(1) Harvey McKinnon and Mike Johnston presented on integrated fundraising and monthly giving. (2) They discussed barriers to integrated monthly giving such as lack of vision, budget, and skill sets. (3) Examples were provided that showed how non-profits can improve monthly giving through strategic channels, unique benefits, and donor surveys to find larger gifts. (4) New innovations discussed included multi-step monthly conversion and using mobile and texting to engage donors.
TataKelola dan KamSiber Kecerdasan Buatan v022.pdf
Integrated Monthly Giving: How to Improve Your Program
1.
2. 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
3. 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
giving
Next 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
4. “I’m all for progress. It’s
change I can’t stand.”
Mark Twain
5. 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
6. It’s not all about technology
• Strategy
• Leadership
• Culture
• Budget
• Commitment
• Analysis
7. ALL AGES ARE GIVING
MONTHLY – AND ALL
CHANNELS ARE INVOLVED…
8. Case Study – Small Animal Charity
Canada’s Vancouver
most Island
endangered Marmot
mammal
There are only 35 left in the wild
12. 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
13. OUR ‘TAKE’ ON WHAT’S
STOPPING INTEGRATED
MONTHLY GIVING
14. Harvey: What’s Stopping
Integrated Monthly Giving
• Fear of risk
• Lack of vision
• Personal Ego
• Lack of shared goals
15. Mike: What’s Stopping
Integrated Monthly Giving
• Lack of budget
• Lack of skill sets
• Internal competition
• Lack of exploration of opportunities
(testing)
16. Current Reality
1) Offline donors are aging
2) Donor files and acquisition sources are shrinking
3) Donor Fatigue
4) Revenues are flat and/or falling
5) Direct mail costs are increasing/ fundraising margins are shrinking
6) 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
17. Online donor retention of single gift donors can be terrible...
12% average
retention rate
Solution: Integrated Monthly Giving
19. Some non-profit verticals have
lower 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 don't know
Less than $10
$10 $10
15%
$15
31%
$20
$25
$35 or more
27%
20. 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
21. You can change your monthly
giving circumstance
Approximately what percent of your annual fundraisinig
revenue comes from recurring monthly giving?
4%
19%
31%
I don't know
0%-5%
6%-10%
31% or more
46%
22. What percentage of your file is giving
monthly?
• One hospital has 12.7% giving monthly
• One of our clients has more than 50%
giving monthly
24. Create a visual monthly giving
program brand and use it
consistently
• Make it mission and brand related – not
generic monthly giving
25. • 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 event
b) Email, telephone follow up
How can your organization create
more
relevant, passionate, evocative
monthly giving programs?
28. “We are up 10% in overall # of
online monthlies since the new
forms launched. We didn’t have a
tonne of online monthlies to begin
with, so it’s a nice bounce."
28
29. Creating not just an improved
giving form, but a more
evocative monthly brand…
29
32. You get what you ask for – even in
integrated monthly giving
So, don’t be shy about
soliciting monthly gifts first – online too!
33. A look back at 1999... Greenpeace International makes
MONTHLY THE WAY TO GIVE!
34. Greenpeace online fundraising growth
over 10 years
11,848
12000
N
u
m 10000
b
e
r 8000
o
f 6000
d
4000
o
n
o
r
2000 2,324
s
111 883
0
Monthly
Single
35. Create unique benefits and exclusivity around
being a monthly donor and give channel
options…
38. 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 IMPROVE
ON MONTHLY CONVERSION
42. Integrated Monthly Giving
includes ‘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%.
44. Be open to multi-step, multi-
channel Monthly Donor
Acquisition
Lead Acquisition & Conversion
Games Email
Advocacy Direct mail
LEADS
Telemarketing
Enews
DONORS
Social Media
45. Amnesty Canada: multi-channel and
multi-stage monthly giving conversion
More info:
legitimacy
Comments: priority for
Counter: social calls
proof
Phone number: Ask! Subscribe:
for cultivation
46. The different constituencies
called…
20.00% 18.50%
18.00% Recent Lapsed
16.00% Monthly Donor
14.00% 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
47. A 9-step checklist for conversion of
online warm leads to monthly
donors
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
48. And if you don’t use the
phone, you can still use email
alone…
51. 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
52. Take our survey!
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
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.