INDUSTRY INSIGHTS YOUR PEERS ARE READING
Nonprofits tend to get addicted to transactions. Of course addictions are hard to break. But that doesn’t mean they shouldn’t be broken at all. MORE
Recently I saw a question posted on a discussion board that was inspired by a blog (NOT mine) titled: WHY YOU NEED TO HIT YOUR DONOR’S MAILBOX FIRST THING IN 2019. The question was: Planned/legacy giving marketing – when do you mail? Here’s the response I posted. MORE
What is donor qualification? MORE
If your end-of-year ‘interruption’ marketing results were not what you hoped for, perhaps my prediction about ‘ FUNDRAISING CLIMATE CHANGE ‘ ( in my book, Engagement Fundraising ) is finally coming true. MORE
I’ve never really felt comfortable with the phrase “moves management.”. If you’re unfamiliar with the term, it refers to a process Gift Officers or other fundraising professionals use for moving donors from cultivation to solicitation. . MORE
Let’s face it, your supporters want something in exchange for their cash. But, sadly, many nonprofits don’t give. This compelled me to come up with a simple methodology that I call “ 3-to-1 Major Gift Fundraising. MORE
Almost 50 years ago, Albert Mehrabian figured out that our words matter least and our body language matters most in face-to-face communications. MORE
Engagement calling, not cold calling! About 1 1/2 years ago I introduced the concept of Engagement Calling as the best way to land appointments with highly qualified, major gift donor prospects (much better than cold calling). But back then I failed to provide metrics for managing the process. MORE
A client recently told us she was being asked by her leadership to consider cancelling her MarketSmart subscription. . She told us that last year, during Q4, the organization decided to spend more money on Giving Tuesday and its end-of-year marketing. MORE
Mechanized thank you’s. I’ve been thinking that, perhaps, too many organizations have turned thanking into an automated obligation. They realize it’s something they’re supposed to do. So, they do it as cost-efficiently as possible. MORE
I think fundraisers should recognize that donors are playing a lifelong game of musical chairs. The people you consider to be YOUR donors are circling around many other charities and, from time to time, they ‘sit’ with one that engages them properly and makes them feel good. MORE
Stay with me on this. Of course, you can’t expect to get money out of a piggy bank unless you first make deposits. That framework has resulted in positive outcomes for eons. That’s why you should treat your supporters like piggy banks! You, the fundraiser, must make deposits first. MORE
Let technology do what you don’t do well. Everyone knows that technology has been the key for innovation in the private sector. But the nonprofit sector is still mostly employing CRM, email, and social media to build relationships with supporters. . MORE
This was a super-fun interview on The Giving Back Podcast. But if you don’t have time to listen to it, here are some notes my staff wrote down after listening. MORE
For the sake of donors, volunteers, advocates, and members everywhere who want to change the world but need an organization bigger than them to get it done, I sincerely hope you’ll consider becoming an engagement fundraiser. MORE
Here’s my list of essential major donor needs that you must aim to fulfill: 1. Your best donors want you to do the important work they can’t or won’t do. Your best donors want you to give them the credit and praise for your achievements. They want to be the hero in the story, not you. MORE
If you’ve been reading this blog for a while, you probably know that I think donor surveys are great for qualifying and prioritizing your supporters for outreach. MORE
Confusing? Too often planned giving newsletters are written by lawyers and the lawyers at nonprofits think they are just dandy. However, most of your supporters are not lawyers. Did they opt-in? Your planned giving newsletter is designed to educate people about planned gifts, right? MORE
The world of fundraising is facing a climate change. For years, the environment has been shifting. The storm clouds have been gathering. I’ve been talking about this for approximately 10 years. And now, finally, the day of reckoning is upon us. MORE
For decades, fundraisers have sought a ‘magic box’ to identify the most ideal donor prospects for outreach, relationship-building, and solicitation. Of course they do. Who wouldn’t want one? With a ‘magic box’ a fundraiser could become much more efficient and effective. MORE
“I’d like to meet you to update you / tell you what we do / tell you what we’ve been doing , etc.” ” I’ve had fundraisers approach me this way. It’s all about them and their organization. MORE
The Illuminati is the name given to real and fictitious secret society groups claiming special knowledge or enlightenment. . In the nonprofit sector, such groups of ‘experts’ exist; make no mistake! MORE
The traditional spray and pray marketing communications tactics just don’t work. Here’s why: 1. They are Irrelevant. In this day and age, people get bombarded with thousands of messages a day. To cut through the clutter communications must be relevant. If they aren’t they’ll be easily overlooked. MORE
There are eight components of my innovative fundraising methodology : 1. Accepting the Pareto principle. We’ve called it the 80/20 rule, but it’s more like the 90/10 rule when applied to fundraising. MORE
No one likes getting cold calls and you probably don’t like making them. MORE
I think too many in the nonprofit sector fear failure. Unfortunately, that paralyzes people. It prevents them from making decisions and thwarts innovation. In most cases it isn’t the fundraisers fault. They want to take risks. MORE
What’s in a name? In my book (titled Engagement Fundraising ) I briefly described the changes affecting nonprofits and their fundraising staff. The label I applied to the trend was ‘Fundraising Climate Change.’ MORE
Sadly, I’ve witnessed all of these but I truly believe #1 is the worst. Here are my top 10 traits of terrible fundraisers that drive major donors away: . Showing up late; 9. Failing to do something that was promised; 8. Talking about how great they are at raising money; 7. MORE
Always add value. The best way to ensure that you have a job all the time is to make it a point to consistently try to add value to the lives of all the people with whom you come in contact. Everyone! Always! That includes the waitress, the janitor, and the guy who parks your car. MORE
You have plenty of data. That data probably includes donation recency, frequency, and monetary value. You might also track involvement information (participation in events, volunteerism, board leadership) and interaction information (notes from discussions collected during donor calls and visits). MORE
It’s about their timing, not yours. Fundraisers, as well as their organization’s leadership and board members, need to come to terms with the fact that donors make decisions based on their timing, needs, wants, desires, and interests, not your organization’s. MORE
She told me others would say I was unprofessional. I was asked to lead a roundtable discussion at a conference recently. So I did. And afterward one of the attendees approached me as I got a cup of coffee in the sponsorship expo room. MORE
Your job is tough! If you’re like most fundraisers, you’re already working hard. You don’t have enough time, you’re pulled in too many directions, and you’re constantly swatting flies. Your board is probably breathing down your neck and your boss is probably on your back! MORE
Essentially, there are two types of face-to-face fundraising. When fundraising staff meet with highly qualified, major and or legacy gift donors and/or prospects; When part-time staff stand on street corners interrupting passersby asking them to give (I call this ‘street spam’). MORE
First things first. Too often fundraisers, board members, and nonprofit leaders spend way too much time thinking and talking about their organization’s or their employee’s process for raising major gifts (including legacy gifts). MORE
Greg interviews Erin Troia about her “Engagement Fundraising” experiences. Erin recently finished reading an advanced copy of Engagement Fundraising and tried out some of the concepts she read about in the book. Learn more about MarketSmart at [link]. MORE
If you were a fundraiser at my alma mater seeking a donation from me for a new building, a progressive campaign might look like this: Step 1 – Awareness. The first step might be an offer (seemingly from you) to see if I’d like a digital version of my yearbook from my graduation year. MORE
What the heck am I talking about? MORE
From bad to worse. When I first saw the pictures of the flames engulfing Notre-Dame, I thought to myself, “That’s terrible.” ” But now, that the fire has been extinguished, I’m feeling like something else is even worse. MORE
Most people don’t know what the hell they’re talking about. On social media you’ll find a lot of people posting and making comments on posts. At conferences you’ll hear speakers babble on about stuff. MORE
OUT: Making donors feel bad , twisting their arms, telling them to give ’til it hurts and shaming them. IN: Making donors feel good , treating them like people (not ATM’s), partnering and giving them the value they want. MORE
A few weeks ago I hosted a webinar about Fundraising Climate Change (a term I developed some time ago and included in my book titled Engagement Fundraising ). MORE
I get things wrong all the time. Back in 1993 when I quit my first ‘real’ job in the newspaper business I predicted printed newspapers would be gone by now. Sure, they are having a hard time these days but they are still kicking! MORE
I think donors like to qualify themselves, educate themselves, involve themselves, and solicit themselves. I call these the “four selfs” of Engagement Fundraising: Self-qualification Self-education. Self-involvement. Self-solicitation. Self-qualification. MORE
iMarketSmart
JUNE 11, 2019
A few weeks ago I hosted a webinar about Fundraising Climate Change (a term I developed some time ago and included in my book titled Engagement Fundraising ).
iMarketSmart
JUNE 4, 2019
Essentially, there are two types of face-to-face fundraising. When fundraising staff meet with highly qualified, major and or legacy gift donors and/or prospects; When part-time staff stand on street corners interrupting passersby asking them to give (I call this ‘street spam’).
iMarketSmart
MAY 29, 2019
For decades, fundraisers have sought a ‘magic box’ to identify the most ideal donor prospects for outreach, relationship-building, and solicitation. Of course they do. Who wouldn’t want one? With a ‘magic box’ a fundraiser could become much more efficient and effective.
iMarketSmart
MAY 21, 2019
Engagement calling, not cold calling! About 1 1/2 years ago I introduced the concept of Engagement Calling as the best way to land appointments with highly qualified, major gift donor prospects (much better than cold calling). But back then I failed to provide metrics for managing the process.
iMarketSmart
MAY 15, 2019
What’s in a name? In my book (titled Engagement Fundraising ) I briefly described the changes affecting nonprofits and their fundraising staff. The label I applied to the trend was ‘Fundraising Climate Change.’
iMarketSmart
MAY 13, 2019
Confusing? Too often planned giving newsletters are written by lawyers and the lawyers at nonprofits think they are just dandy. However, most of your supporters are not lawyers. Did they opt-in? Your planned giving newsletter is designed to educate people about planned gifts, right?
iMarketSmart
MAY 9, 2019
The world of fundraising is facing a climate change. For years, the environment has been shifting. The storm clouds have been gathering. I’ve been talking about this for approximately 10 years. And now, finally, the day of reckoning is upon us.
iMarketSmart
MAY 2, 2019
I think fundraisers should recognize that donors are playing a lifelong game of musical chairs. The people you consider to be YOUR donors are circling around many other charities and, from time to time, they ‘sit’ with one that engages them properly and makes them feel good.
iMarketSmart
APRIL 29, 2019
From bad to worse. When I first saw the pictures of the flames engulfing Notre-Dame, I thought to myself, “That’s terrible.” ” But now, that the fire has been extinguished, I’m feeling like something else is even worse.
iMarketSmart
APRIL 21, 2019
What is donor qualification?
iMarketSmart
APRIL 14, 2019
A client recently told us she was being asked by her leadership to consider cancelling her MarketSmart subscription. . She told us that last year, during Q4, the organization decided to spend more money on Giving Tuesday and its end-of-year marketing.
iMarketSmart
JUNE 6, 2018
She told me others would say I was unprofessional. I was asked to lead a roundtable discussion at a conference recently. So I did. And afterward one of the attendees approached me as I got a cup of coffee in the sponsorship expo room.
iMarketSmart
APRIL 7, 2019
First things first. Too often fundraisers, board members, and nonprofit leaders spend way too much time thinking and talking about their organization’s or their employee’s process for raising major gifts (including legacy gifts).
iMarketSmart
NOVEMBER 5, 2018
Here’s my list of essential major donor needs that you must aim to fulfill: 1. Your best donors want you to do the important work they can’t or won’t do. Your best donors want you to give them the credit and praise for your achievements. They want to be the hero in the story, not you.
iMarketSmart
MARCH 31, 2019
Always add value. The best way to ensure that you have a job all the time is to make it a point to consistently try to add value to the lives of all the people with whom you come in contact. Everyone! Always! That includes the waitress, the janitor, and the guy who parks your car.
iMarketSmart
AUGUST 23, 2018
Greg interviews Erin Troia about her “Engagement Fundraising” experiences. Erin recently finished reading an advanced copy of Engagement Fundraising and tried out some of the concepts she read about in the book. Learn more about MarketSmart at [link].
iMarketSmart
MARCH 27, 2019
Mechanized thank you’s. I’ve been thinking that, perhaps, too many organizations have turned thanking into an automated obligation. They realize it’s something they’re supposed to do. So, they do it as cost-efficiently as possible.
iMarketSmart
MARCH 22, 2019
Let’s face it, your supporters want something in exchange for their cash. But, sadly, many nonprofits don’t give. This compelled me to come up with a simple methodology that I call “ 3-to-1 Major Gift Fundraising.
iMarketSmart
MARCH 20, 2019
The Illuminati is the name given to real and fictitious secret society groups claiming special knowledge or enlightenment. . In the nonprofit sector, such groups of ‘experts’ exist; make no mistake!
iMarketSmart
MAY 30, 2018
Sadly, I’ve witnessed all of these but I truly believe #1 is the worst. Here are my top 10 traits of terrible fundraisers that drive major donors away: . Showing up late; 9. Failing to do something that was promised; 8. Talking about how great they are at raising money; 7.
iMarketSmart
NOVEMBER 19, 2018
Recently I saw a question posted on a discussion board that was inspired by a blog (NOT mine) titled: WHY YOU NEED TO HIT YOUR DONOR’S MAILBOX FIRST THING IN 2019. The question was: Planned/legacy giving marketing – when do you mail? Here’s the response I posted.
iMarketSmart
MARCH 13, 2019
I get things wrong all the time. Back in 1993 when I quit my first ‘real’ job in the newspaper business I predicted printed newspapers would be gone by now. Sure, they are having a hard time these days but they are still kicking!
iMarketSmart
MARCH 11, 2019
There are eight components of my innovative fundraising methodology : 1. Accepting the Pareto principle. We’ve called it the 80/20 rule, but it’s more like the 90/10 rule when applied to fundraising.
iMarketSmart
MARCH 6, 2019
For the sake of donors, volunteers, advocates, and members everywhere who want to change the world but need an organization bigger than them to get it done, I sincerely hope you’ll consider becoming an engagement fundraiser.
iMarketSmart
MARCH 4, 2019
The traditional spray and pray marketing communications tactics just don’t work. Here’s why: 1. They are Irrelevant. In this day and age, people get bombarded with thousands of messages a day. To cut through the clutter communications must be relevant. If they aren’t they’ll be easily overlooked.
iMarketSmart
JANUARY 2, 2018
OUT: Making donors feel bad , twisting their arms, telling them to give ’til it hurts and shaming them. IN: Making donors feel good , treating them like people (not ATM’s), partnering and giving them the value they want.
iMarketSmart
FEBRUARY 27, 2019
You have plenty of data. That data probably includes donation recency, frequency, and monetary value. You might also track involvement information (participation in events, volunteerism, board leadership) and interaction information (notes from discussions collected during donor calls and visits).
iMarketSmart
JUNE 1, 2018
“I’d like to meet you to update you / tell you what we do / tell you what we’ve been doing , etc.” ” I’ve had fundraisers approach me this way. It’s all about them and their organization.
iMarketSmart
FEBRUARY 25, 2019
Your job is tough! If you’re like most fundraisers, you’re already working hard. You don’t have enough time, you’re pulled in too many directions, and you’re constantly swatting flies. Your board is probably breathing down your neck and your boss is probably on your back!
iMarketSmart
DECEMBER 11, 2017
No one likes getting cold calls and you probably don’t like making them.
iMarketSmart
FEBRUARY 20, 2019
If you were a fundraiser at my alma mater seeking a donation from me for a new building, a progressive campaign might look like this: Step 1 – Awareness. The first step might be an offer (seemingly from you) to see if I’d like a digital version of my yearbook from my graduation year.
iMarketSmart
FEBRUARY 15, 2019
Almost 50 years ago, Albert Mehrabian figured out that our words matter least and our body language matters most in face-to-face communications.
iMarketSmart
FEBRUARY 13, 2019
If you’ve been reading this blog for a while, you probably know that I think donor surveys are great for qualifying and prioritizing your supporters for outreach.
iMarketSmart
FEBRUARY 11, 2019
What the heck am I talking about?
iMarketSmart
FEBRUARY 6, 2019
It’s about their timing, not yours. Fundraisers, as well as their organization’s leadership and board members, need to come to terms with the fact that donors make decisions based on their timing, needs, wants, desires, and interests, not your organization’s.
iMarketSmart
FEBRUARY 4, 2019
I think too many in the nonprofit sector fear failure. Unfortunately, that paralyzes people. It prevents them from making decisions and thwarts innovation. In most cases it isn’t the fundraisers fault. They want to take risks.
iMarketSmart
JANUARY 30, 2019
Stay with me on this. Of course, you can’t expect to get money out of a piggy bank unless you first make deposits. That framework has resulted in positive outcomes for eons. That’s why you should treat your supporters like piggy banks! You, the fundraiser, must make deposits first.
iMarketSmart
JANUARY 28, 2019
If your end-of-year ‘interruption’ marketing results were not what you hoped for, perhaps my prediction about ‘ FUNDRAISING CLIMATE CHANGE ‘ ( in my book, Engagement Fundraising ) is finally coming true.
iMarketSmart
NOVEMBER 26, 2018
Nonprofits tend to get addicted to transactions. Of course addictions are hard to break. But that doesn’t mean they shouldn’t be broken at all.
iMarketSmart
JANUARY 23, 2019
Let technology do what you don’t do well. Everyone knows that technology has been the key for innovation in the private sector. But the nonprofit sector is still mostly employing CRM, email, and social media to build relationships with supporters. .
iMarketSmart
APRIL 9, 2018
Most people don’t know what the hell they’re talking about. On social media you’ll find a lot of people posting and making comments on posts. At conferences you’ll hear speakers babble on about stuff.
iMarketSmart
JANUARY 16, 2019
I think donors like to qualify themselves, educate themselves, involve themselves, and solicit themselves. I call these the “four selfs” of Engagement Fundraising: Self-qualification Self-education. Self-involvement. Self-solicitation. Self-qualification.
iMarketSmart
JANUARY 14, 2019
I’ve never really felt comfortable with the phrase “moves management.”. If you’re unfamiliar with the term, it refers to a process Gift Officers or other fundraising professionals use for moving donors from cultivation to solicitation. .
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