1. The Joy of Finding Supporters
and Turning them into Donors
Katherine Watier – Director of Online
Strategies
Courtney Ussery – Online Data Analyst

2. Different Fundraising Dynamics
Online
A few universal truths:
• Online fundraising success flows from
engagement strategy.
• List building is a two-way street – finding
ways to locate support, but also making
ourselves available to be found.
• Email campaigns with a series of emails
work better than a solo appeal

3. List Building for
Site Optimization
Optimize your Site
• Use of keywords in copy
• Make newsletter sign up prominent
• Make donation feature easy to find
• Test donation page
• Use web analytics to find other
improvements to user flow
• Use info from donation page to
segment list

4. Donation Page Too Long

5. Donation Page Too Long – Page 2

6. How Do I Sign up? Donate?

7. Where am I? How do I donate?

8. Is My Donation Secure?

9. Where do I click to Donate?
1
2
3

10. Donation Form to Long

11. Is My Donation Secure?

12. List Building
Online Marketing
• Capitalize on universal search:
– Register with local search
– Upload videos of performances or events to
YouTube
– Create a Facebook group for students to join
– Update their review on Yelp
– Post upcoming performances on Eventful
– Periodically post on Craigslist in the “classes”
and “events” section
– Send press release to Search Engines using
pr.com
• Apply for Google grant & run paid ads on
“hip hop classes in Washington, DC” etc

13. Case Study:
They wanted to
Pave Paradise, and put up a Parking Lot!

14. Pave Paradise, Put up a Parking Lot
Here’s the Challenge:
In 2006, a condo development threatened the
home of a local Bethesda art program, so it
developed partnership with other threatened art
programs try to stop the development.
Bethesda is an arts district in part because of
these art programs, so they appealed to city
council to stop the development, or help them
find a new home for both art programs.

15. Email Campaign Timeline
• Email 1 – Save Our Home action
• Email 2 – Action follow-up to non-action takers
• Email 3 – Final action/Tell a Friend
– Thank you for taking action
• Email 4 – Fundraising email 1
• Email 5 – Fundraising email 2, to those who have not
donated “We’ve raised this much can you
help us get to $X?”

16. Email Campaign Timeline
• Email 6 – Fundraising email 3 “We’re moving, and
could use your help”
– Thank you for donating
• Email 7 – “Please bear with us as we relocate.”
• Email 8 – “Next week is moving week!”
• Email 9 – “Classes will be canceled next week as we
move, and will resume the following
Monday. Thank you for your support, and we
look forward to seeing you in our new
home!”

17. Email/Messaging Calendar

18. Email/Messaging Calendar

19. Let’s Look at an Appeal Email
Ask: We’re moving and need your help!
2. Segment List: Parents of students
and adult students
3. Create email copy, landing page and
thank you
4. Use email checklist
5. Set for delivery
6. Analyze results

20. Let’s Look at Salsa

21. Segment the list

22. Analyze the Results

23. Is all the work worth it? Yes!
Success story from
The Nature Conservancy
• The Nature Conservancy's Digital Membership team
boasts a three-figure average gift and continues to
sustain annual growth over 55%.
How did they do it?
• Conducted Keyword Research resulting in a 395%
lift in online gifts over the previous year.
• Conducted eye tracking, click-path, and potential
donor user flow research which resulted in a 54%
increase in revenue.
• Continually stay on top of Email Industry
Benchmarks and Best Practices to discover new
opportunities to double their click-through rate.

24. Questions?
Katherine Watier – kwatier@ompdirect.com
Courtney Ussery - cussery@ompdirect.com