Welcome to the 17th issue of the newsletter all about your donor communications. I'm happy you're here! If someone forwarded you this email, hooray! You can grab your own free newsletter subscription here.
Wednesday, September 15, 2021
And just like that, the last quarter of the year is looming.
It's when goals become realities and new plans are formed.
It's also when fundraising heats up.🔥
Nearly one-third (31%) of annual giving occurs in December. So, the time is upon us to get on top of our fundraising. ⏰
I'm going to give you some information in this issue that may change your mindset about the next appeal you write — and give you some practical ways to apply it.
That in a sec! First, I want to mention this:
If you'd like custom, detailed feedback and recommendations for your year-end appeal, I can help! 🤩
I'm offering an appeal copy review service that may be just what you need to raise more money during the upcoming giving season.
My copy critique service is ideal for both new and long-time fundraisers who want a second opinion on their appeal campaign — and for those who need new ideas to help increase revenue with an existing appeal that is no longer working.
My goal is to help people like you send out the best appeal possible. Plus, you will be able to apply what you've learned from just this one copy critique to ALL your future fundraising appeals!
If this makes you smile and sounds like something you want to check out, you can read about it here.
(I'll only be able to take a limited number of clients for this service at any given time. So, if I book up, you'll be able to add yourself to the waitlist.)
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I received an important appeal-writing question from newsletter subscriber Miriam.
I love this question because it brings up what a fundraising appeal truly is (and is not).
First, let’s back up this bus 🚌 a bit and talk about the various types of content you regularly publish. Think about your organization's blog, emails, web pages, social media, and printed pieces.
You probably create and share content that…
- Builds Trust
(I could go on and on, but you get the point.)
Each piece of content you publish serves a specific purpose. And some content covers multiple communications goals.
That leads me to fundraising appeals.
Fundraising appeals leverage the hard work you’ve put into all of your communications. When you send your appeal to existing donors, they have likely consumed some (or many!) of your previous communications.
If you've been stewarding well, when donors read your appeal, they feel good to have been graciously thanked by you for their prior gifts.
And they have received updates and other wonderful content from you.
So, they are now ready for your fundraising appeal. They are READY & WILLING to solve a problem today.
The question is: Are you going to give them an immediate problem to solve?
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A fundraising appeal is a unique type of marketing that fits under the category of "direct response."
Direct Response Fundraising
Direct response fundraising is designed to deliver an offer to get an instant reply by encouraging people to make a financial gift.
Since direct response requires immediate action, you need to create urgency.
What Some Fundraisers Get Wrong About Appeals
There's a belief that if you just talk about the successes to donors, they will want to send more money to continue that success.
That seems logical, right? But unfortunately, that’s not what works best in direct response. (Fundraising can be counterintuitive!)
There have been hundreds (thousands, perhaps) of studies on which approach works better than others in direct response. If you rely on the research, you will raise more money.
We know from the research that fundraising appeals work best when they show urgency and what's at stake. (Of course, there are other essential characteristics that I won't be addressing in this issue.)
I'm going to address these two characteristics of fundraising appeals here. 👇👇
Why Urgency is Essential in a Fundraising Appeal
Donors are not sitting around waiting for your next appeal. They are busy living their lives. To make a gift now, most donors need a reason to act immediately.
Telling donors an uplifting success story and then asking them for more money does not create urgency.
The psychology of giving shows us that people would rather help someone in trouble than help someone who's already been helped.
Scenario: A kitten is stuck in your neighbor's tree
As soon as you hear that a kitten is stuck in a neighbor's tree, you'd likely rush over to see if you can help. Lend a ladder? Call a cat rescuer? Talk sweetly to it? You'd want to do something—anything—right away. The situation is urgent!
But if you simply heard that a kitten had been stuck in your neighbor's tree and a cat rescuer saved it, you likely wouldn't rush over there. Why would you? Someone else already handled the problem.
Fundraising is like that too. Urgency gets people to act now.
IMPORTANT NOTE: You don't need a life or death situation to create urgency.
You can create urgency by...
- Using a real or artificial deadline
- Having a match offer
- Showing how one gift can impact the life of one person
- Explaining the consequences of not giving now
A few examples:
- You now have until September 30 to double your impact to protect our state's public lands from polluters.
- Your $50 gift will bring a cure to childhood cancer one step closer for kids like Taylor.
- Without funding by August 31, students like Peter won't be able to experience the joy of playing an instrument in the school band this fall.
Savvy fundraisers always figure out a way to work urgency into every single appeal message.
Even though a small number of donors will give no matter what, many more people need a compelling reason to give TODAY.
Let’s Talk About Doom and Gloom, Shall We?
You may want to know how to raise money while maintaining your organization's upbeat messaging... and without being so doomy-gloomy.
I get it. Nobody wants to be the bearer of bad news — or have perceived inconsistencies with their strategic messaging — or give the impression that they are not doing their job well.
But here's the thing:
Your organization was created to solve a real problem. And, let's face it: real problems aren't positive and uplifting.
You know what IS positive and uplifting?
When the donor works alongside you to solve a problem!
See, it isn’t an either/or scenario: either you are doom & gloom or positive & uplifting. No, no, no!
IT'S BOTH… sad and happy… pain and possibilities. It’s yin and yang. One does not exist without the other.
You need to have an empathetic understanding of your donor. You care about their feelings—yes—but you can’t shy away from the truth.
For the donor to understand that they are the solution to the problem, you need to poke at the pain. Stay with me here...
Say you have a sharp, excruciating pain in your side. You go to your doctor. Your doctor walks into the examination room and sees you sitting on the exam table.
Does she glance at you and immediately write you a prescription? No! She will examine your side and touch the pain areas.
She does this not because she wants to hurt you but because she has to get you to feel the pain again.
Only then can she understand where it hurts and HELP YOU END THE PAIN.
Many Nonprofits Gloss Over the Pain
They don’t want to upset the donor for fear that they will get mad, complain, and leave.
In copywriting, this is called the Nice Guy Syndrome.
Nice guys spread only good news.
Nice guys are afraid of the pain.
Nice guys shield donors from the truth.
But your donor owns the problem, too.
They deserve to understand the severity of the problem—TO FEEL THE PAIN—so that they're inclined to take immediate action.
When you neglect to show the need… when you ignore stating the consequence of doing nothing… you are doing your donor a disservice.
You are treating them as if they can’t handle the truth.
So yes, be hopeful... but don’t leave out the pain. Good fundraising writing requires both.
You need to agitate the problem and show the donor the greatness they will unleash into the world when they make a gift.
The good news that you so generously give to donors is that they can solve a problem with their gift.
This is donor love. 💛
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Insightful Fundraising Content
🚨 What are you doing today? How about learning how to create your year-end fundraising campaign?! Fundraising expert and amazing teacher Pamela Grow is presenting on Firespring TODAY.
🥰 Can fundraisers be both human and smart? Mary Cahalane wrote this insightful blog post that you should check out. It's about how we fundraisers sometimes get so lost in the weeds with our tactics that we forget our humanity.
🎙️ Like Podcasts? The White Saviors is new series from Canadaland. It's a tale of what NOT to do inside a charity. As I listen, I keep thinking, "Are you kidding me?!" Give it a go. I think you'll like it too. (If anything, it will outrage you.)
▶️ Rachel Muir presented a must-see webinar on Bloomerang recently. It's called "The Early Bird Guide to Epic End of Year Fundraising." I enjoyed every minute of Rachel's wisdom and enthusiasm!
💕 Membership doors are open for a limited time at The Fundraisingology Lab by Moceanic. I've been a member since the early days. It's a helpful online learning community of smart fundraisers who want to get smarter! Check it out.
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Thanks for being here .
I'll be back soon to talk more about your year-end donor communications.
All my best,
PS: If you'd like to receive feedback and recommendations on your next appeal, check out my fundraising appeal copy review service.
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