Relationship Building: Web 2.0 – Personal Event Fundraising Results:
    64. 64. <ul><li>PDA, Smartphone, etc. </li></ul><ul><li>Specifically formatted for mobile use </li></ul><ul><li>Fast </li></ul><ul><li>Real time information – no syncing or downloading </li></ul>Relationship Building: Mobile Mobile Access
    65. 65. Search for any account in your database 2. Relationship Building: eTap Mobile
    66. 66. Store and see pictures, or drill down into a giving summary… 2. Relationship Building: eTap Mobile
    67. 67. … detailing a donors financial support 2. Relationship Building: eTap Mobile
    68. 68. Add new contact information from your mobile device and have all the details… 2. Relationship Building: eTap Mobile
    69. 69. 3. Benchmark Reporting Evolving Technology = New Ways of Thinking What else can a web-based database mean for us?
    70. 70. 3. Benchmark Reporting <ul><li>How would you go about finding the number of lapsed donors and dollar amounts for them? </li></ul><ul><li>How do you compare your organization to others? </li></ul><ul><li>How do we measure success of our organization with similar groups? </li></ul>
    71. 71. 3. Benchmark Reporting <ul><li>Direct Comparisons are Powerful </li></ul><ul><li>Accurate Data from Thousands of Non-Profits </li></ul><ul><li>Focus Your Team on Areas with the Greatest Impact </li></ul>
    72. 72. 3. Benchmark Reporting Giving Dynamics Report
    73. 73. 3. Benchmark Reporting Benchmark Status Report
    74. 74. 4. Donor Loyalty Questions <ul><li>How do you know which donors are loyal? </li></ul><ul><ul><ul><li>Which are accessible? </li></ul></ul></ul><ul><ul><ul><li>Which feel trapped? </li></ul></ul></ul><ul><ul><ul><li>Which are at risk? </li></ul></ul></ul>
    75. 75. 4. Donor Loyalty <ul><li>Why Measure? </li></ul><ul><li>More NP’s Equal More Competition </li></ul><ul><li>Appropriate Donor Strategy is Easier </li></ul><ul><li>Donors Expect More </li></ul><ul><li>Everyone Loves to Provide Their Opinion </li></ul>
    76. 76. 4. Donor Loyalty <ul><li>How? </li></ul><ul><li>Surveys are an easy e-mail add on </li></ul><ul><li>Surveys can be an interactive part of your Web Site </li></ul><ul><li>Everyone Loves to give his/her opinion! </li></ul><ul><li>Proper analysis of the results is KEY </li></ul>
    77. 77. 4. Donor Loyalty
    78. 78. 4. Donor Loyalty
    79. 79. 4. Donor Loyalty A donor’s loyalty level is indicated on the search screen
    80. 80. 4. Donor Loyalty - Value/Strategic Fit + - Loyalty + Value Creators Grow Value Sustainers Harvest Value Detractors Replace Value Opportunities Convert
    81. 81. 5. Web Site Optimization … will they come? You’ve built a website…
    82. 82. 5. Web Site Optimization Cool Web Site <ul><li>Search engines </li></ul><ul><ul><li>(85% use them) </li></ul></ul><ul><li>Tell them! </li></ul><ul><ul><li>Letterhead </li></ul></ul><ul><ul><li>Pledge cards </li></ul></ul><ul><ul><li>Newsletters </li></ul></ul><ul><ul><li>Business cards </li></ul></ul><ul><ul><li>Materials </li></ul></ul><ul><ul><li>Email signatures </li></ul></ul>You’ve built a website… … how will they find you?
    83. 83. 5. Web Site Optimization: Needle in a Needle Stack
    84. 84. 5. Web Site Optimization: Breakthrough the Clutter
    85. 85. Common Reasons Why NP Web Sites Fail 5. Web Site Optimization Upside Down Web Site Dead Web Site Disconnected Web Site Cool Web Site Stingy Web Site &quot; Why Web Sites Fail and What To Do About It &quot; at Nonprofit Day by Michael C. Gilbert April 1999
    86. 86. 5. Web Site Optimization They’re at your website, now what do they do? <ul><li>Can they get something? </li></ul><ul><li>Can they do something? </li></ul><ul><li>Can they give something? </li></ul>Your goal – to get something from them!
    87. 87. 5. Web Site Optimization Sign Up For Newsletter Multiple Ways To Support & Get Involved Donate Now An Overall Strategy
    88. 88. Can they get something? 5. Web Site Optimization Information Documents Devotionals Member Lists Calendars Newsletters PodCasts Stewardship Information Help WHAT ELSE???? 83% of Internet users expect to find product information on the Internet – Pew Internet Project
    89. 89. Can they do something? 5. Web Site Optimization Participate in an event Golf tournaments Walk-a-thons Dinners Join – Become a member Update their information Run planned gift calculations Purchase products or services
    90. 90. Can they give something? 5. Web Site Optimization Time - Volunteer Goods (in kind gifts) Money
    91. 91. Does your website accurately represent the work that you do? 5. Web Site Optimization: Web Design
    92. 92. 5. Web Site Optimization: Before and After
    93. 93. 5. Web Site Optimization: Web Design
    94. 94. 5. Web Site Optimization: Web Design
    95. 95. 5. Web Site Optimization: Web Design
    96. 96. 5. Web Site Optimization: Keeping it Simple Advanced Email Database Ecommerce Website
    97. 97. INTEGRATION is the KEY! 5. Web Site Optimization: Next Steps
    98. 98. Techniques for Driving Traffic 5. Web Site Optimization: Next Steps
    99. 99. <ul><li>Mention Benefits & Ease Of Online Contributions </li></ul>5. Web Site Optimization: Integrate on and off line appeals
    100. 100. 5. Web Site Optimization: Use eMail & direct mail together
    101. 101. 5. Web Site Optimization: Coordinate web & phone appeals
    102. 102. Get Creative! “ The Great Turtle Race” 5. Web Site Optimization: Next Steps
    103. 103. <ul><li>Bottom Line? </li></ul><ul><li>54,000 subscribers </li></ul><ul><li>700,000 unique visitors </li></ul><ul><li>2.5 million page views </li></ul><ul><li>5%+ visitors converted into donors. </li></ul>5. Web Site Optimization: Next Steps
    104. 104. <ul><li>Plan an Overall Strategy </li></ul><ul><li>Take an Integrated Approach </li></ul><ul><li>Try Different Things (measure the effectiveness) </li></ul><ul><li>Have fun! </li></ul>5. Web Site Optimization: Keys to Success
    105. 105. 6. Research/Analytics <ul><li>Knowledge is Key to Success </li></ul><ul><li>You’d be surprised what is available to you </li></ul><ul><li>Database Integration and Updating Makes the Process much Easier </li></ul><ul><li>How can research give us an advantage? </li></ul><ul><ul><li>Over Other Nonprofits </li></ul></ul><ul><ul><li>Over ourselves (Did we ask for enough?) </li></ul></ul>
    106. 113. Wealthpoint Rating UDF Name Content WealthPoint Rating Indicator of household wealth WealthPoint Rating Order Ranking within the submitted accounts
    107. 114. Wealthpoint Rating
    108. 115. Conclusions <ul><li>Fundraising is still based upon Relationships </li></ul><ul><li>Technology expands our opportunity for Communications </li></ul><ul><li>Communications build strong Relationships </li></ul><ul><li>Technology is and will be part of any NPO </li></ul><ul><li>Web-based systems offer new cost-effective opportunities </li></ul><ul><li>Technology takes many shapes </li></ul><ul><li>Your use of it levels the “playing field” </li></ul><ul><li>Your success can be increased because of technology (more with less!) </li></ul>
    109. 116. Thank you! Mike Kierce 317-336-3834 [email_address]

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