The cost and technical barriers for online fundraising have dropped dramactically enabling any development professional to be more creative and raise more money online. The webinar will offer five practical ways for universities, colleges and schools to raise more money via online fundraising. The webinar will talk about segmenting your student and alumni base, engaging students and alumni as fundraisers and will discuss ideas for using social media in fundraising. The webinar will feature several case studies presented by the webinar's guest host, Jeff Wright, Associate Director of Annual Giving at the University of Alberta.

1. 5 Reasons for Nonprofits to Still Use
Direct Mail

2. Our Presenters
Jonathon Grapsas Dianne Sheridan
Regional Director Vice President
Pareto Fundraising Artez Interactive

3. Webinar Tips
 This webinar is being recorded and will be available
on our website shortly
 If you have any technical troubles, please use the
“chat” feature
 We will take all questions at the end. Please use the
“raise hand” or “chat” feature to ask a question.

4. Wrong way to think about it

5. Why DM must be in your plans
1. Still a large chunk of the pie
2. Delivering long term valuable monthly
givers
3. Getting close to your donors
4. Working with other channels
5. Fueling bequests

6. Some context

7. Why DM must be in your plans
1. Still a large chunk of the pie

8. DM isn’t growing, but it’s still big
$70,000,000
Cash income from DM accounts
for around 60% of all cash
$60,000,000
income, and around 20% of all
individual income.
$50,000,000
$40,000,000
$30,000,000
$20,000,000
$10,000,000
$0
2000 2001 2002 2003 2004 2005 2006 2007 2008 2009
Direct Mail Door to Door Email Face to Face Online Other Phone Press Inserts Radio TV Unaddressed Unsolicited

9. Online is growing, but it’s still small
$70,000,000
Online income grew in 2009, yet
still accounts for just 2% of all
$60,000,000
individual income.
$50,000,000
$40,000,000
$30,000,000
$20,000,000
$10,000,000
$0
2000 2001 2002 2003 2004 2005 2006 2007 2008 2009
Direct Mail Door to Door Email Face to Face Online Other Phone Press Inserts Radio TV Unaddressed Unsolicited

10. Why DM must be in your plans
1. Still a large chunk of the pie
2. Delivering long term valuable monthly
givers

11. DM recruits rock on monthly giving
$60,000,000
Monthly giving continues to
$50,000,000 grow, from $44m to $48m
in 2009. Of which, over
20% is from DM monthlies
$40,000,000
$30,000,000
$20,000,000
$10,000,000
$0
2000 2001 2002 2003 2004 2005 2006 2007 2008 2009
Direct Mail Door to Door Face to Face Online Other Phone Radio TV Unsolicited

12. Value of a DM recruited monthly
donor
• Net value after 3 years
between $500 - $600

13. How do DM recruits stack up?
• A street recruit worth around $100 - $200 net
value after 3 years
• A TV recruit worth around $250 - $300 net
value after 3 years
• An online recruit worth around $600 - $800 net
value after 3 years

14. Why DM must be in your plans
1. Still a large chunk of the pie
2. Delivering long term valuable monthly
givers
3. Getting closer to your donors

17. Why DM must be in your plans
1. Still a large chunk of the pie
2. Delivering long term valuable monthly
givers
3. Getting closer to your donors
4. Working with other channels

18. Offline driving online

19. Offline driving online

20. Offline driving online

21. And, online driving offline
Have you thought about using
online behavior to drive your
offline messaging?

22. Genuine integration

23. Why DM must be in your plans
1. Still a large chunk of the pie
2. Delivering long term valuable monthly
givers
3. Getting closer to your donors
4. Working with other channels
5. Fueling bequests

24. The role of DM fueling bequests

25. Surveys rock, incl. for bequests
WARM SURVEY
2004 2005 2006 2007 2008
RESULTS
Quantity Mailed 15,888 16,357 18,835 24,883 21,563
Total Response 2,769 3,947 4,874 6,746 5,509
Response Rate % 17% 24% 26% 27% 26%
Immediate Gross Income $104,178 $130,926 $111,890 $215,189 $178,381
Immediate Net Income $55,011 $64,494 $92,326 $148,860 $114,999
Confirmed Bequest 373 191 86 81 120
Intend to Bequest n/a 560 232 522 115
Consider Bequest 1056 647 614 335 156

26. DM programs fueling bequests
In 2003, less than 100
confirmed bequests and around
$100k a year in bequest income

27. DM programs fueling bequests
Five years later, 1,750
confirmed bequests and around
$5m year in bequest income –
driven by heavily recruited DM
file

28. Final takeaways
1. Understand what the data is telling you
2. Look beyond the immediacy of DM
income, consider impact on other
programs (I.e. bequests)
3. Find emotional triggers, get personal
4. Find ways for offline and online to
support each other (including
messaging)

29. More Webinars for You
Event Bootcamp: Fundamentals of Participant and Donor
Data Analytics (feat. Event 360)
May 12th @ 1 pm ET (North America)
From Donor Acquisition to Fundraising: Performance
Benchmarks for Nonprofits (feat. Cornerstone)
May 19th @ 1 pm ET (North America)
Register at www.artez.com
Check out more webinars at www.artez.com/webinarlibrary

30. Calendar Notes
May 11 & 13 Philip King & Claire Kerr @ IFC Online
“You Got Chocolate in My Peanut Butter”…
Integrating Online & Offline Fundraising
More info @ http://www.resource-alliance.org/ifconline/
May 20th Artez Club Night in Vancouver
6-5 pm @ Social Restaurant
Please RSVP to kballadin@artez.com

31. Calendar Notes
May 11 & 13 Philip King & Claire Kerr @ IFC Online
“You Got Chocolate in My Peanut Butter”…
Integrating Online & Offline Fundraising
More info @ http://www.resource-alliance.org/ifconline/
May 20th Artez Club Night in Vancouver
6-5 pm @ Social Restaurant
Please RSVP to kballadin@artez.com

32. Thank you
Check Out “Digital Fundraising Podcast” on iTunes
Follow Artez on Twitter: @artezonline
Become our friend on Facebook: /artezinteractive