Ask Archives | Page 5 of 42 | The Better Fundraising Company

There Is No Secret Meeting

Steven | March 7, 2024March 1, 2024Ask

For small nonprofits that are struggling to raise money, it’s tempting to imagine that there’s a secret meeting.

You know, the meeting where all the donors from your town get together on Zoom and decide not support your organization.

If your fundraising life feels that way, you might consider asking yourself a couple of questions.

Does your fundraising make it clear what will happen when the donor gives a gift, stated in concrete (not conceptual) language?
Have you told people how a gift to your organization will improve a situation that they care about?
If donating to your organization might feel risky to donors, what can you do to make it feel less risky?
When donors have given to your organization in the past, did your organization take the credit (“Look at what our team accomplished!”) or did you give the credit away to donors (“Look at what you and your generosity accomplished!”)?
Does your fundraising make it clear that you need their help? If not, are you able to boldly and vulnerably ask for support?

When a nonprofit feels like the biggest secret in town, it’s usually something about their fundraising that’s keeping it that way.

Which story are you telling?

Steven | February 29, 2024February 28, 2024Ask

Better Fundraising recently decided to sponsor the Nonprofit Storytelling Conference this fall. (You should go!) So lately I’ve been thinking a lot about storytelling.

I’ve noticed that when most nonprofits are thinking about “storytelling” in their fundraising, they are thinking about one of two stories:

The story of a beneficiary. You’ve seen loads of appeals like this: they focus on the story of one beneficiary who has already been helped, then ask the donor to support the work of the organization. The storytelling focus is on the beneficiary. Or…
The story of the organization. You’ve seen fundraising materials like this, too; they focus on what services the organization provides, what year the organization was founded, and what the organization believes. The storytelling focus is on the organization itself.

At Better Fundraising, we advise our clients not to tell either of those stories.

Instead, we help our clients tell “the story of the difference the donor’s gift will make.” The storytelling focus is on the change that will happen when a donor gives a gift.

At its simplest, it looks like this; “Right now things are X, but if you give a gift they will be Y.” Doing this well helps your donors to see and (more importantly) feel the difference their gift will help make.

Telling the story of “the difference that the donor’s gift will make” is a fundamentally different story than most organizations tell. It results in fundamentally different appeals.

And those appeals raise significantly more money.

Ask yourself if the storytelling in your appeals is mostly about your beneficiaries or your organization. If you’d like to raise more with your appeals, try an appeal that focuses on the difference a donor can make if they send in a gift.

You Don’t Need to Convince Your Donors

Steven | February 20, 2024February 15, 2024Ask

There’s an approach to fundraising that believes that your fundraising must convince the donor that what you’re working on is important before they will read your message or give a gift.

This is happening any time you see an appeal start out with a statistic. “There are over 14,000 children in the LA area aging out of the foster care system each year” is one example. “43% of the wetlands in Okanagan are currently unprotected” is another.

These stats are meant to communicate to the donor that what’s being written about is Important, that this is a Big Deal.

The organization’s thinking goes something like, “If the donor only realized how important and what a big problem this is, they would give a gift.”

In my experience, this approach does not work very well.

Here’s an approach that works better: believe that your donor already cares.

After all, each gift to your organization is a sign that the donor cares about the situation you’re working on and/or your organization. Your donors have already put themselves on the hook for your cause.

If you believe that your reader already cares, you skip the whole “try to convince them” part. This leads to appeals that:

Tell the donor what’s happening right now,
Give an example (usually in the form of a story) of how what’s happening right now is affecting a person / the wetland / whatever you work on,
Tells the donor specifically what their gift will do to help.

By skipping the whole “we have to convince them this is important” part, the letter or email is free to get right to what the donor is more likely to be interested in: what’s happening now, and what their gift will do about it.

Moving forward, trust that your donors don’t need to be convinced. They’ve already told you with their attention and generosity.

Two Audiences = Two Approaches

Steven | February 15, 2024February 5, 2024Ask

There’s a big difference between writing appeal letters and writing grant applications.

When you’re writing a grant application you know that it will be read. In fact, someone is paid to read it.

When you’re writing an appeal letter (or an e-appeal) you know that it will arrive in a mailbox in competition with everything else the donor is receiving. No one is paid to read it.

That’s a big difference.

The audiences for grant applications and appeals are completely different. This explains why the writing style for an appeal is different than the writing style for a grant application.

If your grant applications and your appeals sound the same, one of them is completely missing the mark.

8.25 Seconds

Steven | February 13, 2024February 7, 2024Ask

Let me share two numbers with you:

8.25 seconds — the average length of time a human can focus on a single task.

3 minutes — how long it takes to read the average appeal letter from a nonprofit.

Makes you realize why most fundraising appeal letters don’t work well, doesn’t it?

(By the way, you may read the “8 seconds” stat and think the same thing I thought: wait a minute, people concentrate for longer than 8 seconds all the time. You and I have watched movies from beginning to end, and we’ve read entire books. But movies and books are in a category called “preferred activities” – and it’s hard to argue that “reading an appeal letter” is a preferred activity for a donor with a full mailbox.)

So I’m not here to argue that your appeal letters should be 8 seconds long. But I will argue that making your appeal letters understandable in 8 seconds makes your fundraising more inclusive and opens your organization up to gifts from far more people.

Here’s how to make your appeals “understandable” in just a few seconds:

Get to the point quickly. Do NOT slowly build your case and then make your point (usually the Ask) at the end of the letter. Save that approach for grant applications.
Use visual emphasis (underlining, bolding, arrows, etc.) to draw attention to the most important information. The ideas you highlight should summarize the letter.

The most successful appeals are two letters in one: a person can glance through your letter and “get the gist” in just a few seconds, and then get the fuller picture if they choose to read the whole letter.

Writing and designing your letters (and emails) this way is not what your English teacher taught you. It’s probably not a style that’s preferred by important people in your organization.

But if you can write and design your appeals to remove the barrier of “a person must read the whole thing to get our point,” then you’ve opened up your organization to a new world full of supporters.

Direct mail and… Kale?

Steven | February 6, 2024January 31, 2024Ask

Direct mail is like kale – nobody likes it the first time they try it.

Kale is a tough, leafy vegetable that tastes like a hedge.

But over time, a person can come to see the benefits of eating kale. You start to appreciate kale. And with the right prep and dressings, even enjoy it.

Direct mail is a tough, counter-intuitive, expensive way to raise money.

But over time, an organization can come to see the revenue that direct mail brings in and the relationship it builds. You start to appreciate direct mail. And with the right approach and understanding, even enjoy it.

Kale will never be as enjoyable as a cheeseburger. Direct mail will never be as enjoyable as a great conversation with a major donor, or the emotional high of a beneficiary’s story at an event.

You might not like direct mail or kale. But both of them are still good for you.

The Work of Your Organization vs. The Need for Your Organization’s Work

Steven | January 23, 2024January 9, 2024Ask

Last week I wrote about how “generating attention” should be a bigger part of the nonprofit fundraising toolkit.

This is a quick post about how there’s a big difference between creating attention for the work of your organization versus the need for your organization’s work.

If you’re trying to get the attention of people who have expertise in what you do – think Foundations who focus on your cause, government agencies, partner organizations, and major donors who understand why your work is unique – then I would point people’s attention towards the work of your organization.

Those people are already planning on giving gifts / working with organizations like yours. They actively want to know how effective your programs are, why your work is unique and powerful, and hear stories about people you’ve already helped.

However, if you’re trying to get the attention of people who do not have expertise in what you do – think “the general public” or your individual donors – then I would point people’s attention to the need for your organization’s work.

Those people are not currently planning to give gifts to your organization. People are not interested in how effective your programs are until they know there’s a need for your programs.

So draw attention to the need for your work. Once they understand and feel the need, then they’ll be more interested in learning how their gift (and your programs) will help meet that need.

As you work to make an impact and get attention this year, know which kind of people you’re trying to get the attention of, and what you should be pointing their attention towards.

Yesterday’s Successes, Today’s Truths, Tomorrow’s Hopeful Futures

Steven | January 16, 2024January 9, 2024Ask

I just noticed that almost all of the fundraising our team helped create last year can be divided into three groups:

Yesterday’s Success. These are stories of people who have already been helped, and of things the organization has already accomplished.
Today’s Uncomfortable Truth. These are stories of what’s happening today, right now, that causes the work of the organization to be needed.
Tomorrow’s Hopeful Future. These are stories of what will happen if a donor gives a gift. For instance, “If you give a gift today, 1 square meter of wetland will be preserved from development” is a story about the positive future that will be created if a donor gives a gift.

Organizational insiders tend to think that sharing Yesterday’s Successes will motivate donors to give today. And it will, to a limited extent.

But consistently telling donors about things that happened yesterday means you’re not telling donors what’s happening today. And in our experience, the best way to motivate donors to give today is to talk about what’s happening today.

The fundraising programs that we see succeed wildly are programs that intentionally share what happened yesterday, and what’s happening today, and what could happen tomorrow with the donor’s support.

When you give your donors the full picture, they’re more likely to give you their full support.