This is the second post in a series on Fundraising Offers.
The first post talked about what an offer is: the main thing a fundraising piece says will happen when the person gives a gift.
A Good Offer Serves Your Donors
A good offer serves donors (and potential donors) by helping them understand, quickly, the difference they can make with a gift.
Always remember: the donors who are reading your mail and email are busy. They are sorting the mail or sorting email. Shoot, it’s even possible they are driving their car.
Your donor is scanning (not reading) your fundraising letter, wondering if your letter is about something she’d like to do today.
She doesn’t have time (or interest) for an organization that doesn’t describe what her gift will accomplish. Or worse, it describes what her gift will do in conceptual terms like “deliver hope” when she doesn’t know exactly what that means.
You know what she likes? Organizations that present understandable problems to her, in ways that are easy to understand. So that in just a few seconds, she can understand what the problem is and know how she can make a meaningful difference with a gift.
Reasons a Good Offer Works So Well
There are four main reasons a good offer works so well…
- A good offer is easier to communicate quickly. A good offer can usually be summarized in a sentence or two. That clarity and brevity allows donors to know right away if they should keep reading or not. Donors love that.
- A good offer requires the donor to understand less about your organization. Most nonprofits work under the assumption that a donor “must know all about all the things we do, and that we are good at it” before the donor can be asked to give a gift. For your mass donor communications, this could not be further from the truth.
- A good offer is more emotionally powerful. Because your letter (or email or event or whatever) is not having to educate your donor about all the things you do, you can spend more time talking about the people or cause in need, the emotions of the beneficiaries, the emotion of the donor, etc.
- A good offer tends to be specific. Good offers tend to have exact dollar amounts, so that all donors can see what it costs to make a meaningful difference. And they tend to include specific benefits or services that are provided for that amount. So rather than having to understand all of your programs and mission, the donor just needs to understand one small thing that makes a difference. Donors love that (even though experts don’t.)
Notice how all of those things “lighten the load” on your donors? Notice how a good offer makes it easier for them to understand what their gift will do? And how you’ll be able to tap into their emotions – which are the drivers of all giving?
The next post will focus on the four elements that successful offers tend to have in common.
And I do hope you’ll stick with this whole series. “Offers” are complex. But when you understand what they are – and understand how to make good ones – you’ll start raising more money immediately.
Read the entire series:
- How to Create a Great Fundraising Offer: What’s an Offer?
- Why a Good Fundraising Offer Works So Well
- The Ingredients in Successful Offers
- How to Describe the “Solution” Your Organization Provides
- How to Raise More Money by Asking for the Right Amount
- How and Why to Give Your Donors a Reason to Give Today
- What About Internal Experts Who Don’t Like Fundraising Offers?
- How to Make Sure a Low-Priced Offer Does NOT Produce Small Gifts
- Half As Important
- Offers for Major Donors
- Summarizing and Closing This Chapter on Fundraising Offers
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