Paths to year-end fundraising success in a multichannel world

AMC_YE2013-Lbox3-Calendar_FINAL-copyDirect response fundraising should be multichannel. I say this all the time and while direct causation is sometimes difficult to track, I stand by the principle that truly donor-centric communications allow donors to access information in the channel they choose. We also have the data analysis to prove that multichannel donors are the most valuable donors for an organization to have over the long term.

It’s our responsibility to ensure that the messaging is cohesive and coordinated.

In the real world of people opening their mail, answering their phones, and checking their inboxes, a multichannel donor is a person who knows what matters to them, consumes information in a number of ways, and dedicates some time and their dollars to the cause that moves them.

Maybe it was the person that asked them to make a donation, or the photo on that envelope or at the top of that email, or a headline in large font, or simply the timing of an email that was formatted nicely on their iPhone6 while they were waiting on a train platform – whatever the trigger, later that night they remembered to go on your organization’s website and make a donation.

The most important thing about a multichannel donor is that they decide to give and give in a channel different than their first gift. That change and movement to being “channel agnostic” means that they are more likely to give again to your organization and to give a larger amount.

So, how do you embrace multichannel messaging when planning for year-end? The reality is that every detail matters when it comes to achieving year-round fundraising success in a multichannel world. Year-end fundraising is a unique challenge because of the competition for dollars among organizations and a limited number of donors. The sheer volume of fundraising appeals by nonprofit organizations is enough to overwhelm any person who opens their mailbox or their in-box.

As a direct response agency, we’ve learned to adapt and innovate in the unique environment of year-end fundraising. Below is a quick overview to how we approach year-end fundraising success in a multichannel world.

  1. Create a communications matrix that honors the donors’ perspective. Align your channels by reviewing your year-end calendar for mail, email, website promotion and telephone solicitations. Consider how your donor and non-donors audiences will react to getting multiple appeals for funds in different channels. Adopt a donor-centric approach and make sure your appeal calendar is driven by their needs. Honor and accept those things that won’t cross channels (not everything can be integrated!).
  2. Scour your organization for other opportunities to coordinate messaging. These might include newsletters or magazines, direct mail acknowledgment buckslips, welcome kits and welcome series, videos or other online resources.
  3. Segment your audiences carefully and integrate those segments into the communications matrix. Think about the best way to approach each with the correct ask or cultivation. For example, what about those folks that are getting direct mail during the year-end email series? What about those who aren’t? Also plan for coordination in gift asks – although donors will often give higher gifts online, it’s important to keep gift strings similar across the channels.
  4. Fundraising techniques aside, it’s the content and messaging that you create that will drive your supporter’s attention span and engagement. Donors want to be asked and inspired to make a year-end gift. Take the lead-time you need to produce engaging content that can span across direct mail appeals, emails, videos, year-in-review annual reports, holiday cards, infographics and more. Remember, donors have short attention spans (especially online donors), so highlighting key points are important whatever the channel – direct mail letter P.S. content, reply devices, and email masthead and sidebars, to be exact.
  5. Carefully consider your email calendar in December so you can create the right cadence for your supporters. One message per week and then an increasing number the last few days is the new normal, so jump on board and craft an authentic email series that inspires your supports to give. Consider the dates that your mail will reach donors in-home and if the content is complementary.
  6. Acknowledge the multichannel touches – we often reference or show a visual of a direct mail package that the donor is receiving in an email message. And we’re careful to strategically include dedicated URLs in direct mail packages if donors want to make their gift “immediately online.”
  7. On your website, be sure to use your homepage carousel or above-the-fold content areas to highlight the theme of your year-end campaign online and offline. It’s common for supporters getting your mail to visit your website to make their year-end gift. Deploy a lightbox on your website to catch the attention span of your visitors.
  8. Use paid advertising channels at year-end to reach your supporters wherever they might be. Search engine marketing, Facebook ads to custom audiences, and remarketing to visitors of your website or your donation pages can play a vital role in creating visibility for your year-end campaigns, and increase year-end giving across all of your channels.
  9. Make it social! Using online social networks at year-end is vitally important to connect with the attention span of your supporters. Dedicate staff time to posting year-end content on social media channels, and schedule coordinated tweets and posts on all channels. In your emails and on your Web pages make it easy for your supporters to spread the word about your year-end campaigns.
  10. Keep testing and trying new things. Every audience is different which means it’s vitally important to test to see how your audience responds to multichannel tactics.
  11. Don’t neglect January as an important time to thank donors—across all channels—for their year-end support.

Multichannel fundraising does require more effort and resources. But the end results is cohesive messaging and a larger group of dedicated donors.

photo-thumbnail-mwosi-2Mwosi Swenson is the President and CEO of Mal Warwick | Donordigital. She has worked in direct response fundraising for the past 20 years and has managed the direct mail, telemarketing and online programs for some of the nation’s most respected environmental, advocacy, and political organizations.

No Kid Hungry grows its monthly giving club with an integrated marketing campaign

During the month of April 2013, Share Our Strength’s No Kid Hungry campaign grew its monthly giving club, The Hunger Core, by over 300 new members. The Hunger Core now boasts more than 2,500 members for the first time!

Donordigital and Mal Warwick Associates worked with No Kid Hungry to create a month-long multi-channel campaign. Efforts spanned email, web, social media, direct mail, and telemarketing and were integrated wherever possible. For example, for the group that was receiving a phone call asking them to renew their monthly donation, those with email addresses on file received an email message beforehand alerting them that they would be called the next week and inviting them to give online instead. Those who responded were then suppressed from the telemarketing campaign and those who didn’t were primed for their phone call. Prospects receiving the mail piece received an email message three days after the mail drop that referenced the direct mail package and let them know they could also give online.

Throughout the campaign, we targeted audiences with slightly different messaging. Segments of non-donors and current or former single gift donors were asked to join The Hunger Core with a monthly gift, lapsed Hunger Core members were asked to renew their monthly giving, and current Hunger Core donors were asked to upgrade their monthly gift amount. We suppressed anyone who joined The Hunger Core in the three months prior to the campaign as well as anyone who had called the No Kid Hungry offices with an issue with their Hunger Core membership.

Before embarking on this campaign, we conducted donation form optimization tests on the monthly giving donation form to ensure it was achieving the best possible conversion rate. Other special features of the campaign included a “monthly donor upsell lightbox” added to the main donation page on the website, which provided single gift donors the option to convert their gift into a monthly donation with a simple click of the mouse. We also tested a Facebook Custom Audiences ad campaign for Hunger Core recruitment, targeting online donors that we matched within Facebook. That campaign recruited new monthly donors at a cost comparable to other channels. Finally, we created a thermometer on the donation page that tracked new Hunger Core members throughout the month.

The consistent support made possible by monthly giving is making it possible for No Kid Hungry to aggressively pursue its mission of ending childhood hunger in America by connecting kids with healthy food where they live, learn and play.