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  • 5 reasons fundraisers won’t call their hot leads

    By marketsmart on May 23, 2016
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    Here are 5 proven reasons why fundraisers won’t call their leads to ask for donations: Fear of rejection: This is the most common reason for call reluctance. It’s simple and basic. No one likes to be rejected but it is part of your job. Just reach out. Nine out of ten times your hot lead will be glad you...

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  • Are you communicating with your supporters too frequently?

    By marketsmart on May 20, 2016
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    When it comes to volume of donor communications it’s not a matter of how much or how little (especially when it comes to email). It’s a matter of how good! If the quality of your communications with your supporters is high the question of volume disappears. Supporters welcome communications that make them feel good! That means the communications need...

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  • 6 of the biggest reasons why you don’t get enough major gifts from people with capacity

    By marketsmart on May 18, 2016
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    Here are six of the biggest reasons why you don’t get enough major gifts from people with capacity: 1.  Your capable donors supporters advocates staff and volunteers don’t have enough trust in you your organization or your leadership.   2.  Your capable donors supporters advocates staff and volunteers don’t have enough confidence in you your organization or your leadership to be able...

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  • Dr. Russell James’ Greatest Hits: Free webinars and eBooks

    By marketsmart on May 16, 2016
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    Want more interesting research from Dr. James? Here you go: News from the Ivory Tower: Webinar   Words that Work: Webinar Words that Work: eBook   SEE ALSO: Words that Work 2: The phrases that encourage planned giving   Wills that Wont: Webinar Wills that Wont: eBook   Inside the Mind of the Planned Giving Donor: eBook   SHARE...

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  • Stop filling space!

    By marketsmart on May 13, 2016
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    This ad for Volkswagen was (and still is) one of the greatest ads of all time. It was simple and powerful. It turned a negative (the size of the car) into a positive at a time when big cars were the norm. It described a ton of benefits for the consumer to consider (see my post on that word here)....

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  • What major philanthropists really want from fundraisers

    By marketsmart on May 11, 2016
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    Ronald J. Schiller (a veteran fundraiser with too many accolades to list here) wrote a fantastic book titled Belief and Confidence. In it he draws on 30 years of experience and interviews with tons of philanthropists responsible for hundreds of gifts— some in the 10figure range. It’s fascinating to hear precisely what so many major philanthropists think. Their responses...

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  • Proof that planned gifts increase annual giving revenue

    By marketsmart on May 9, 2016
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    We really need to thank our lucky stars for Dr. Russell James!   He painstakingly reviewed 20+ years worth of data from a federally funded national longitudinal study conducted by the National Institute on Aging. Why? Because it included giving behavior of people in the U.S. several years before they added a charitable gift component and after.   What he found was the...

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  • Why the difference between “we” and “they” is so tremendous?

    By marketsmart on May 6, 2016
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    First a really quick story. I was flying home from a speaking engagement last week when I found myself sitting next to a very sweet chatty “mature” lady (about 70 years old) who proceeded to tell me about her vacation plans. She had a lot of friends and she was flying to meet one of them so they could...

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  • Are you chasing wealthy people or philanthropists?

    By marketsmart on May 4, 2016
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    Wealthy people are not necessarily philanthropists. But philanthropists are usually wealthy. When organizations develop their lists I think perhaps a little too much attention is paid to capacity while not enough attention is paid to uncovering a supporter’s philanthropic mindset and whether or not the organization’s strategic objectives align with their personal mission. Don’t get me wrong. Wealth screening is...

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  • 4 essential questions to ask yourself about your planned or major gift direct mail program

    By marketsmart on May 2, 2016
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    1. Are you really doing direct mail well? I like to say “Be donorcentric. Be personalized. Be relevant. Or be gone!” If you’re sending tons of generic onesizefitsall printed matter to people’s mailboxes (printed spam) then you’re probably not doing it well. 2. What do your donors think? Do they put up with your direct mail? Or do they...

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