https://bloomerang.co/resources/webinars Erica Waasdorp will show you the best approaches to keep your monthly donors giving for years on end, using tools you already have in place.

1. 5 Ways to Keep your Monthly Donors
Presented by
Erica Waasdorp, President A Direct Solution

2. •Philanthropoholic
•President, A Direct Solution
•Raised millions of monthly giving dollars
•Reader’s Digest ‘graduate’
•Author, Blogger, Presenter
About Erica Waasdorp

3. How many monthly donors do you have?
• Fewer than 25
• Between 25 and 100
• More than 100
• Not sure

4. Monthly Donor value $$$
Source: M&R Strategic 2018
Single gifts only (mail) $58
Monthly gifts $288

5. Donor Retention Rates improve
Source: AFP Fundraising Effectiveness Project

6. Monthly Donor Retention Rates by Type
Sources: Blackbaud Sustainer Benchmarking ™ study

7. 1. Set Expectations

8. One Person in Charge
Keeps Program
on Track

9. Tell
monthly
donors
what they
can expect

10. Prevent from Dropping Out, NO End Date

11. Prevent from Dropping Out, NO End Date

12. Source: Jitbit Bad Customer Service
Make sure your Donor Support is ready

13. Mail Postal
Thank you!

14. 2. Say Thank You
Over and Over …

15. Keep Engaging Your Monthly Donors
Ask
Thank
Engage
Retain

16. Create Separate Segments

17. Call to Say Thank You

18. How often do you communicate with your monthly donors?
• 2 times a year
• 4 times a year
• 8 times a year
• Monthly
• Never

19. Send Tax
letter

20. Send Impact report

21. Show your love

22. Send special note with update

23. Tell Stories

24. Keep Confirming

25. Make it Personal

26. Create Ongoing Communication Plan
• Example:
○ Monthly e-news
○ Quarterly newsletter
○ Two best house file appeals
○ Tax letter
○ Upgrade

27. Survey

28. Ask existing monthly donors for a quote
“I love being part of the Monthly Giving Club! I
want to help, but I can’t afford to write big checks,
so this is perfect for my budget. I don’t have to
worry about it. It’s safe. It’s convenient and I know
that you have the funds to help an individual or
family divert a financial crisis.” -- Jane, Hyannis

29. Put it on video
https://www.youtube.com/watch?v=JJUovCqGMRs

30. Additional appeals
thank you, recognition

31. Upgraded monthly donors stay even longer

32. Ask to be put in will

33. 3. Track and Follow up

34. Which system are you using to track your monthly donors?
• Raiser’s Edge/Blackbaud product
• Donor Perfect
• Bloomerang
• Sales Force
• Other

35. Create Your Monthly Donor Retention Flow
• Process ‘hard’ Cancels
• Process ‘soft’ cancels
• Call script
• Email sequence
• Letter sequence
• Tracking

36. Hard cancels: donor wants to stop
• Find out why they cancel
• Offer lower amount or less frequent
• Ask if they’d like to continue receiving updates
• If they call, they care!

37. Soft cancels: donor wants to continue!

38. Pick a date and
check for Expires and Declines

39. Look at amounts and act right away

40. Check payment system alerts

41. Check payment system alerts

42. Check payment system alerts

43. Would your donor do this?

44. Payment
System
Alerts

45. Don’t give up on soft cancels
• Send letter
• Send email
• Call anybody with phone number
• Try charging next month
• Set up Account Updater
• Repeat

46. Email,
no
link
CallCall

47. Mobile Responsive
CallCall
CallCall CallCall

48. Better:
Email
with
Link to
Update
Page

49. Make it Personal

50. Please, not this!!

51. Send
Letter(s)

52. Include Reply Form and Envelope

53. Is This Really Your Final Message?

54. Post Card

55. Source: Vantiv/Worldpay

56. Call!
• Leave a message
• If live, Thank
• Offer solution
• Thank again

57. Phone
Script

58. Send Text Message (if permission)
Hi, here’s a message from Save the Children
about «ChildFirst». It looks like we couldn’t
process your most recent sponsorship gift for
«him/her ». It’s easy to fix. Use this LINK to
update your account, or CALL 855-716-7823 from
8am – 5pm EST M-F to connect with us to update
your account info . Thank you!

59. 4. Never Give Up!

60. What is the annual value of the monthly donors you lose?
• Less than $1,000
• Between $1,000 and $5,000
• More than $5,000
• Not sure

61. # of monthly
donors
reactivated
Average gift Average
Yearly
Gift
Cume
Totals 10 $24 $288 $2,880
Annualize Amount You Need to Get Back

62. Reactivate your Lapsed Monthly Donors

63. Include in
your Monthly
Donor Appeal

64. Make another call!
• Leave a message
• If live, Thank
• Offer solution
• Thank again

65. 5. Convert

66. Ask to Convert to EFT in Impact report

67. Ask to Convert to EFT in letter

68. Ask to Convert to EFT in special appeal

69. How will YOU
Keep Your Monthly
Donors?
Here’s my challenge to you:

70. Do just these 3 things…

71. It’s not how much we give
but how much love we put into
giving!
Mother Theresa

72. Questions?

73. Erica Waasdorp
erica@adirectsolution.com
508 428-4753
www.adirectsolution.com