Fundraising Copywriter George Crankovic

Tag: marketing

  • The envelope teaser

    The burning question in direct mail fundraising?

    Should you use a teaser for the outside envelope of your next appeal, or not?

    Some say the plain, blank envelope is the best ‘teaser,’ a no-teaser kind of teaser.

    But if you use a blank envelope to ‘trick’ people into opening it, and if the appeal isn’t something the donor wants or cares about, and they just toss it, then what have you really gained?

    That’s why the opposing camp suggests using a teaser in order to set the stage for the donor and get her interested in what the appeal is all about, so that when she opens the envelope, she’s ready for something that’s relevant and interesting.

    Along those lines, there are three basic types of teasers that work.

    There’s the offer teaser.

    There’s the benefit teaser.

    And there’s the curiosity teaser.

    To get the whole story – including specific examples for each kind of teaser – visit https://tinyurl.com/ew65trr3

  • How to raise more funds with storytelling

    There’s a lot of talk about storytelling in fundraising, and it’s easy to get the idea that all you have to do is throw in a story about a beneficiary to create an appeal that does gangbusters.

    It’s not that simple, of course. The storytelling in an appeal is of a specific type with certain requirements and restrictions. On the other hand, storytelling for a newsletter tends to follow what we would usually think of as a typical narrative, with a beginning, a middle, and an end.

    And that’s where this post about improving your storytelling with playwriting techniques can come in handy.

    The first thing to consider is the basic structure of a plot.

    • The beginning, where we meet the characters and hopefully being to feel a connection with them.
    • The middle, where a problem or challenge is encountered.
    • The end, where the problem or challenge is overcome, and the protagonist is changed in some way. And the donor is given the credit.

    The next thing to consider is how to flesh out the characters in the story:

    • What does each character want?
      What are the conflicts involved?
    • What are the obstacles?
    • What are the consequences to a particular character’s actions?

    Naturally, for a newsletter story it’s not necessary to answer all of these questions, but they do provide a starting point for thinking about the characters who make up your story and how to add more depth to them in order to bring them to life for readers.

    One more thing to consider is the quotations you use in your story. You can think of the quotations as a character speaking directly with the reader in a sort-of dialogue. So it’s better when the quotations reveal something about the character and his or her motivations, rather than just reinforcing the previous point in the story. This too can add more depth to the story.

    These are some of the basics, but there’s lots more to good storytelling. Still, storytelling isn’t a panacea for ineffective fundraising, but it is a powerful part of connecting with donors on an emotional level. Let your donors feel what the beneficiaries of your nonprofit feel. Let your donors relate to their lives, instead of thinking of them as somehow separate. Let your donors into their world. That’s what will engage your donors, and a heartfelt story is one of the best ways to do it.

     

  • How NOT to begin a fundraising appeal – and one way that almost always works

    A fundraising appeal from a social services nonprofit opens with this:

    “What would we do without you? How would we help local families like Michelle’s?”

    That’s the opening paragraph, the first thing that donors will see, and for some, the only thing they’ll see. Because if the opening isn’t right, then most donors won’t go any further. And that generally means no donation.

    What would WE do without you? How would WE help local families… That’s how this comes off to most donors. We, We, We. We’re the ones doing all the work, and all you do is give a few bucks every once in a while.

    This opening manages to create the appearance of donor centricity without really being donor centric at all. It seems at first like it’s empowering the donor but then it stops short. It takes aim at the target audience – the donor – then goes just wide of the target.

    Maybe the thinking behind this approach as an opening gambit is that it’s we, the organization, in partnership with you, the donor, working hand in hand to do good in the world. If that’s the case, a better approach might be something like this: “You and I are putting our hearts into this – together – to help local families like Michelle’s.” This way it’s more clear that donor and the person signing the letter are on equal footing in this arrangement.

    But still, there’s another approach to opening a fundraising appeal that brings fewer problems with it and almost always sets the appeal on the right track. And it has the added advantage of being simple and direct.

    It’s this: “I’m writing to you because …”  Most people in general and most donors in particular would appreciate receiving clear communication like this.

    No BS, no warming up to the subject, no initial throat clearing, no hollow flattery about how “we” couldn’t do anything without the particular donor reading the letter. Instead, just getting straight to the point about the need. As far as openings go, it’s about as tried and true as they come.

  • Ask yourself, “Would I donate to this?”

    A direct mail appeal from an international aid and relief charity opens with:

    “Five of Sayo’s children died because of dirty water. It’s hard to imagine, isn’t it?”

    Okay, we have a statement of need that maybe the donor can do something about. But then, right after that, there’s this:

    “After I shared her story last month, thousands of people responded generously in support of families like hers. Thank you!”

    Hang on a sec – so, thousands of people responded? That’s great, so why do you need me to give? And what’s with the thank you? I didn’t give to that previous appeal, so what are you thanking me for?

    Then, right after that, we get to the ask:

    “Your generous gift of $25 can help save more lives.”

    Which is fine (if a bit vague), BUT …

    The part earlier about how people have already given undercuts the argument for donating to this appeal. The donor sees “thousands of people responded – thank you!” and naturally thinks, “Well, I guess we’re done here – no need to go any further.”

    Of course there’s more to the letter than these few opening paragraphs, but the lead has to be right, because if it’s not, you’ll lose the reader that fast.

    But, hey – who knows – maybe this appeal did great. Maybe this particular set of donors is unique in the way they respond. Maybe they’ve grown used to overlooking this kind of messaging from the charity. Maybe there’s some diabolically clever reverse psychology going on here – we’re getting you to give by telling you we don’t need your stinkin’ gift. Or maybe this appeal is part of a global master plan that’s playing out on a 3-D chessboard. Who knows?

    What we do know is that this tactic of opening an appeal by thanking donors and telling them that everything’s great seems to persist. Even though it clearly fails to engage the reader – which you can prove to yourself:

    “Dear Ms. Smith (pretend that’s you), our donors are giving like crazy, and things are just zooming along. Thank you!”

    There – do you feel like your donation is needed? No? That’s why this kind of approach doesn’t make sense, and why it isn’t best practice for direct response.

    The irony is that opening an appeal by talking about success and thanking the donor seems like a safe bet, but it’s really not. It doesn’t pull donors in the way it might seem like it should. In fact, it leaves donors out by telling them they’re not needed.

    Usually, the most reliable way to engage donors is by presenting them with a believable problem that they can do something to solve. That’s what pulls donors in, and that’s the approach with a far better chance of moving them to give.

  • Are your fundraising appeals repetitive? Good

    Effective copywriting for fundraising is weird. It has a lot of characteristics that seem to be the opposite of what’s right. One of these is repetition.

    Good copy for an appeal tends to repeat some things over and over. To the uninitiated, this seems wrong.

    In our English composition classes in school, we’re taught to make a point and then move on, continuing to make successive points until the conclusion. That’s basic expository writing – which is nothing like copy for an appeal.

    That’s because most donors probably won’t read an appeal letter from beginning to end. They tend to skip around. So we repeat key things in order to catch the reader’s attention at various points in the appeal. But there’s another reason to use repetition, and it’s based on science.

    In this study, the researchers wanted to test the assumptions people make about what they read and hear. So, they designed a test in which subjects were given sets of statements to review. Some of the statements were true, some were false, and some were repeated. The statements were generally expressions of fact (or what appeared to be fact), like “Zachary Taylor was the first president to die in office.”

    The upshot is that the repeated statements were more likely to be judged as true, compared with similar statements that were not repeated. So, if you saw the statement, “Zachary Taylor was the first president to die in office” again and again, you’d tend to think it was true, even without looking it up. (It’s not true, by the way. William Henry Harrison was the first.)

    Think about what this means for fundraising copy. First, though, a caveat: of course we wouldn’t repeat a false statement in order to make it seem true to donors. That would be unethical.

    But if we want to enhance the believability of a true statement, then repetition is one way to do it – and a very effective way. It could be a statement like, “Your gift will transform lives.” Naturally we’d want donors to believe that true statement.

    Or maybe it’s a statement that’s true but strains credulity a bit, like, “Your gift will multiply 1,000 times in impact.” In order for an offer like that to be effective, it would have to be believable for donors. Repetition would be one way to accomplish that.

    There are lots of ways to use repetition in appeals. And it’s good to. Repetition is there for a reason. Its use in appeals is purposeful and strategic. Don’t avoid it. Embrace it for better results.

  • When to use a plain envelope in fundraising

    In Gulliver’s Travels, our intrepid explorer finds himself in Lilliput, where two factions of Lilliputians are in dispute. On one side are the Big-Endians, who break their boiled eggs at the big end, while on the other side are the Little-Endians, who break their eggs at the little end.

    This is kind of like that. There’s a group of people in direct mail and fundraising who maintain that the best carrier, bar none, is the humble plain envelope. After all, they insist, getting the carrier open is half the battle, and who can resist the siren song of the plain envelope? Don’t prospects just have to know what’s inside?

    And then there’s another group of people who maintain that teaser copy and images on the outside envelope are the way to entice donors and lure them in.

    So who’s right? Luckily, we have some help, by way of a post on SOFII, from the esteemed Professor Siegfried Vogele, dean of direct mail and one of the field’s most original thinkers.

    The good doctor explains envelope effectiveness in terms of filters and amplifiers. A filter impedes response, and an amplifier, well, amplifies it.

    He further explains that the plain envelope is what we normally associate with personal correspondence (rare these days, thanks to email) or with business mail, like a letter from your insurance company. When you get that letter, open it, and find your expectations confirmed – yes, it IS a letter from Aunt Margie! – then that’s an amplifier for the recipient. In this case, the envelope has done its job by successfully setting the stage.

    But if that plain envelope happens to contain an advertising circular, a sales letter, or a Dear-Friend fundraising appeal that you weren’t anticipating, then that can be a filter, depressing response – probably because, in this case, the envelope did not set the stage for the prospect. You got something completely different from what you’re conditioned to expect from a plain envelope.

    So does this mean we should never use a plain envelope? Or that we should ways use teaser copy and images? As with all things direct mail, it depends.

    If the contents are highly personal and highly targeted to the recipient, then a plain envelope could be the right way to go. That will set the stage for the recipient about what’s to come, and your donor will likely move smoothly from the outside envelope to the appeal inside to have their expectations confirmed.

    But, if the contents are obviously a more mass-market kind of fundraising appeal, then it might be good to think about how to set the stage with teaser copy and images. No easy task. That could mean everything from a simple “R.S.V.P” on the outer envelope to an expression about the cause to the beginning of a story. There’s an infinite number of ways to do this, so picking the so-called right one is going to depend a lot on your list and your offer. Not to mention your ability to read your donors’ minds.

    So, there we have it: the Big-Endians versus the Little-Endians. Which side is right? Well, both are, of course.

     

  • What’s an offer in fundraising?

    The offer is one of the most underutilized aspects of fundraising. Is that because of how we tend to think about it?

    One definition of the fundraising offer is that it’s what the donor’s gift will accomplish. That’s true – that’s part of what the offer is, but it’s not the whole picture. That definition seems to be focusing on how the nonprofit’s beneficiaries will be impacted, while avoiding what the donor gets out of giving. Let’s look at the example of a donor who’s concerned about the planet and hates fracking. Hates it. Then she happens to get an appeal in the mail that says, “your gift of $25 will help fund the march on Washington to end fracking, and when you give, sign the petition enclosed for your congressman.”

    Boom – she’s in. And while she’s writing her check, putting it in the reply envelope, and dropping it in the mailbox, she’s thinking, “Take that, you frackers!”

    The fundraising piece said the money will fund the march, and it will. Strictly speaking, that’s what the gift will accomplish. But, judging from our donor’s reaction to sending in her gift, there’s more going on than simply what the mail piece says will happen. Our donor is getting a huge amount of personal satisfaction from taking action against fracking, righting a wrong done against the planet, getting back at those heartless corporations that pollute, standing up for what’s right, and much more. Plus, she even has the satisfaction of giving her congressman a piece of her mind in that signed petition. That’s what she gets out of it. What she has to do to get all that is to donate.

    Which brings us to another definition of the offer. It’s what the donor gets and what she has to do to get it. This definition is a bit fuller since it shows that donating is more of a two-way street, more of a quid pro quo, more of a deal, and more of an exchange between nonprofit and donor. That’s important because in the offer we need to keep in mind not only how the nonprofit benefits and not only how the nonprofit’s beneficiaries are helped but also what the donor gets in exchange for giving.

  • Are you a good fundraiser? Try this simple self-check.

    Your appeals get your donors involved and engaged in your nonprofit and mission, right?

    If you’re ready to find out, try this self-check.

    Call one of your donors out of the blue. You’ll be shocked. Because, odds are, your donor:

    • Doesn’t know what your nonprofit does beyond something hazy like helping people or fighting poverty. And doesn’t really care to know much more.
    • Doesn’t care what your mission statement says. Hasn’t read it, doesn’t plan to.
    • Doesn’t know what your programs are or any successes that you’ve had.
    • Doesn’t know she’s in your sustainer program and doesn’t know you have a sustainer program or even what that is. She only knows that she gives $10 a month when the reminder comes.
    • Doesn’t really want your appeals and newsletters. She usually just glances at that stuff and tosses it.
    • Doesn’t know that the appeal she just responded to featured a matching grant. Didn’t look at it that closely.

    Sure, we all realize that what donors say is usually different from how they respond. So just because one donor doesn’t know or care much about your nonprofit but still gives, that’s okay, right?

    Maybe. But what if large blocks of your donors feel this way? What if they’re giving out of habit or some philanthropic reflex and not because they love your nonprofit and value what you do? That’s scary. Because if they’re not loving you, they’re leaving you. Attrition will steamroller you.

    So what do you do? You do more. More donor engagement, more donor focus, more donor communication.

    Don’t release an appeal until it sings. Don’t send a newsletter until you can’t believe how good the stories are — with a protagonist, conflict, a plot, and a point. Don’t fear ‘bothering’ your donors. The more they hear from you, the more they’ll like it. Don’t just go through the motions with social media. Provide content that’s good enough to share. Don’t just have a website. Give donors videos, images, stories, infographics, and more.

    But mainly, don’t just communicate with donors. Hit the hot buttons of their values, motivations, and aspirations. Animate those feelings, and you’ll get right to the core of what drives your donors’ giving as well as their loyalty.

     

  • Book review: “Everyone at a Nonprofit Is a Fundraiser”

    “Your nonprofit is siloed.” That’s something you never want to hear. If you do, then your organization’s departments all have their own agendas, lack a common vision, and fail to communicate with each other. Everyone is working at cross-purposes, trying to go in different directions at once, instead of one clear direction.

    That’s why the new e-book — Everyone at a Nonprofit Is a Fundraiser  — from Nonprofit Funderland is particularly relevant. It combines the experience and insight from the three principals of the organization — all veteran fundraisers — who’ve seen when nonprofits work well and when they don’t. That is, when nonprofits are centered around the donor and when they’re not.

    One anecdote in the book sums it up. A donor visits a nonprofit for a meeting with the executive director only to be met by a rude receptionist who ignores him, continuing instead to talk on the phone with her friend. The donor, thoroughly insulted, has his meeting with the executive director. A short meeting, to announce that he’s ending his support. Generous, long-term support. Ouch. Lesson learned.

    That’s the underlying spirit of the book — that a nonprofit centered around the donor, and therefore free of silos, is a better nonprofit. Better at fundraising and better at achieving its mission. In exploring this theme, the book delves into concepts of interest to fundraisers in organizations large and small. For example:

    • Creating a nimble nonprofit where good fundraising can thrive.
    • How and where to find new audiences for fundraising.
    • Why a nonprofit can and should be entrepreneurial.
    • Applying the 80/20 rule to donor engagement versus cultivation in your online fundraising.
    • Ways your digital strategy can improve donor acknowledgement.
    • Addressing the fear nonprofits have about asking too often.
    • What to do when your board isn’t fundraising-friendly.
    • The strongest tactic for fundraising in a recession (yes, the next one is coming).
    • Using communications to engage donors.
    • How to connect with major donors and win greater support.
    • Pitfalls to avoid if you’re considering an event.
    • Why fundraising, despite its challenges, is still a noble and personally satisfying profession.

    Everyone at a Nonprofit Is a Fundraiser covers a lot of ground. The only problem is that the content is so good you’ll find yourself asking drill-down questions about details that are outside the scope of the text. But that’s a minor concern. Because the lessons in the book are large and insightful. After reading it, you’ll come away with clear, specific ideas not only about how to do fundraising but also how to think like a fundraiser.

  • How to Use Verbal Images in Fundraising Copy

    When it comes to engaging your donors, you can’t just tell. You have to show. And you do it with verbal images. See my article in Fundraising Success magazine: 7 Ways to Use Verbal Images to Pull Donors into Your Appeal. http://www.fundraisingsuccessmag.com/article/7-ways-use-verbal-images-pull-donors-into-your-fundraising-appeal/1

    A verbal image is a succinct, sharply focused word picture that readers will immediately get. It’s concise, clear, and concrete, letting donors see exactly how their support will make a difference.

    You can use verbal images to:

    1. Present the need.
    2. Convey the leverage in your offer.
    3. Show donor involvement.
    4. Put the donor’s gift into action.
    5. Highlight your donor’s impact.
    6. Convey your nonprofit’s work.
    7. Show donors how and why to give.

    Take a look at the entire article at http://www.fundraisingsuccessmag.com/article/7-ways-use-verbal-images-pull-donors-into-your-fundraising-appeal/1.