How would you feel if a nonprofit organization sent you an appeal or thank you letter and never mentions you’ve been a generous donor for over five years? All you get is a boring, generic letter that doesn’t acknowledge who you are. Chances are most of the other donors of that organization are getting the exact same letter.
This is a problem. Your donors aren’t the same, so they shouldn’t all get the same letter. You need to segment your donors into different groups. I know segment is kind of a jargony word, and I’m no fan of jargon as you’ll see, but this is something that makes a lot of sense.
Segmenting your donors can help you raise more money
Segment your donors as much as possible. At the very least, create different letters for new donors and repeat donors. You can also personalize letters to lapsed donors, event attendees, volunteers, etc. 11 Ways To Segment Your Donors To Improve Your Fundraising
Thank your donors for their previous gifts and/or upgrades. Speaking of upgrades, many organizations don’t ask donors to increase their gifts because they’re sending everyone the same, generic letter. If you don’t ask, you most likely won’t receive.
Although, even if you ask for an upgrade, it won’t happen if you ignore your donors or only blast them with appeals. You need to practice stewardship, too. How to Get Last Year’s Donors to Give More this Year
You can craft an appeal like this – Thank you so much for your donation of $50 last year. Could you help us out a little more this time with a gift of $75 or even $100? This way we can serve even more people at the community food bank.
Also, giving donors the amount of their last gift helps them out. Donors are busy and give to other organizations besides yours. They may not remember what they’ve given before.
And let’s stop sending Dear Friend letters, too. You’re not being a good friend if you don’t even recognize your donors’ names.
You may be saying it’s going to take too much time to do this. Yes, it will take more time, but it’s worth the investment. So is a good database to help you with this. Your donors will feel appreciated and may give you more money, but you do have to ask.
Generic language is uninspiring and confusing
Another problem I see in nonprofit communication is vague, generic language or even worse, jargon. Here’s an example from a thank you letter. X organization shines a spotlight on community needs, inspires philanthropy and awards strategic grants to build a more vibrant, engaged and equitable (name of community).
This organization has a variety of programs and initiatives, and does good work, by the way. But the example above is uninspiring. It doesn’t say anything. Even if your organization has a variety of programs, focus on something specific.
My donation to that organization goes to a specific initiative. If that’s the case for you, too, tailor your communication to that. Let your donors know their donation is helping families who were left homeless due to a fire or provided heating assistance during a recent cold spell.
Most of your donors don’t have a medical or social services background. They’re not going to use terms like at-risk populations and underserved communities, and neither should you.
Jargon just confuses your donors. Imagine them looking glazed when you write about capacity building and disenfranchised communities. Use language they’ll understand. Enough With the Jargon
One way to burst past generic language and jargon is to tell stories. Most people respond better to a human-interest story than a bunch of boring statistics. Connect With Your Donors by Telling Stories
How to do better
You may be between fundraising campaigns right now and have a little more time (or maybe not). If so, now is a good time to start segmenting your donors in your database, if you haven’t already done that.
In addition, dust off those templates and freshen up your appeal letters and thank you letters. Create letter templates for different donor groups and replace your vague, generic language with something clear, conversational, and specific.
Have someone outside your organization, a friend or family member, look at your messages. Something that’s clear to you may mean nothing to others.
Show your donors how much you appreciate them by recognizing who they are and giving them content they can relate to.