It’s Donor Acquisition Week

The Agitator

Many fundraisers –regardless of the size of their organization—tell us that donor acquisition is one of their biggest problems. In the UK eight of the largest charities are losing donors faster than they acquire them by a rate of 5 to 3. In When Have You Acquired a Donor?

Acquisition Addiction

The Agitator

Acquisition addiction is to fundraisers what steroids are to professional cyclists. I’ve just read Are You Addicted to Acquisition? Donor acquisition Donor retention / loyalty / commitment premium

Donor Acquisition Versus Retention in 2013

Kivi's Nonprofit Communications Blog

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The Most Important Step in Donor Acquisition

The Agitator

So, we’ll be using this week to explore the proper onboarding of new donors from that event and the overall importance of proper onboarding generally. In the UK eight of the largest charities are losing donors faster than they acquire them by a rate of 5 to 3.

The Year For Acquisition

The Agitator

Because I want to float the idea that 2017 should be a year for unprecedented donor acquisition. But as Agitator readers well know, deep down Roger and I continue to believe that too many fundraisers and organizations inexplicably, indefensibly neglect donor retention. Consequently, it almost pains me to write a post saying: ‘Put the pedal to the metal’ this year on donor acquisition. I’m writing this post with great trepidation.

Breaking Down Your Acquisition Silos

The Agitator

It advocates breaking your mental jars of acquisition money and (shockingly) using them where they can do the most good. Lapsed reactivation versus new donor acquisition. Do you run the same acquisition mail volume or ad spend every month? You can spend money on anything.

Diving in with Donor Acquisition Cost (Season 1, Episode 3)

Fundraising Report Card

Learn why Donor Acquisition Cost is so important, how to gather this data, and how to use this data to make better decisions. Topic Timestamps Donor Acquisition Cost [01:40] What is … Continue reading "Diving in with Donor Acquisition Cost (Season 1, Episode 3)". The post Diving in with Donor Acquisition Cost (Season 1, Episode 3) appeared first on Fundraising Report Card. Podcast donor acquisition cost

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Acquisition, But First …

The Agitator

As promised, Roger and I are about to do some systematic posting on donor acquisition. But we are compelled — yes, compelled — to start the ball rolling with yet another warning about donor retention! Compelled because this recent ‘Must Read’ report — the 2012 Fundraising Effectiveness Report — from the Association of Fundraising Professionals drives home once again the utter futility of pouring newly acquired donors into leaky buckets.

Donor Acquisition Series #1-WANTED: An Investment Mindset

The Agitator

Safe to go back into he acquisition water? Board Meeting Swipe File Donor acquisition Nonprofit management premiumAmong the first of the New Year’s resolutions received at Agitator Global HQ was one from Peter Maple and his Association of Grumpy Old Fundraisers who know stuff.

Retention Is The New Acquisition

The Agitator

Lots of folks pay lip service to the importance of donor ‘retention’. As acquisition costs rise and response rates plummet, Tom and I have stepped up our rants on retention. In our view, retention is the new acquisition.

Grow Your Email List With These 14 Paid Email Acquisition Sources

Kivi's Nonprofit Communications Blog

Paid acquisition supplements organic growth and helps you grow your base of support more quickly, for a price of course. There are 4 basic types of paid email acquisition. Before you get started with paid acquisition, do this: Paid Acquisition Tips.

Question: How Much Acquisition?

A Small Change

How much major donor acquisition does your organization do? I would love to hear a bit about how much time you spend having in-person meetings with donors each week. How important is donor acquisition for your organizations? From where do the majority of your major donors come? Do you ever struggle to know how much time do you spend you should spend building new relationships versus growing existing ones?

Acquisition: Asking The Wrong Question

The Agitator

At the time Lisa Sargent worried that our intense focus on retention might be interpreted as damning acquisition in general, and she urged us to do more on the flip side of the ‘retention’ coin, namely acquisition. Most donors would find this a cause for concern.

Donor Acquisition Series #4 – A Bicycle Built For Growth

The Agitator

As I’ve indicated in the first three parts of this series, most nonprofits need to become a lot more savvy about ‘acquisition’ At the same time it’s essential to understand how ‘acquisition’ and ‘retention’ operate in tandem to determine an organization’s future. We all know that acquisition and retention are the flip sides of the same coin.

Acquisition: Its Costs And ROI – Part 2

The Agitator

Simply stated, Lifetime Value is the net revenue an organization will receive from each donor during his or her lifetime with that cause. Using historical data, we can compute this for every donor. Example: Premium Acquisition Program.

Acquisition: Why ‘Best Practices’ Suck

The Agitator

One organization copying another organization’s seemingly successful acquisition package simply leads to the next doing the same. So couple lack of innovation (the duplication of the same old/same old prospecting packages) with the horrid absence of brand awareness and you have 90% or more of today’s acquisition mail. The fact is that where there is no brand recognition for a nonprofit there is likely to be poor acquisition.

Organizing Your Acquisition

A Small Change

Over the past few weeks I have had a number of conversations with new donor prospects. Related posts: Question: How Much Acquisition? My goal has been to meet with a number of new people each week and begin a relationship with them. Here are a few tips and ideas to help in setting up a larger number of meetings with multiple new prospects. I’d love to hear some of your tricks of the trade. Book back-to-back meetings in the same location on the same day.

Acquisition – Direct Mail: The Exquisite Corpse

The Agitator

After all, they argue, “online” is far cheaper and faster, plus donor demographics are changing, so it’s only a matter of time before direct mail is dead and buried. To believe otherwise is to deny the existence of the most predictable and potent of the acquisition channels.

Acquisition: Guilty Until Proven Innocent

The Agitator

Before we wade into the nuts, bolts, techniques, pitfalls and opportunities in our Acquisition Series, we want to once more remind everyone of the climate in which today’s acquisition efforts are conducted. How loyal is the average donor? But your donors don’t know that.

Donor Acquisition Series #2 – Lifetime Value: The Key Metric

The Agitator

Direct mail Donor acquisition Donor retention / loyalty / commitment Fundraising analytics / data Nonprofit management premiumA drunk loses the keys to his house and is looking for them under a lamppost. A cop comes over and asks what he’s doing. “I’m looking for my keys,” he says. “I lost them over there.” ” The policeman looks puzzled. “Then why are you looking for them all the way over here?”

Acquisition: Prospecting Hope For Small Organizations

The Agitator

Sadly, when it comes to direct mail acquisition the deck is stacked against small organizations; especially those with a regional or local mission focus. The main question they face: How to get enough quality/responsive names to build a donor base?

[Guest Post] Donor Acquisition – the painful necessity of fundraising

Fundraising Coach

Today it''s my pleasure to share with you a post on finding new donors for your nonprofit. A few weeks ago, Bob McCarthy and I were emailing about the formulas to look at when getting new donors. Donor Acquisition – the painful necessity of fundraising.

Acquisition: ‘Social Media Is B t’

The Agitator

Here at the Agitator we touch a lot on the use of social media (see Tom’s post of yesterday or search our category, social networking), so I decided to include Mendelson’s insights as part the Agitator Acquisition series. It’s important differentiate the use of social media for acquisition from its ongoing and reinforcing use in dealing with already-acquired donors and supporters. If nothing else, the author of the iconoclastic Social Media is B t writes great teaser copy.

Acquisition: What About Testing DRTV?

The Agitator

Direct Response Television (DRTV) isn’t for everyone, but for many organizations it’s proven to be a powerful and essential tool in acquiring monthly donors.

Acquisition: Its Costs And ROI – Part 1

The Agitator

Ignorance about what “acquisition” is, how it should be measured, and when or whether its costs should be considered acceptable. Because the acquisition of new donors is essential to maintaining and growing virtually every organization, we all need to get much better at both understanding and explaining this essential process. Each of these programs adds to the Lifetime Value of a donor base.

How You Should Really Be Thinking About Acquisition Costs

The Agitator

Editor’s Note: The e-Book version of Retention Fundraising: the new art and science of keeping your donors for life is now available. Here’s a brief excerpt from Retention Fundraising on the importance of building the cost of key retention efforts into your acquisition. Donor acquisition Donor retention / loyalty / commitment Telemarketing premium

Acquisition: Direct Mail Testing – Part 1

The Agitator

The pre-identification of likely winners and losers is done in two parts: 1) First , surveying donors who are representative of those who will receive the actual mailing, showing them visuals of the direct mail package and measuring preferences using a very specific and battle-tested methodology.

Acquisition: The ‘Less Cost Is Best’ Fallacy

The Agitator

And secure their organisation’s future by building a substantial donor base. Many donors balk at an average fundraising cost as high as one-third of the money raised. Yet I don’t know any donor who, when told, ‘Give me £1.00 Then go re-thing your acquisition strategy and budgeting. Acquisition Don't Miss these Posts fundraising marketing metrics nonprofit management nonprofits

Door Acquisition Series #3 – NEEDED: A Better Plan

The Agitator

Many fundraisers tell me that donor acquisition is one of their biggest problems. Part of the answer may lie in the silos that exist separating ‘acquisition’ from ‘donor development’ functions in many shops. But I suspect there are two, far larger reasons: Failure to understand and plan for the true, detailed complexities of acquisition; Unwillingness to invest the time and.

Acquisition: Premiums, Crack Cocaine And Nonprofit Suicide

The Agitator

Almost every direct response fundraiser who can count eventually comes to the realization that reliance on premiums to boost short-term acquisition response rates is a long-term prescription for poor retention and lousy lifetime value. Many are unaware of the ample evidence in behavioral science for why premiums not only delude fundraisers but, far more importantly, destroy donor motivation and loyalty.

Acquisition: More On Counterintuitive Effects Of Premiums

The Agitator

As most public broadcasting viewers and listeners know, the stations’ periodic fundraising drives tend to employ modest rewards for their donors – contribute $50 and get a Car Talk mug, $200 for a Masterpiece Theatre DVD, etc. The push back from premium proponents was/is that these benefits are a nice touch, certainly not a reason to give in the first place, but perhaps enough to upgrade the donor to a higher level. Surprise the Donor.

Acquisition: Crafting An Irresistable DRTV Offer

The Agitator

One that continues to bring in high-value monthly donors and sizable single gifts. State the strongest possible outcome of the donor’s gift, and ‘how’ you’ll make it happen. Why should a donor support you rather than other respected organizations that do similar work?

WANTED: Fundraisers With Merger, Acquisition and Investment Banking Experience

The Agitator

The desirability of debt, of equity investment, of mergers and acquisitions. What about divestiture, mergers and acquisitions? Rather, we should explore, welcome and encourage vendors, donors, bankers and foundations to invest in ways with which they’re already familiar. New thinking and new approaches are fundamental necessities for survival and growth. Not because all “old” ways are bad. Not all are. And surely not because the next, shiny new thing is likely to be better.

Acquisition: Predictive Analytics And The Presidency

The Agitator

History’s most expensive acquisition effort – the $2 billion campaign for the US Presidency – comes to an end today. Hopefully by late tonight, or at least in the next few days, we’ll know which voter acquisition campaign was the most successful. Because many of the approaches used by the campaigns in search of votes — and the media, in search of accurate predictions on the outcome — bear watching in terms of our own acquisition efforts.

Letting Go of Donors

The Agitator

A couple weeks ago, I argued you haven’t truly acquired a donor until you get permission, information, or a second gift. Now let’s talk about the other end of the spectrum – when does your relationship with a donor end? His donor identity does not line up with their organization.

Acquisition: Using The Web To Boost Postal Mail Prospecting

The Agitator

Clearly a losing proposition for most acquisition programs. Fortunately, there are now signs of hope – both in theory and in actual practice – that we might soon benefit from the marriage of the web and postal mail when it comes to acquisition.

What to Listen for in Donor Onboarding

The Agitator

More fundamentally, they change the economic engine from one of pure volume (make more, ask more with all its diminishing returns and inevitable slow/no growth trajectory) and guesswork on what to send, to one based on donor understanding.”. You have donors like this.

Can Your Monthly Donors Be Held Hostage?

The Agitator

Many organizations making this switch are discovering to their shock that either their old CRM or old payment processor—or both– are refusing to transfer their monthly donors’ credit card or other payment data to the new vendor.

Acquisition: 16 Reasons Your Prospecting Is Running Out Of Gas

The Agitator

You’ve forgotten to talk to donors about RESULTS. You’ve disappointed/offended your donors in some specific, known way (think Komen Foundation). Acquisition communications direct mail direct marketing Don't Miss these Posts fundraising nonprofit management online publishingYour prospecting returns are dropping … running out of gas. What’s the problem? Here are some reasons I can think of.

The Tragedy of the Donor Commons

The Agitator

How do we know this tragedy of the commons has arrived when it comes to donor acquisition through list rental and exchange? There are a few signposts: Our donors are reporting it. Cumulative exposure to nonprofit appeals erodes donors’ likelihood of donating.

When Have You Acquired a Donor?

The Agitator

Thus they are a donor. Viewed through this lens, our definition of acquisition could use some work. Donor onboarding often focuses on this last goal to the exclusion of the other two. Not cultivation – we’re still acquiring that donor.

Direct Mail Yields Major Gift Donors

The Agitator

ACS is committed to a sophisticated multi-channel marketing approach, in which direct mail remains a key work horse, and in which the full potential value of each donor (financial and otherwise) is recognized. Acquisition direct mail direct marketing major donors premium

TEST RESULTS: You Raise More Money When You Listen to Donors’ Preferences

The Agitator

We know that, given the options, many donors would give more if they could direct where their gift went (see, for example, here and here ). ” The American Diabetes Association tested this in acquisition.

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