Using the Right Words

Small nuances in language can have a big impact on the effectiveness of our planned giving marketing efforts.  Here are two examples, both courtesy of Jeff Brooks, who pens the Future Fundraising Now blog: An online test revealed that using the word ‘my’ instead of ‘your’ in the call to action resulted in a 90% [...]

Using the Right Words

by pfreedman on May 7, 2013 · 4 comments

Small nuances in language can have a big impact on the effectiveness of our planned giving marketing efforts.  Here are two examples, both courtesy of Jeff Brooks, who pens the Future Fundraising Now blog:

  1. An online test revealed that using the word ‘my’ instead of ‘your’ in the call to action resulted in a 90% lift in sign ups. You can read the entire post here but, in brief, the test was:

    Start your free trial vs. Start my free trial

  2. In the second post, Jeff explains that several research studies have revealed that when you remind donors that they don’t have to give, or they have choices about the amount, timing, or other factors about the gift, they are more likely to respond.  He gives some suggested language:

                   -  Please don’t feel obligated

                   -  Whether you give is entirely your choice

                   -  Any amount you want to give will help

                   -  You are free to say no, I will understand

           You can read the entire post here.

I’ve been advocating for the third idea for a while.  The others also seem very applicable to planned giving.  What do you think?

Phyllis

 

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Stewardship Done Right: #8

by pfreedman on May 1, 2013

I’ve been publishing periodic real life examples of good stewardship during the course of the four years since I started writing this blog.  Here’s the latest example:

My husband and I joined some friends recently for a live music performance at a metro area venue.  Our friends, who bought the tickets, apparently joined as members in order to get better seating for the performance.  What a surprise when we made our way to our seats in the theater to find this on the armrest.

Scan_Pic0055

The top is the outer envelope and the note was handwritten on a card inside.  Obviously, not every organization has this opportunity but we each have opportunities to take advantage of the characteristics that make this piece successful:

1.  It was unexpected.  When a donor makes a gift, acknowledgement is expected. It’s special when we thank people outside of the usual times/places.

2.  It was personal.  The message was handwritten and conversational, including use of the first name. That’s a nice change of pace from the more formal communication style we often use when communicating with supporters.

3.  It connects the gift to the mission. “Your gift helps us bring the arts to low income students. . . “

Phyllis

P.S.  There will be a roundtable discussion on stewardship at the upcoming Planned Giving Days Conference.  One day registrations are available.  Also, my first post about stewardship appeared just two short weeks into the launch of this blog.  You can read through my stewardship posts by selecting”stewardship” under the Categories drop down at right.

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What’s Working in Planned Giving Marketing

April 24, 2013

That’s the big question on everyone’s mind.  You can find out some of the answers at Planned Giving Days, the annual conference sponsored by the National Capitol Gift Planning Council.  Kay Malone of World Wildlife Fund, the Dean of the Marketing Track, has put together a stellar line up of speakers and topics.  Get the [...]

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Generating Qualified Planned Giving Leads Using Email

April 10, 2013

Many organizations are looking for the right opportunities to incorporate email into their planned giving marketing plans.  Some have launched planned giving e-newsletters (more on that later) and some are even emailing the donors who fall into their planned giving prospect universe based on age, giving patterns, loyalty, etc., in other words the same criteria [...]

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When Customer Service Isn’t Even Half-Baked

March 27, 2013

Someone stole my credit card number and one-by-one the auto debit agreements I had in place contacted me to get my new number.  One such place was a nonprofit to which I have made a monthly commitment that totals roughly $1,000 a year.  I got an auto-email notifying me of the problem with my credit [...]

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Measuring Engagement: 3 Steps to Success

March 20, 2013

Virtually everyone who reads this blog knows planned giving success is in direct proportion to the level of donor engagement you have with your constituents.  Engagement should be one of the primary measures we use to select audiences for planned giving marketing and engagement with legacy society members can ensure gifts are not revoked and, [...]

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Got 5 Minutes to Perfect Your Pitch?

March 20, 2013

No, not your singing voice.  Your elevator pitch, your case for a planned gift, your message.  The brilliant Daniel Pink, best-selling author of many books, including Drive, and To Sell is Human, explains how to update your pitch for the 21st century.  There are, according to Pink, six essential pitches.  These ideas represent great guideposts [...]

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What You Don’t Know Can Hurt You

March 13, 2013

I didn’t realize this but buried in the fine print of some retirement account beneficiary forms is this kind of notice: Upon your death, your beneficiaries will need to provide information and documentation to Vanguard before we can distribute your assets. You should discuss your designations with your beneficiaries to ensure that they are aware [...]

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Using Social Media Tools for Planned Giving

March 5, 2013

Those of us in planned giving often wonder whether there is a place for our message in social media.  Mini Matters has published a great post on on the topic. It’s worth a read and a ‘watch.’ Phyllis     Share this: Bookmark on Delicious Digg this post Recommend on Facebook Share on Linkedin Tweet [...]

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Are You Beating the Competition?

February 26, 2013

I got an email recently from a client about a response she got to a bequest solicitation mailing.  The donor emailed her to let her know that he was taking a competitor out of his will and putting her organization in it because, as he put it, “I have never heard from them and I [...]

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