Get Organized – Start Preparing For Your Annual Appeal

Ann Green Communications, donor relations, fundraising, marketing
Photo by Howard Lake via Flickr

September is here.  Have you started preparing for your annual appeal?  

Many nonprofits rely on fundraising for a good portion of their revenue.  It’s never easy to raise money and an uncertain economy makes it even more challenging.  You need to invest time in creating a great fundraising campaign.

Here are a few ways to get started now.

Stories
In previous posts, I’ve written about the importance of gathering stories to use in your fundraising and marketing materials.  Your fundraising letter should start with a story.  Find a compelling one to use in your annual appeal.

Pictures
I’ve also written about creating a set of great photographs.  An engaging photo will enhance your appeal letter, online donation page, or pledge form.  You know the saying “A picture is worth a 1000 words” – It’s true.

Here is more information about creating stories and photos. 

Do You Have Good Stories To Tell?

How much money do you need to raise?
I hope you have a fundraising plan for 2012 that includes how much you need to raise in your annual appeal.  If not, you need to determine that before you start your campaign.  You can state your fundraising goal in your appeal letter and on your website, if you would like.

Accomplishments and plans for the future
Your appeal letter should highlight some the year’s accomplishments and state what you plan to do next year.  Focus on the people you serve and show how you are making a difference with your donors’ contributions.  For example, let’s say you run an afterschool program for high school students.  Share your success of reaching your goal of serving X number of students.  Next year you would like to expand and serve middle school students, as well.

Donating online  
Many more people are donating online now.  Make sure your home page highlights that your annual appeal is underway and includes a link to your donation page.  Your donation page needs to be user friendly and consistent with your other fundraising materials.  

Here is more information about putting together a great donation page. 
How You Can Create A Welcoming Website – Part Three – Your Donation Page
Giving levels
Create a set of giving levels, if you don’t already have them.  What does $25, $50, and $100 fund?  Project Bread’s online form (below) gives concrete examples of how donations at each giving level can provide food to hungry families.
Project Bread’s Donation Form
Monthly giving
I also recommend setting up a monthly giving program (both online and offline).  This is a great way to get larger contributions.  Promote it in your appeals.  Some people might balk at donating $100 or more, but if you present it as $10 a month ($120 a year!), it sounds more feasible.

Keep your current donors happy
Finally, your best bet for contributors to your 2012 appeal are your current donors, and you want as many of them to renew as possible.

I hope you having been showing gratitude and keeping your donors updated on how you are making a difference all year round. Continue to do that.  Keep your newsletters and other updates donor-focused.  Start highlighting some of your accomplishments and future plans now.  And, don’t forget to say thank you.

Also, some of the people who subscribe to your newsletter or follow you on social media are not donors (yet).  If you impress them, maybe they will become donors.

I’ll be writing more about annual appeals throughout the fall.  In the meantime, what are you doing to prepare for your annual appeal?

Get Organized This Summer – Prepare for your Annual Report

Ann Green Communications, donor relations, fundraising, writing
Photo by Eric (aka Herve) via Flickr

Over the last couple of weeks, I have been offering tips to help you get organized during your summer “downtime” and prepare for a busy fall. 

You may not be thinking about your annual report during these lazy, hazy days of summer, but you should be. Putting together an annual report can take awhile.  However, if you start preparing ahead of time, you should be able to get it done by the beginning of next year.

While you won’t be able to do everything, such as financials, there is a lot you can do now.  Some of the components listed below are not exclusive to your annual report.

Your annual report doesn’t need to be a glossy 20 page document.  If you are a small organization, that would not be a good use of your resources. The trend now is about four to six pages.  All annual reports – short or long – should be visual and not filled with long-winded text and statistics.

Remember that the focus of your annual report is showing gratitude to your donors and demonstrating how their support has made a difference.

What can you work on ahead of time?

Stories
Gather stories about the people you serve.  It’s a good idea to have a set of stories available to use in a variety of materials besides your annual report.  These include your annual appeal, website, and newsletter.  Stories are much more captivating than explanatory text.

Quotes
Work with your program staff to interview clients and find interesting quotes.  You can also use quotes in your other materials.  Put together a quote bank for future use.

Pictures
Invest time in creating some great photographs. Your supporters are not going to spend much time reading your annual report, but if you can engage them with photos, you should be able to tell a story instantly.  

Choose photos of people participating in an activity, such as kids in an afterschool program.  You’ll save time in the future if you have a collection of photos to use in all your fundraising and marketing materials.

This link will give you more information about creating stories and photographs.

Do You Have Good Stories To Tell?
Accomplishments
Last year I wrote a post about annual reports and suggested keeping a running list of accomplishments.  Does your Organization Need an Annual Report?  

If you have been doing that, great. If not, start thinking about what you want to include.  Have you met or exceeded certain goals?  Be sure to list accomplishments and not activities.  Show results and how you have made a difference.

Donor list
Depending on what type of donor database you have, it may or may not be easy for you to quickly compile a list of donors by giving level.  If it isn’t, why not start on this now and save time later.

These are a just few areas where you can get a head start.  I’ll revisit this subject again in the fall with more information on creating a great annual report.

Get Organized This Summer- Make Your Messages Clear and Consistent

Ann Green brand identity, Communications, marketing, writing
Image by Thiago Esser via Flickr

Over the course of the summer, I am offering tips to help you get organized during what may be a slower time, and prepare for a busy fall.  

All nonprofit organizations need a clear set of consistent messages to use in their fundraising and marketing materials, but many do not have these.  According to a recent survey by Nancy Schwartz from Getting Attention.org, only 24% of respondents said their messages connect with their target audiences. It makes you wonder how much time nonprofits invest in messaging. Marketing Consultant Chuck English wonders the same thing. Nonprofits don’t care about marketing
Create a message platform
Does your organization need a message makeover?  Putting together a set of clear, consistent messages, also known as a message platform, may take some time up front, but it will be time well spent.  Now whenever you create a fundraising letter or content for your website, you can draw material from this set of messages.  Having a consistent set of messages is essential when you have more than one person writing for your organization and as new staff or volunteers join you.  All your materials need continuity and a single voice.

The links below will help you create a message platform. Everyone in your organization – staff, board, volunteers –  is a message ambassador, and needs to be involved.  Although, that doesn’t mean they should be involved in every step of the process.

You may want to get some initial input from the staff and board.  Ask everyone a few key questions, such as:

  • What do we do?
  • Who do we serve?
  • Why are we important?
  • How are we unique?
  • What impact do we make?

If their answers are all across the board, then you have a lot of work to do.
A small group – marketing staff and board members with marketing experience – should put together the message platform and then introduce it to everyone else.  You may not be able to finish this in the summer due to people’s vacation schedules, but at least you can get started.
How To Get Everyone In Your Organization To Be Consistent In Messaging

The 4 Cornerstones of an Engaging Message Platform


Build Your Message Team
Create a style guide
Continuing on the theme of consistency, I strongly recommend putting together a style guide.  A style guide can cover both elements of your written material (editorial) and the look of your materials (design). You can put your parts of your message platform in here, too, once you complete it.
It shouldn’t take you a lot of time to put together a style guide and it doesn’t need to be long document.  However, it will save you a lot of time in the end.  It’s a huge help if you don’t know whether or not to use a serial comma, or what fonts you should use in your materials.  Again, this is important if you have more than one person writing for your organization, or if you use volunteers who aren’t there full-time.   

Overall, it ensures that your materials will have a consistent message and look.
Create a Style Guide for Your Organization
Take some time this summer to make sure that your messages and materials are clear and consistent.

A Website Checklist

Ann Green Communications, marketing, website, writing

This post was featured in the September 2012 Nonprofit Blog Carnival

Ten posts to take your website to the next level

Even in the age of social media, websites are still one of the first places people go to in order to get information. That’s why your nonprofit organization needs one that’s welcoming and audience-centered.   

Does your website pass that test?  Use the checklist below to find out. 

Home page
Your home page is often the first place a newcomer will visit.  Make it an entryway to the rest of your website.  
  • Is it free of clutter and easy to navigate and read? 
  • Does it include an engaging photo and a small amount of text, such as a tagline or position statement?
  • If you are highlighting something such as an event, is the information up-to-date, and is it the most newsworthy item you can feature?
  • Does it include a Donate Now button that’s prominent without being tacky?
  • Does it include a newsletter sign up box and social media icons?
  • Is the navigation bar easy to use?
  • Does it include a search feature?


More information on creating a great home page.

How You Can Create A Welcoming Website – Part One – Your Home Page
Donation page
More people are donating online and this trend will continue.  If you are planning to do a fundraising appeal soon, now is a good time to make sure your donation page is up to speed.
  • Is it easy to use?
  • Does it include a strong call to action with the same messages as all your other fundraising appeals? 
  • Does it show how the donation will be used and what different amounts will fund?
  • Does it include an option for recurring gifts?
  • Does it have a compelling photo?  
  • After someone donates, does it take the person to a thank you landing page and generate a thank you email? 


More information on creating a great donation page.

How You Can Create A Welcoming Website – Part Three – Your Donation Page
The rest of your pages
Now take some time to look at the rest of your web pages.
  • Are they easy to read/scan and navigate?  
  • Do all of your pages have a consistent look?
  • Is the content well written in a conversational style (no jargon), and is it free of grammatical errors and typos?
  • Are your pages audience-centered?  Remember that some visitors know you well and others don’t.  A person visiting your volunteer page may not know much about your organization, so you will need to include a compelling description of what you do.
  • Do your pages contain a clear call to action?  For example, your volunteer page should make someone want to volunteer.
  • Does each page have one or two photos related to its subject matter?  Going back to your volunteer page, you could include a photo of volunteers engaging with clients.
  • Is all the content up-to-date?
  • Do all your links work?
  • Do all your pages include a Donate Now button, navigation bar, social media icons, a newsletter sign up box, and a search feature, so your visitors don’t have to go back to the home page?
  • Are you using analytics to see how often people visit your pages?  If you have pages that aren’t generating a lot of interest, assess why that is happening. You may need to make the page more enticing or take it down.
  • Is it mobile friendly?
  • Is there other content you should include?

More information on creating content for your website.
How You Can Create A Welcoming Website – Part Two – Your Entire Website

How You Can Create A Welcoming Website – Part Four – Writing For The Web
After you have made any necessary changes, have someone who isn’t as familiar with your organization (maybe a friend or family member) look at your website to see if the content is clear and that it is easy to navigate. 

Again, your goal is a website that is welcoming and audience- centered for everyone from first-time visitors to long-time supporters.
Image by Sean MacEntee via Flickr

Do You Have Good Stories To Tell?

Ann Green brand identity, Communications, fundraising, marketing, writing


Photo by UNE Photos via Flickr
If you are making a difference in someone’s life or in the community, you have good stories to tell. The best stories are ones about the people you serve and not about your organization. You can tell your stories in writing, in a video, and in pictures.

Written Stories
When writing a story use classic storytelling devices. Give it a beginning, middle, and end.  Good stories also include conflict or a struggle.

If you are writing about people, use names to make it personal. You can change someone’s name to protect the person’s privacy if needed.   

You need to grab someone’s attention right away. Your stories should also capture emotion. In the words of Maya Angelou – “I’ve learned that people will forget what you said, people will forget what you did, but people will never forget how you made them feel.”

Keep your stories short and limit the use of statistics. You can follow up your story with a statistic, if you want to. Try something like this:

Every Wednesday Sarah wakes up at 5:00 a.m. to catch the #45 bus to try to get to the front of the line at the community food bank by the time it opens. Mornings are hectic and she also needs to get her kids ready for school.

If Sarah misses the bus, the next one doesn’t come for another hour. If she arrives at the food bank too late, she finds the shelves contain slim pickings. Sarah is just one of the X number of town residents who rely on the food bank.
Include stories in your fundraising and marketing materials. You could open your fundraising appeal with a story like the one above and then lead into the ask.  Put stories on your website. This is often a place where newcomers visit, and a story is a great way to introduce your organization.  Include a client story/profile in your newsletter. I used to work for a mentoring organization and we would a feature a different mentor/mentee match each month.

Work with your program staff to find these great stories. They can refer you to people to interview and help get any necessary permissions.

Here are some more tips on creating stories.

4 Ways Stories Can Help Build Your Cause

Six Common “Character” Flaws in Nonprofit Storytelling (Part I)

Six Common “Character” Flaws in Nonprofit Storytelling (Part II)

Put Persuasive Storytelling to Work for Your Nonprofit

Video
You can take some of your written stories and transfer them to video. Showing footage with a voiceover is the most compelling. You could film Sarah’s journey and condense it to a few minutes.  Record action footage of the people you serve, such as kids participating in an afterschool program or tutoring sessions.

You can interview clients and have them tell their story. Sometimes this works and sometimes it doesn’t. Not everyone is a future TV star.  Find compelling subjects who are good on camera to ensure that you have an interesting video. 

If you are going to produce a video, make sure it’s good quality. Find an experienced person to shoot and produce it. If cost is an issue, you may be able to find someone to a produce a video at no cost.

Most importantly, keep it short. Videos on your website or social media should last just a few minutes. You can create longer videos to use at fundraising or recruiting events, but stick to 10 minutes or less.

Video Resources 
8 great examples of nonprofit storytelling

Nonprofit storytelling tips from the pros

Winners From 2011 DoGooder Nonprofit Video Awards
Photos
Photographs can tell a story in an instant. People may not take time to read a story or watch a video, but they shouldn’t be able to miss an engaging photo. 

Every year or two take a set of photos and use them on your website, annual reports, fundraising letters, newsletters, and social media.  It’s okay if you use some of the same ones.  It helps with your brand identity. 

Choose compelling pictures of the people you serve. When using action shots, make sure you can see peoples’ faces and not the backs of their heads. Give some thought to the layout, too. Don’t make it random. 

And make sure they are good quality. Invest in a good camera and photographer. You can often find professional photographers willing to work pro bono, if cost is an issue. 

Here are some tips of what to do and what to avoid.
Photos Rule in Content Marketing for Your Nonprofit
More information on creating good photographs,
Great Nonprofit Design from Save the Children
Two Things You Can Do to Make Your Photos Look Awesome

Nine photo tips for nonprofit storytelling
Again, if you are making a difference, you should have good stories to tell.  Share your stories!

How do you tell your stories?

Finding Quality Donors and Keeping Them

Ann Green donor relations, fundraising, marketing

Photo by roboppy via Flickr

Some nonprofit organizations are very focused on raising lots of money and having as many donors as they can get. Of course, this is important.  Nonprofits generally rely on fundraising for a bulk of their revenue.  But what’s also important is the quality of your donors. You could have one donor who gives you $100 and never gives again. Likewise, you could have another donor who has given you $25 each year over the last couple of years and also gets their friends to donate. 

Many donors give once and never give again. There are several reasons for this. One might be that some donors care more about your organization than others do.  Another is that you are not building relationships with your donors.

Why do people donate to YOUR organization?
Some may be very invested in your organization’s cause. Others may donate because they are a friend or family member of a board or staff member. These donors are fine until the board or staff member leaves, and then they often stop donating.

Others may donate for reasons unrelated to your cause. Let’s say you hold an event where a well-known person speaks. You charge $50 a ticket and raise lots of money, which is great, but some of these donors never give again because they were more interested in seeing the celebrity than in your cause.

Keep that in mind when you decide how you are going to raise money. Ideally, you want to find donors who will donate more than once.

Build relationships
Just reaching out to potential donors who you know will be interested in your cause is not enough. You need to build good relationships with your donors so they will donate year after year.   

This starts with showing appreciation and communicating with your donors on a regular basis in ways in which you are not asking for money.  Send a thank you letter and welcome packet for new donors within 24-48 hours.  In the thank you letter, invite donors to subscribe to your email list and join you on social media.  

Do not add your donors to your email list without their permission.  If you do, you are spamming them. Your newsletter articles and social media posts should emphasize how your donors’ support is having a positive impact on the people you serve and in the community. 

Be known, but don’t be annoying
Send out your donor-centered newsletters once or twice a month. You can also connect by sending out advocacy alerts and brief updates. As a general rule, try not to send out email messages more than once a week. You can post to social media more often, but remember everything needs to be of interest to your donors. And as much as it may pain you to do this, let your donors unsubscribe from your list if they choose to. 
It’s easier to focus on building relationships with your current donors than trying to find new ones.  This is especially true in an uncertain economy.

Easy cultivation tools
Not everyone who is getting your newsletter or following you on social media is a donor, but if you keep sending out material focusing on how you are making a difference, you might be able to convert them into donors.

Again, you want donors who will stick with you for a while. That means not only finding people who are committed to your cause, but also building relationships that show how much you appreciate their support.

Here are some ways to keep your donors engaged all year round. 
It’s All About Your Donors

More on donor relations

Donor Relations
7 tips for welcoming new donors


Choose Quality Over Quantity – Part Two – Social Media

Ann Green Communications, marketing, social media

One of my favorite quotes is this one from marketing expert Seth Godin. “Is more always better?  Sometimes, better is better.”  I’ve been exploring ways this applies to nonprofit communications. In Part One I covered email newsletters. Choose Quality Over Quantity – Part One – Your Email Newsletter Part Two is about social media.

If you are on social media, you know it often seems to be more about quantity than quality.  People will post just about anything, such as what they ate for lunch or that they are at Starbucks.  But to be successful on social media you need to focus on quality.

Social media is social
In this post, I’m going to focus on Facebook and Twitter.  For both of these, the number of followers you have isn’t as important as how good they are.  Some of your followers may not be paying that much attention to you.  How often do people comment on or share any of your content?  If you receive a comment, do you respond back?  Don’t forget about the social in social media.

Putting your face on Facebook
Post content your followers will be interested in. This can include links to success stories on your website, links to newsletter articles that show how you are making a difference, engaging photos, and high-quality videos.   

One of the great things about Facebook is that you can start a conversation. Ask questions and encourage feedback from your followers.  Respond to comments you receive.  Keep the conversation going.

Navigating the Twitter stream
To me the Twitter stream is more like a fire hydrant. A lot of information is pouring out of it. Some of it good – some not so much. Make whatever you send out something that will rise above the waves of constant information.

You only have 140 characters, so use them wisely. Can you make your tweet clear and compelling?  Don’t abbreviate so much that your message is not understandable. Make sure it looks professional and not like teenager’s text message.

Remember that good social media is sharing other people’s content. Retweet messages your supporters might be interested in. You can also use Twitter to engage in a conversation. Ask questions.  Replying to tweets is another way to engage. If someone retweets any of your content, be sure to thank them.  Keep it social.

Think it through
Social media can be an “in the moment” type of communication, but it shouldn’t be when you use it professionally. It should require just as much planning and strategy as your other types of communication. Also, be sure your content is consistent with your organization’s messaging.

Bridgegspan recommends organizations spend between two and six hours a week posting to Facebook and Twitter, and one to four hours a week responding to comments. You can use Hootsuite, Tweetdeck, or a similar program to set up posts in advance. But some spontaneity is good, too. That’s why you should try to go on at least once a day to see what’s new and to check if you have received any comments.

You can post several times a day, as long as you have quality content to share. But don’t send out a lot of messages at once.  Spread them out over of the course of the day. 

Be consistent with how often you post.  If you only have time for one or two posts a day, then stick to that. What’s most important is that you have something good to share.  Quality trumps quantity.

Get organized
Use an editorial calendar for all your communication including social media. This way you can keep track of when your newsletters go out, events, and other relevant dates, and use social media to promote these. LightBox Collaborative’s 2012 Editorial Calendar 

In addition, keep track of your engagement. Both Facebook and Twitter have analytical tools to help with this, so do platforms such as Hootsuite.

How to Manage Social Media for Your Nonprofit

Social Media Analytics for Nonprofits: What Factors You Should Track
Still the new kid on the block
Social media is still fairly new, and may not be your primary mode of communication right now. That doesn’t mean it’s not worth investing a little time in creating well-written, high-quality content so you can engage with your supporters.

Quality check
Before you post anything on Facebook or Twitter, ask yourself:

Does it include information our supporters care about?

Is it high-quality?

If in doubt, don’t send it out.

Quality counts!

How does your organization use social media?

Choose Quality Over Quantity – Part One – Your Email Newsletter

Ann Green Communications, marketing

Image by Mark Morgan Trinidad B via Flickr

I’ve been thinking a lot about a quote I read from marketing expert Seth Godin. “Is more always better?  Sometimes, only better is better.”  This can apply to just about anything, but I would like to point out a few ways this applies to nonprofit communications. In Part One I’ll cover email newsletters.

In my last post, I wrote about creating effective email messages and briefly mentioned focusing on quality not quantity. Eight Steps to Creating Effective Email Messages

Subscribers only
One of the most common forms of email you will send out is your newsletter. You might think it’s better to send it out to as many people as you can, but you should only send  it to people who have expressed interested in it. That means everyone who receives it needs to have subscribed to your mailing list. Otherwise, you are spamming people.

Focus on the people you serve
Of course, you need to send out a newsletter with quality material. Focus on the people you serve. If you are making a difference in someone’s life or in the community, you should be able to come up with good content for your newsletters.

Most of your readers are donors or potential donors, so your content needs to emphasize how you are doing good things with your donor’s contributions.  An article about securing new computers that can help the kids in your after school program learn new skills is fine. An article about getting new computers for your staff is not going to interest your donors and other supporters. Always think about what your supporters will want to read.

Get organized
If your goal is to send out a newsletter on the first of every month, that’s great. People like consistency.  But if it’s two days before it needs to go out, and you are struggling to come up with articles, then you need to create an editorial calendar or ongoing article database on your computer, so you have material to draw from.  Profiles of the people you serve make great content for your newsletter.  Since they are usually not time-sensitive, they are something you can do on an ongoing basis.

Creating an annual editorial calendar that includes relevant events and other important dates is always a good idea. Here are some sample calendars you can use 

Sample Editorial Calendars for Nonprofits

LightBox Collaborative’s 2012 Editorial Calendar

Send out your newsletters once or twice a month with no more than four short articles. If you find that you have too much material for a monthly newsletter, then send one out every two weeks with two or three articles. If every two weeks is too much to produce a quality newsletter, then stick to monthly.  Do whatever you need to do to make sure it’s high-quality.

In addition, try to be consistent with when you send it out.  If you have too much going on around the first of the month, try the fifth or the first Tuesday of every month.

Short and sweet
When writing for your email newsletter, once again think of quality over quantity.  Also, think short – short articles with short paragraphs, so it’s easy to read.  Short doesn’t mean terse.  Use a friendly, conversational style, that’s free of jargon and pompous sounding words.  And,while you are in quality mode, make sure your content doesn’t have any typos or grammatical errors.  Create something your supporters will look forward to reading.

Give your newsletter a consistent look and design.  It will not only look more professional, but your readers should be able to recognize that it’s coming from your organization.

Quality check
Before you send out your newsletter, ask yourself:

Does it include information our donors or other supporters care about?

Is it high-quality?

If in doubt, don’t send it out.

Quality counts!

In Part Two, I’ll write about social media. Choose Quality Over Quantity – Part Two – Social Media

Eight Steps to Creating Effective Email Messages

Ann Green Communications, marketing, writing

Email is a fast, easy, and inexpensive way for your nonprofit organization to get a message across to a lot of people. The problem is everyone else is doing the same thing and you are competing with a lot of other sources.  How can you ensure that people will open and read your email messages?  Follow these eight steps.

People must opt in
Every single person on your email list must be there because they have subscribed to it. Even if you have email addresses for your donors and other supporters, don’t add them to your list without their permission.  If you do, you are spamming them. Build relationships first, then your email list.

Don’t worry, it’s easy to build up your email list. Put a “sign up for our email list” prompt in a prominent place on your home page and other web pages, invite donors to sign up when they donate online, collect email addresses at events, invite people through social media,  encourage donors to sign up when you send them a thank you letter, and include subscription links in your email signatures.  Once people sign up, generate a nice thank you response to welcome them.

Open sesame
Your first hurdle is getting people to open your email in the first place.  Your organization’s name should be in the “from” line, so your reader knows it’s from a reputable source.

Make sure you use good subject lines – something short and simple, but effective. Your recipient should want to read more.  Avoid any words that might look like spam. Tell, but don’t sell what’s inside. Some examples might include –  Five Ways to Make Difference In a Child’s Life or Meet Our New Youth Advisors  Here are some more  examples of effective email subject lines 
Examples of Effective Email Subject Lines that Get the Click
Make it personal
Congratulations, your recipient has opened your email.  Now you need to get them to read it and take action.  Email can be impersonal, but it doesn’t have to have.  Include a personal salutation, but make sure it’s the right name.  One organization used to periodically send me messages addressed Dear Michael.

You must look marvelous
If your email message looks sloppy or unprofessional, your recipient may not bother reading it, even if includes great content.

Come up with a consistent, recognizable look so your readers know it’s from you. This can include your logo and organization’s colors.

Use an electronic-friendly font, such as Ariel or Verdana, that’s not too small.  Make it easy to read and scan (for better or worse, most people will be scanning your message) by including bold headings, bullet points, and short paragraphs.

Using a photo or image can be a nice way to capture someone’s attention, as well as to break up the text, but make sure they are good quality.

Content is king
Okay, your recipient is still with you. Now, you must write content people will want to read. To do this follow the 4 Cs of writing good 
copy. The 4 Cs of Writing Good Copy

Is it clear? What is your intention? Do you want someone to donate, volunteer, sign a petition, or attend an event?  Make your point right away and stick to one call to action per message.

Is it concise? Use as few words as possible, but use strong words and leave out any unnecessary adverbs, adjectives, or filler.
Is it conversational? Strive for a warm, friendly tone. Write in the second person and don’t use jargon or any words people need to look up in the dictionary.
Is it compelling? Start with a good opening and keep your reader interested throughout, so they will donate, volunteer, etc. 

Your content should highlight how you are helping the people you serve. 
Be known, but don’t be annoying
Send out messages anywhere between once a week and once a month. If you send out messages too often, people might opt out. Not enough and your supporters might forget about you. Someone is more likely to open and read your email if they are familiar with you.  But, always make sure you have something good to say. Think quality not quantity.

Use an email service provider
These have a lot of great features such as templates to give your messages a professional look, along with ways to personalize your messages, track open and click rates, and segment your lists. 

Go mobile
Remember that some people read email on their mobile devices. Here is an infographic on creating mobile friendly email.  Anatomy of a Perfect Mobile Email

By following the eight steps above, your recipients will be more likely to open and read your email messages, as well as take action.

More Email Marketing Resources

Email 101



Making the Most of Multi-Channel Communication

Ann Green marketing

Photo by 2create via Flickr

We live in a multi-channel communication world. We send and receive messages via direct mail, email, websites, and social media.  Chances are your nonprofit organization is using all these channels to communicate with donors and other supporters.  All of these channels can work and they can work better if you use them together. 

How do you decide which channel works best for you and integrate all channels in your fundraising and marketing campaigns?  Here are a few suggestions.

Go where the people are
Do you have several thousand people on your email list, but just a few hundred Twitter followers?  Then you should spend more time communicating via email until you increase your number of Twitter followers. That said, you can use other means such as email and your website to invite people to join you on Twitter and Facebook.

Once is never enough
If you only mail out a fundraising appeal, your success rate will be much lower than if you also send out appeals through email and social media. According to Convio, dual channel donors give an average of $123.29 annually, which is 46% more value to a nonprofit than direct mail only donors.

In addition, we are all very busy and have to contend with messages from a variety of sources.  We might miss a fundraising appeal when it comes through the mail or email, but have our aha moment when we get a reminder on Facebook.  On the other hand, some people never use social media or email and respond better to direct mail.

Avoid overkill
How often you send out messages depends on the channel.  Because of the cost, smaller organizations may only send out direct mail pieces a few times a year.  Sending out email anywhere between once a week and once a month is the norm. You can use social media more often, even up to a few times a day.

But make sure you have something good to say. Don’t just put something on Facebook because it’s been a few days since you posted anything. This makes me think of a recent quote by marketing expert Seth Godin – “Is more always better? Sometimes, only better is better.”

Here’s a link to an editorial calendar to help you plan your communication strategy. LightBox Collaborative’s 2012 Editorial Calendar 


Keep track
For every campaign, keep track of how many donors come through each channel.  Do the same when you recruit volunteers or hold an event.  Figure out what works and what doesn’t. You may not have that many people responding through Twitter because your supporters don’t use it, you haven’t built up a following yet, or you have a lot of followers, but aren’t using Twitter effectively.   

Stay consistent
When you are communicating across channels, make sure your messages and look are consistent.  If a donor goes to your website after receiving a fundraising letter, your donation page should have the same message, along with your logo.  It’s okay to use exactly the same messages.  Just alter them for each channel – e.g. your social media posts will be shorter. Everything you send out needs to look like it’s coming from the same organization.

All paths lead to your website
Often when you send out a letter, an email, or a social media post, you are directing people back to your website. This means whatever web page you are sending them to needs to be effective. Make sure it looks good (no clutter), has compelling content and an engaging photo, and is easy to navigate.  How You Can Create A Welcoming Website

These are a few examples of ways to make the most of your multi-channel communication.  How do you use multi-channel communication?