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How to Start Your Monthly Giving Program and Turn Your
Donors into Monthly Givers - A Step-By-Step Guide
Presenter: Erica Waasdorp
The slides and bonus materials can be found at this link:
http://bit.ly/1wOaGB1
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How to Start Your Monthly Giving Program and Turn Your
Donors into Monthly Givers - A Step-By-Step Guide
Presenter: Erica Waasdorp
The slides and bonus materials can be found at this link:
http://bit.ly/1wOaGB1
:
What is the one thing you hope to learn during today's webinar?
Type your answer in the question box
Check In Question
The slides and bonus materials can be found at this link:
http://bit.ly/1wOaGB1
•Philanthropoholic
•President of A Direct Solution
•Raised millions of monthly giving dollars for her clients
•Reader’s Digest ‘graduate’
•30+ years of Direct Response experience
•20+ years of Monthly Giving experience
•Author of Monthly Giving. The Sleeping Giant, paperback and e-book
•Working on her next book due out next year
About Erica Waasdorp
The slides and bonus materials can be found at this link http://bit.ly/1wOaGB1
Poll
Do you have a monthly Giving Program?
How to Start Your Monthly Giving Program and Turn Your Donors into Monthly Givers
I. How to Sell Monthly Giving to Others
II. How to Organize your Monthly Giving Program
III. How to Market your Monthly Giving Program
IV. How to Present results
V. How to Project Growth for your Program
What We Will Cover Today
I. How to Sell Monthly Giving to Others
monthly donor
monthly donor
monthly donor
monthly donor
monthly donors
monthly donor
I. How to Sell Monthly Giving to Others A. Who are monthly donors?
21% of Baby Boomers (age 49 – 67 years old) gives Monthly!
monthly donors
I. How to Sell Monthly Giving to Others B. Show Current Trends
Source: Blackbaud Generational Giving Study
•Small
•Committed
•Automatic
•Ongoing
•Provide regular income
I. How to Sell Monthly Giving to Others C. What are monthly donors?
Source: Bloomerang, 2013 AFP Fundraising Effectiveness Study
I. How to Sell Monthly Giving to Others D. Why are monthly donors important?
Poll
What is the typical retention rate of monthly donors?
I. How to Sell Monthly Giving to Others
Retention Rates Rock!! Median Retention Rates in 2012 by Gift Type and Loyalty
Donors Giving Only Single Gifts Donors Giving Both Single and Recurring Gifts
2 Years Consecutive 51% 86%
3 & 4 Years Consecutive 65% 90%
5+ Years Consecutive 79% 95%
Source: donorCentrics™ Collaborative Benchmarking US Recurring (Sustainer) Giving
I. How to Sell Monthly Giving to Others D. Why are monthly donors important?
They’re truly Long-Term!
(Special Report: Trends in Recurring Giving, Sage Software)
I. How to Sell Monthly Giving to Others D. Why are monthly donors important?
They will give a lot more money!
Current Gifts Monthly Gifts (annual)
First year Cume
100 $35 $0 $3,500
100 $35 $120 $15,500
I. How to Sell Monthly Giving to Others D. Why are monthly donors important?
I. How to Sell Monthly Giving to Others D. Where do they belong?
• As soon as someone joins your organization!
• As soon as someone gives
• As soon as a lapsed donor is reactivated
• Any time of the year
• As often as you can
I. How to Sell Monthly Giving to Others E. When can you ask donors to join?
1. Commit and make someone accountable
2. Name your program
3. Set up payment types
4. Set up back-office process
5. Set ask amount
II. How to Organize Your Monthly Giving Program
1. Commit and make someone accountable
II. How to Organize Your Monthly Giving Program
One person must own the program!
YOU
Web site
Donors
Donor base
Donor services
Fundraising Accounting
Programs
Marketing
Online
II. How to Organize Your Monthly Giving Program 1.Commit and make someone accountable
2. Name your program
II. How to Organize Your Monthly Giving Program
Finding the best name:
•Brainstorm
•Use in sentence
•Test it
•Choose
•Move on
II. How to Organize Your Monthly Giving Program 2. Name your program
These Make Great Combos! Circle
Friends
Sustainers
Partners
Advocates
Guardians
Champions
II. How to Organize Your Monthly Giving Program 2. Name your program
3. Set up Payment Types
II. How to Organize Your Monthly Giving Program
Choose Payment Types
• Electronic Funds Transfer (EFT / ACH)
• Credit card/debit card
• Offer both!
II. How to Organize Your Monthly Giving Program 3. A. Define Possible Payment Types
•Can they handle recurring gifts?
• If Yes, what are their fees?
II. How to Organize Your Monthly Giving Program 3. B. Review your merchant account options
Add PayPal or other options
Greater Giving
Authorize.net
Virtual Merchant
II. How to Organize Your Monthly Giving Program 3. C. Add other options
II. How to Organize Your Monthly Giving Program 3. C. Add other options
Easy, minimum amount
II. How to Organize Your Monthly Giving Program 3. C. Add other options
June 24th, 2014
No minimum
Simple ask to recur
II. How to Organize Your Monthly Giving Program 3. C. Add other options
Add other options
II. How to Organize Your Monthly Giving Program 3. C. Add other options
Absolutely NO end date EVER!
II. How to Organize Your Monthly Giving Program 3. C. Add other options
• EFT: needs tech specialist in-house or
outsource
• Credit card/debit card: needs merchant for
web or outsource
• Ask your donor base partner!
Time is money
II. How to Organize Your Monthly Giving Program 3. D. Process in-house or Outsource
II. How to Organize Your Monthly Giving Program 3.E. Research Outsourcing Options Advantages:
• No technical knowledge needed in-house
• Vendor adjusts to PCI compliance requirements etc
• Can handle both EFT/ACH and Credit/debit cards
Disadvantages:
• Cost $0.35 to $0.50 per month per donor
• No immediate access to rejects/declines
http://bit.ly/1wOaGB1
• 1st is typical (& next business day)
• Based upon first charge date
• Make sure the payment is charged as soon as possible after joining
II. How to Organize Your Monthly Giving Program 3.F. Choose payment date
Donation amount options
Choice of gift date
II. How to Organize Your Monthly Giving Program 3.F. Choose payment date
Options:
1. Check for first payment (recommend)
2. Voided check
3. Online
Your donors must be ready and TRUST you
II. How to Organize Your Monthly Giving Program 3.G. How to accept EFT/ACH information
II. How to Organize Your Monthly Giving Program 3.G. How to accept EFT/ACH information
Payment options
II. How to Organize Your Monthly Giving Program 3.G. How to accept EFT/ACH information
4. Set up back-office process
II. How to Organize Your Monthly Giving Program
Appeal to generate Innkeepers
Innkeeper joins program
Information Complete
Thank you letter and key chain
Data-entry: Enter into
CHI DB
Data-entry:
Enter into
Pine Street DB
Store Innkeeper forms alpha by last
name
Monthly Donations updated in CHI and
Pine Street DB
Prepare Reports
II. How to Organize Your Monthly Giving Program 4.A. Map Out the Back-office Process
Have everything ready to go! • Thank you letter
• Thank you email
• Certificate
• Back-end premium
• Special recognition
• Tax letter
• Regular updates
• Promises
II. How to Organize Your Monthly Giving Program 4.B. Organize Recognition
June 24th, 2014
Share options
What donor can expect
II. How to Organize Your Monthly Giving Program 4.B. Organize Recognition
Thank you for joining Send with personal letter via snail mail
No need for monthly thank you’s
Send tax receipt in January
II. How to Organize Your Monthly Giving Program 4.B. Organize Recognition
Make it warm and fuzzy instead …
II. How to Organize Your Monthly Giving Program 4.B. Organize Recognition
Explains what you can expect
Thank you
Thank you
Special Phone and email
II. How to Organize Your Monthly Giving Program 4.B. Organize Recognition
Total amount given for the year
II. How to Organize Your Monthly Giving Program
4.B. Organize Recognition
• • Join first
• Ask staff and board to join
• Ask volunteers to join
• Make sure everybody knows about the program
II. How to Organize Your Monthly Giving Program 4.C. Involve everyone
Monthly Donors Source
# of monthly donors acquired
Average gift Average Yearly Gift
First year Cume
E-1403 50 $10 $120 $6,000
D-1410 120 $10 $120 $14,400
Totals 170 $10 $120 $20,400
II. How to Organize Your Monthly Giving Program 4.D. Develop Reports and Annualize
II. How to Organize Your Monthly Giving Program 4.E. How to prevent monthly donor drop outs outs
Question
Why do you think monthly donations stop?
II. How to Organize Your Monthly Giving Program
Check payments processed against expected
II. How to Organize Your Monthly Giving Program 4.E. Prevent monthly donor drop outs
Monthly Donors
# of monthly donors charged
Average gift Average Yearly Gift
First year Cume
MG1404 50 $10 $120 $6,000
MG1405 46 $10 $120 $5,520
Monthly code
• Letters asking them to call you or mail you new info
• Emails asking them to call you
• Call to ask them to call you
• Before card expires
• As soon as you find out
• Implement Account Updater/Account Recycling
II. How to Organize Your Monthly Giving Program 4.E. Prevent monthly donor drop outs
Implement Account Updater/Recycling Outdated cards
Declined cards
II. How to Organize Your Monthly Giving Program 4.E. Prevent monthly donor drop outs
Good word..
Clear reason
Image, clear link to renewal page
II. How to Organize Your Monthly Giving Program 4.E. Prevent monthly donor drop outs
These Bonus Materials Are Included with Your Webinar
http://bit.ly/1wOaGB1
•Account Updater/Recycling contacts •Resources •Sample letters
5. Set your ask amounts
II. How to Organize Your Monthly Giving Program
$5?
$10?
$16?
$29?
II. How to Organize Your Monthly Giving Program 5.A. Choose your initial ask level
Set up ask amount
Use Rule of Thirds
Use 1/3 for first Monthly
Ask
Take your Average One
time gift
• $35 becomes:
• $10, $15, $20, $35, Other
• $15 becomes:
• $5, $10, $15, $20, Other
For example
II. How to Organize Your Monthly Giving Program 5.A. Choose your initial ask level
Ask Low!
II. How to Organize Your Monthly Giving Program 5.A. Choose your initial ask level
Source: 2014 M+R Strategic Benchmarks
II. How to Organize Your Monthly Giving Program 5.A. Choose your initial ask level
Just $8 a month (that’s $0.25 a day), will help….
II. How to Organize Your Monthly Giving Program 5.B. Specific vs General
1. Grow online
2. Grow via direct mail
3. Grow via telemarketing
III. How to Market Your Monthly Giving Program
1. Grow online
III. How to Market Your Monthly Giving Program
Online donations are growing!
Source: 2014 M+R Strategic Benchmarks
III. How to Market Your Monthly Giving Program 1. A. Look at trends online
Add link from home page!
III. How to Market Your Monthly Giving Program 1.B. Make monthly giving easy to find
Link from donate button
Specific amounts
OCTOBER 9, 2014
III. How to Market Your Monthly Giving Program 1.C. Integrate in donation form
Put Monthly first
Local library
III. How to Market Your Monthly Giving Program 1.C. Integrate in donation form
Monthly is first
Benefits
Specific amounts
Video
III. How to Market Your Monthly Giving Program 1.D. Add benefits and ask amounts amounts
Landing Page
Incentive: Back end premium
III. How to Market Your Monthly Giving Program 1.E. Add incentive if needed
III. How to Market Your Monthly Giving Program 1.F. Start driving to the web
Click through to landing page
Name prominently
displayed
Back end premium: pin
Urgency
III. How to Market Your Monthly Giving Program 1.G. Promote via email
Clear goal of 600
Deadline = Urgency
# left to generate
Specific amounts
NO gift
III. How to Market Your Monthly Giving Program 1.H. Add Challenge and deadline
• Integrate with your direct mail data
• For thank you letter
• For email thank you
• For ongoing recognition
• For special action if dropped out
• For upgrades later
• For additional appeals
• For special invitations
III. How to Market Your Monthly Giving Program 1.I. Organize special segment in database
III. How to Market Your Monthly Giving Program 1.J Organize email thank yous
Demonstrate gift impact
Thank you
III. How to Market Your Monthly Giving Program 1.K. Organize thank you letter via mail
These Bonus Materials Are Included with Your Webinar
http://bit.ly/1wOaGB1
•Generating monthly gifts through email
2. Grow via direct mail
III. How to Market Your Monthly Giving Program
Poll
How often do you send an appeal
(with ask) to your donors?
III. How to Market Your Monthly Giving Program
“I am a widow on a fixed income but being a monthly sponsor
helps people that have less. You do good work for the less fortunate”.
– Jean, NJ
III. How to Market Your Monthly Giving Program 2.A. Use donor testimonials
III. How to Market Your Monthly Giving Program 2.B. Add monthly giving to your reply
III. How to Market Your Monthly Giving Program 2.C. Add monthly giving to your thank you
Strong teaser
Incentive works with mission
Clear examples of how gift helps
Offer EFT and CC options
III. How to Market Your Monthly Giving Program 2.D. Add frequently asked questions
FAQ’s help build trust
III. How to Market Your Monthly Giving Program 2.E. Add brochure
Gift or No gift for joining
Direct Mail still works! Target
Target • Recency
• Frequency
• Monetary Value
• Credit card donors
• Check donors
• Typically $5+, 2 gifts or more a year
III. How to Market Your Monthly Giving Program 2.F. Do special appeal for monthly donors
Target Small donors
III. How to Market Your Monthly Giving Program 2.F. Do special appeal for monthly donors
Multiple Donors 0-12 Mo.
1000.00+ 552
500.00-999.99 308
250.00-499.99 339
100.00-249.99 1,315
50.00-99.99 786
25.00-49.99 850
20.00-24.99 629
15.00-19.99 270
10.00-14.99 664
5.00-9.99 249
.01-4.99 92
Here are your future
monthly donors
III. How to Market Your Monthly Giving Program 2.F. Do special appeal for monthly donors
Monthly Option
III. How to Market Your Monthly Giving Program 2.F. Do special appeal for monthly donors
Back of reply
Front of Reply
Both options
Develop schedule
• Keep them in your annual fund appeals • Except if they indicate they don’t want to receive mail
• They’ll be your most loyal donors
• They want to hear from you!
• Segment them and recognize them as special
• Include in thank you calls!
• Personalize where you can
III. How to Market Your Monthly Giving Program 2.G. Keep communicating!
These Bonus Materials Are Included with Your Webinar
http://bit.ly/1wOaGB1
• Generating monthly gifts through the mail
3. Grow via telemarketing
III. How to Market Your Monthly Giving Program
Find out why your donors call you
III. How to Market Your Monthly Giving Program
Question
Why do your donors call you? For information
To complain
For tickets to an event
To donate
To praise
Other
III. How to Market Your Monthly Giving Program
Example Script
III. How to Market Your Monthly Giving Program 3.A. Offer monthly giving as solution
I understand Mr(s)________, I will take care of that for you. In fact
if you join our Monthly Giving Circle, you can still help promote our
mission and not have to worry about all the mail.
The Monthly Giving Circle consists of a special group of supporters,
who make a small but meaningful monthly gift to help spread our
message more effectively. Would you consider joining this
Monthly Giving Circle today?
Then: Ask donors to join the monthly donor program You’ll be glad you did!
III. How to Market Your Monthly Giving Program 3.B. Call donors to thank them
IV. How to Present Results
IV. How to Present Results Always annualize Monthly Donor Results
Monthly Donors Source
# of monthly donors acquired
Average gift Average Yearly Gift
First year Cume
E-1403 50 $10 $120 $6,000
D-1410 120 $10 $120 $14,400
Totals 170 $10 $120 $20,400
Use a planning tool
V. How to Project Growth for your Program
These Bonus Materials Are Included with Your Webinar
http://bit.ly/1wOaGB1
Download the Monthly Donor Calculator
© A Direct Solution
Monthly Donor Calculator
Target group New donors Existing donors, 2x time givers, $5+ Respondents to appeals, $5+ Email names Donors who call in to the organization
Campaign Welcome Package Special appeal Thank you letters all names, 4 times Inbound calls Grand total
People Reached 750 4,000 400 4,000 500
Estimated "Yes" 1.5% 2.0% 2.0% 0.5% 7.5%
New Sustainers Yearly 11 80 8 20 38 157
Average pledge per Sustainer $ 10.00 $ 10.00 $ 10.00 $ 12.00 $ 10.00
Average annual pledge $ 120.00 $ 120.00 $ 120.00 $ 144.00 $ 120.00
Cost per Sustainer $66.67 $50.00 $50.00 $0.00 $13.33 $36.04
Cost per piece $1.00 $1.00 $1.00 $0.00 $1.00
Total cost $750.00 $4,000.00 $400.00 $0.00 $500.00 $ 5,650.00
Yearly Income Pledged $1,350.00 $9,600.00 $960.00 $2,880.00 $4,500.00 $ 19,290.00
Net revenue generated after yr 1 $600.00 $5,600.00 $560.00 $2,880.00 $4,000.00 $ 13,640.00
V. How to Project Growth for your Program 1.A. Plug in your own numbers
© A Direct Solution
V. How to Project Growth for your Program 1.B. Project growth
1%
I. How to Sell Monthly Giving to Others
II. How to Organize your Monthly Giving Program
III. How to Market your Monthly Giving Program
IV. How to Present results
V. How to Project Growth for your Program
What We Covered Today
Question
What are your challenges? Time
Money
People
Technology
Other
How to Start Your Monthly Giving Program and Turn Your Donors into Monthly Givers
The beginning is perhaps
more difficult than anything else,
but keep heart,
it will turn out all right.”
–Vincent van Gogh
How to Start Your Monthly Giving Program and Turn Your Donors into Monthly Givers
It’s quick, easy and super helpful! Thank you for your feedback!
To do: Complete
survey
Please Take a Moment to Fill out the Anonymous Survey
Erica Waasdorp A Direct Solution PO Box 757 Marstons Mills, MA 02648 USA Tel: 508-776-1224 Fax: 270-633-1744 www.adirectsolution.com
[email protected] @ericawaasdorp
For follow up questions, contact Erica
Q&A The slides and bonus materials can be found at this link:
http://bit.ly/1wOaGB1
Questions-And-Answers