monthly giving programs: slides from donordigital & no kid hungry for the 2015 nonprofit...
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Jeanne Horne, Share Our Strength Wendy Marinaccio Husman, Donordigital
#15NTCplayitagain #15NTC
March 4, 2015
Play It Again, SamMonthly Giving Programs for
Sustaining Donations ‘As Time Goes By’
@nokidhungry @donordigital @wendymarinaccio
Here’s lookin’ at you, kid Collaborative notes: http://po.st/bKNprK #15NTCplayitagain
@nokidhungry @donordigital @wendymarinaccio
Share Our Strength Jeanne Horne Senior Manager, Digital Communications Share Our Strength
P 200 employees, HQ in DC
P No Kid Hungry is ending childhood hunger in America
P Feeding kids where they live, learn and play
@nokidhungry @donordigital @wendymarinaccio
Donordigital Wendy Marinaccio HusmanSenior Account Executive Donordigital P Integrated, multi-channel strategy P High-level and granular analysis P Full copywriting and design creative service P Production and management services
@nokidhungry @donordigital @wendymarinaccio
Why Monthly Giving Rules! ¨ Revenue you can count on ¨ Efforts compound over time ¨ Increase donor lifetime value ¨ No need to renew ¨ Planned giving prospect pool ¨ Donor preference to “set it & forget it”
@nokidhungry @donordigital @wendymarinaccio
Monthly Giving
@nokidhungry @donordigital @wendymarinaccio
Components of A Program
¨ Recruitment ¨ Upgrades ¨ Re-engagement
¨ Retention ¨ Tracking ¨ Testing
@nokidhungry @donordigital @wendymarinaccio
The Hunger Core History 2011 & prior Launch to $10,000/month Under 500 members Add checkbox on donation form 2012 Added program name and logo Hunger Hits Home (Food Network) Added donor benefits
2013 Added monthly ask to renewal campaign Monthly donor upsell light-box Targeted “Blitz” campaign Monthly Donor Task Force formed 2014 Online advertising campaign Repeated the Blitz campaign More frequent asks
@nokidhungry @donordigital @wendymarinaccio
Recruitment
@nokidhungry @donordigital @wendymarinaccio
Organic monthly gifts
@nokidhungry @donordigital @wendymarinaccio
@nokidhungry @donordigital @wendymarinaccio
@nokidhungry @donordigital @wendymarinaccio
Website Promotion
@nokidhungry @donordigital @wendymarinaccio
Monthly giving upsell lightbox
@nokidhungry @donordigital @wendymarinaccio
New Donor Welcome Series
@nokidhungry @donordigital @wendymarinaccio
Sustainer “BLITZ” campaign Components: Goal, deadline & thermometer Email series Direct mail piece Tele-funding Integrated emails Online advertising/paid search Home page lightbox
Donation form testing Upsell lightbox E-Miles donor acquisition Premium/Incentive Segmentation w/ targeted asks
Join, re-join, upgrade Different ask string
@nokidhungry @donordigital @wendymarinaccio
@nokidhungry @donordigital @wendymarinaccio
Online Advertising Campaign
@nokidhungry @donordigital @wendymarinaccio
@nokidhungry @donordigital @wendymarinaccio
Appeal Emails
@nokidhungry @donordigital @wendymarinaccio
In the mail ¨ Current donors
¤ Mailed appeal – on the response form (organic) ¤ Mailed appeal – dedicated sustainer ask ¤ Monthly newsletter bangtail ¤ Welcome package to new donors
@nokidhungry @donordigital @wendymarinaccio
@nokidhungry @donordigital @wendymarinaccio
@nokidhungry @donordigital @wendymarinaccio
@nokidhungry @donordigital @wendymarinaccio
Telefunding ¨ Phones are the #1 offline recruitment channel ¨ Target audiences
¤ Get people on the phone as soon as they make a gift; convert right away
¤ Donors HPC $25-99 with 2+ gifts ¨ Email in support of the ask
@nokidhungry @donordigital @wendymarinaccio
@nokidhungry @donordigital @wendymarinaccio
0
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2800
Monthly Gi3s New Monthly Gi3s
New Monthly Donations
@nokidhungry @donordigital @wendymarinaccio
Upgrades
@nokidhungry @donordigital @wendymarinaccio
3 Rules of Asking for More
¨ Just follow the rules 1. Specific upgrade amount 2. Process to avoid duplicating monthly gift 3. Get the data right
@nokidhungry @donordigital @wendymarinaccio
@nokidhungry @donordigital @wendymarinaccio
Ask for more
@nokidhungry @donordigital @wendymarinaccio
Retention
@nokidhungry @donordigital @wendymarinaccio
Retention ¨ Stewardship
¤ Acknowledgement & receipts ¤ Donor benefits ¤ Talk to sustainers like you know them ¤ Segment/suppress correctly
¨ Stop loss ¤ Keep credit cards current ¤ Telefunding
@nokidhungry @donordigital @wendymarinaccio
Acknowledgements & Benefits
@nokidhungry @donordigital @wendymarinaccio
@nokidhungry @donordigital @wendymarinaccio
Communications Calendar
@nokidhungry @donordigital @wendymarinaccio
Stop-loss ¨ Credit card expiration
¤ Donor services number easily accessible ¤ Staff member check for expired cards ¤ Triggered email series for upcoming expirations ¤ Website forms ¤ Mail ¤ Phone
¨ Other card issues ¤ Similar strategies for lost or stolen cards
@nokidhungry @donordigital @wendymarinaccio
Donor services
@nokidhungry @donordigital @wendymarinaccio
Re-engage Lapsed Donors
@nokidhungry @donordigital @wendymarinaccio
We want you back ¨ Re-join attempts
¤ Triggered email series ¤ Annual receipt with lapsed member postcard ¤ Telefund ¤ Track re-acquired donors
¨ Back in the regular communications flow ¤ Email and mail mentions they are a former monthly
donor ¤ Online ads
@nokidhungry @donordigital @wendymarinaccio
Triggered email series
@nokidhungry @donordigital @wendymarinaccio
@nokidhungry @donordigital @wendymarinaccio
Metrics & Tracking
@nokidhungry @donordigital @wendymarinaccio
Metrics to Track
2013 Monthly Donor Blitz ¨ Upgraded Donors: 24 ¨ New Monthly Gifts: 369 ¨ Avg. Gift: $22 ¨ Avg. Total Giving: $198.99 ¨ Total Revenue: $73,429 ¨ Avg. Duration (months): 8.48
2014 Holiday Campaign
¨ Upgraded Donors: 0 ¨ New Monthly Gifts: 425 ¨ Avg. Gift: $31.97 ¨ Avg. Total Giving: $463.18 ¨ Total Revenue: $196,8514 ¨ Avg. Duration (months): 14.36
@nokidhungry @donordigital @wendymarinaccio
2013 Online Giving
0
1,000
2,000
3,000
4,000
5,000
6,000
One Time Sustainer
@nokidhungry @donordigital @wendymarinaccio
Test, Test, Test
@nokidhungry @donordigital @wendymarinaccio
MonthlyDonation Page
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Before & After
@nokidhungry @donordigital @wendymarinaccio
Use our calculator when testing
¨ Ensure your tests have a statistically significant response
¨ 90% confidence indicates a 10% chance the result is not significant; best to be at 95%+
¨ http://malwarwick.com/response-significance-calculator/
@nokidhungry @donordigital @wendymarinaccio
Sustainer Revenue Growth Over Time
$10,000
$20,000
$30,000
$40,000
$50,000
$60,000
$70,000
Dec-‐10 Jun-‐11 Dec-‐11 Jun-‐12 Dec-‐12 Jun-‐13 Dec-‐13 Jun-‐14 Dec-‐14
@nokidhungry @donordigital @wendymarinaccio
Take-Aways for large programs
¨ Spend as much time on retention and stop-loss as on recruitment
¨ Ask current monthly donors to upgrade ¨ Integrate your fundraising across channels
@nokidhungry @donordigital @wendymarinaccio
Take-aways for small programs ¨ Improve best practices throughout your
fundraising ¨ Create a dedicated monthly giving donation
form ¨ Ensure processes/staff resources are in place ¨ Keep a long view
@nokidhungry @donordigital @wendymarinaccio
Questions?
We’ll always have Austin, TX… …but you can call us anytime!
Wendy Marinaccio Husman Jeanne Horne [email protected] [email protected] (510) 473-0366 (202) 649-4341 www.donordigital.com www.nokidhungry.org @donordigital @nokidhungry @wendymarinaccio Collaborative notes: http://po.st/bKNprK Session evaluation: https://www.surveymonkey.com/s/15NTCSessionEval?c=1445