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  • Why the first gift really shouldn’t count

    By marketsmart on February 12, 2016
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    At MarketSmart we get superexcited when a new organization signs up to work with us. And why not? It is after all a genuine thrill to acquire a new client.   But I always admonish my staff that the first investment made by a new client shouldn’t really count. Well of course it counts toward our revenue goals and it...

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  • Don’t ever ask someone to give until it hurts

    By marketsmart on February 10, 2016
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    Give until it hurts? Like so many other things I dislike about traditional fundraising axioms this one has always rubbed me the wrong way.   Remember I got into this because I was fed up. As a donor the planned giving newsletters I received were complex overlysophisticated and offensive. I felt like the organization sending them to me was...

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  • How to prep for your next big ask

    By Greg Warner on February 8, 2016
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    There’s a ton of information out there about how to ask for a donation. Here’s a 52page report from AFP on the subject that talks about a lot of stuff. But sadly only a few sentences in the entire report actually focus on the moment of truth— when you ask for the money.   So I thought I’d help with...

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  • Do you donate to your employer?

    By marketsmart on February 5, 2016
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    Do you donate to your employer? If your answer was “No I donate my time… I work here!” I think that was the wrong answer.   Socrates once counseled: “Let him that would move the world first move himself.” For fundraisers I think he meant that someone who is charged with asking another for a donation should do some donating...

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  • Are you being tested?

    By marketsmart on February 3, 2016
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    In 2010, Mark Zuckerberg (Facebook founder and CEO) gave $100 million to help fix Newark, New Jersey’s failing school system. His goal was to develop a…

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  • It ain’t friendraising… it’s fundraising

    By Greg Warner on February 1, 2016
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    Popular opinion is wrong. Usually it is believed that extroverts make the best sales people (and fundraisers). But according to tons of recent research including this paper written by Adam M. Grant (The Wharton School University of Pennsylvania) there is actually a weak and inconsistent relationship between extroversion and sales performance.   My take on it: Extroverts tend to be...

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  • Charity vs. Philanthropy and Charitable People vs. Philanthropists

    By marketsmart on January 27, 2016
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    Charity – Helping people in need Philanthropy – Making an investment that stimulates other investments or provides opportunity for others   Charitable people – Help others in need. For instance giving money to a soup kitchen before Thanksgiving so they can buy turkeys for their annual meal would make one a charitable person. Philanthropists – Make charitable gifts that result...

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  • 4 powerful major gift “probing closes” (for moving your proposal forward)

    By Greg Warner on January 25, 2016
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    A probing close is yet another phrase I made up. I do that… a lot. Basically it’s a question you ask when you feel your prospect might possibly be ready to agree to say “Yes!” to your proposal. Here they are: 1.  If I could make sure to take care of ...

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  • Why not create a donor appreciation department?

    By Greg Warner on January 22, 2016
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    Imagine a team serving and supporting the fundraisers by helping them come up with creative yet efficient and effective ways to thank and engage donors…

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  • 2 marketing Jedi Masters tell us why fundraising IS marketing/selling

    By Greg Warner on January 20, 2016
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    Fundraising IS marketing and selling Yet some fundraisers think it’s different from other forms of marketing and sales when it isn’t. Somehow the altruistic aspects of fundraising get in the way and muck up the process. I think this is precisely why so many organizations are just plain bad at raising money and retaining donor support. Copywriting icon and expert...

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