1. “The Latest Tools in fundraising and Donor Cultivation Technology” Christian Leadership Alliance Philadelphia, PA March 10, 2011 Adam Johns Account Executive eTapestry Solution Blackbaud, Inc. Greenfield, IN adam.johns@blackbaud.com

2. The Social Media Revolution: http://www.youtube.com/watch?v=lFZ0z5Fm-Ng

3. In general, nonprofits have two cornerstone development strategies: Acquisition Cultivation

4. Today’s environment is a little different: Acquisition Cultivation

5. Acquisition Cultivation

6. Excel is not a CRM! “Excel is a great tool to analyze quantitative information, but it did not enable me to manage relationships between the information I tracked – it is ‘FLAT’” – Tal Frankfurt Cloud for Good Link to Article

7. How many groups of nonprofits are there in the USA?

8. A Quick Survey: What is the first thing you checked at lunch? Email on your phone Twitter Facebook Account LinkedIn Account http://www.givingusa.org/gusa/gusa_order.cfm

9. A Quick Survey: What % of your constituents use….? Email on their phone Twitter Facebook Account LinkedIn Account http://www.givingusa.org/gusa/gusa_order.cfm

11. Individual giving fell.4%

12. Foundation grant making fell 8.9%

14. Who’s Behind the Money?

15. Churches People

16. So, what do you need to do to keep your supporters loyal? Prompt, personalized acknowledgement Confirmation that gifts are being used as intended Results on outcomes, prior to being asked again

18. Mail

19. Email

20. Text

21. Facebook

22. Blackberry MessengerThank you so much for your gift today John! Glad to be a part of your mission!

23. The Rules Still Apply It’s all about relationships…not technology How can technology help acquire new supporters and build relationships?

24. A Quick Survey What % of your names have email addresses How many collect them on Web Site? Where? How often do you communicate via mass email? Do you have a written email strategy?

25. Copyright 2002 - Gilbert Research

26. Why Has Email Become So Important? People are busy…they want to communicate/interact on their own time Email is inexpensive…or at least it seems that way Email provides virtually instant access to friends and supporters Email is a great equalizer Email is measurable

27. Today’s Supporter Reads email before snail mail More comfortable online Busy, satisfies on their schedule Expects information to be personalized Expects immediate feedback Demands information on progress Wants a way to share with others

29. You must be meaningful!

31. Ask for email addresses at every touch point Include your website address on all printed materials Offer an incentive to collect Grow Your List Offline

32. Now that I have permission… Hook them early, and keep them engaged over time Optimize the welcome message Send personal follow up message within a week (or less) After a few months of active email, survey lists to see if you are meeting expectations

33. Designing for Mobile Devices (50%+) (html) Mobile readers are more likely to scan your email rather than reading Include compelling call to action in the first 15-25 characters of your subject line Avoid “top heavy” images in the design Use “alt-tags” on images In addition to testing email browsers, test messages in handheld devices

34. Professional Email is Economical 5,000 emails $99 .02 25,000 emails $400 .016 50,000 emails $650 .013 100,000 emails $1000 .01 250,000 emails $2000 .008 500,000 emails $2500 .005 Plus 3 - 20 times the success in delivery!

35. Teens and Young Adults are the early adopters of technology. Interesting findings from Pew Internet Research

43. Small Changes to your Website can make a HUGE DifferenceBefore/After/After http://www.cacesl.org/

44. They’re at your website, now what do they do? Can they engage? Can they add content? Is there a reason to return? Your goal – to get something from them!

45. Make it easy for your supporters to donate online.

48. Gift is automatically deposited and put to use by the nonprofit

49. With integration, the gift is automatically recorded in yourdatabase

50. Donor is acknowledged and thanked immediately which makes the donor more likely to continue to give to your organization

53. Do you have an Online/Social Media Strategy?

54. Do you have an Online/Social Media Strategy? Social Networks E-mail Campaigns Google Adwords Media & PR Banner Ads on Homepage, Blog and eNewsletter Integration with Direct Mail

58. Allows you to attract more traffic to your website

59. Videos can easily be posted on website or as a link within an eBlast or eNewsletter

60. FREE service to increase your visibility

62. Reach Out – “Call to Action” Partner up – promote other organizations Keep it Fresh – create series, people who subscribe will be notified each time you post a new video Spread Your Message – pass links, imbed your links on other social media sites Be Genuine – your videos don’t have to be perfect

63. Real Life Example…. eNewsletter Dec 11, 2008: Subject line: Urgent Appeal: Your gift to CRS is vitally important! Straight Appeal Static donation form Raised $112k View the donation form Source: Laura Durington: CRS Social Media Presentation-AFP Maryland, 2009

64. Dec 29: Subject line: Only 48 hours left to make a tax-deductible gift! Added “hotspot” text Added video message from our president (that plays right on the donation form) Added a strong pull-quote Raised $112k Watch the video Source: Laura Durington: CRS Social Media Presentation-AFP Maryland, 2009

65. Dec 31: Subject line: Final Deadline: Last chance to make a tax-deductible gift New “hotspot” text Kept video message from our president New pull quote Raised $119k Source: Laura Durington: CRS Social Media Presentation-AFP Maryland, 2009

67. Banner ads used on website

68. YouTube Video message from the president

69. Posts on social networking sites advertising campaign

70. Coordination with Google AdWordsWhen the campaign was finished, it raised $594k online. Source: Laura Durington: CRS Social Media Presentation-AFP Maryland, 2009

71. TWITTER—Stupid or Worth a Second Look? What is Twitter?? Twitter is a service for friends, family, and co–workers to communicate and stay connected through the exchange of quick, frequent answers to one simple question: What are you doing? Often times referred to as a “micro-blog” (140 characters or less) where entries are “TWEETS” A service that is QUICKLY gaining momentum! But NTEN (the Nonprofit Technology Network) reminds us that Twitter isn’t the point. Relationships are the point. Relationships are always the point. The most basic of fundraising secrets is that people give to people. Twitter is simply one more tool to help people connect with each other. **Can your nonprofit afford to not explore all the tools available?** How easy is it to find a capable volunteer? Try Villanova University

72. Celebrity Tweet Auction on TwitChange Users bid to get three things: Be followed by their favorite celebrity Retweeted Or mentioned by them in a special tweet Total Raised $531,640.25

74. Use twitter to keep followers up to date and drive them to website

75. Photo of the day

77. Multiple options for people to give.

78. Multiple options for people to give.

80. Nuns Who Tweet

82. Don’t be afraid to try it and start connecting with other like organizations—You’ll be surprised how fast your followers grow

83. “Tweet” regularly—assign someone this responsibility each week

85. Personal Fundraising Pages Main Page for Trip This Main Page is a consolidation page for the entire event or fundraising activity that includes all Team and Individual Pages and includes a real time status thermometer Register allows patrons to register for the event and build their own Team or Individual web page Find a Team or Participant allows patrons to find a team or participant they can donate directly to Make a Donation allows patrons to make a general donation to the entire event that does not have to be linked to a participant or team

86. Email to Family & Friends Link to Personal Page

87. Individual’s Page This is an Individual’s Page that can be linked to a team or the general event and shows Top and Recent donations and includes a real time status thermometer Sponsor Me allows the patron to contribute towards this individual’s fundraising goal

88. Email confirmation sent

90. Intern Support Share to your Social Networking Sites!

91. Quick to produce in times of emergency

94. One in four emails sent by a volunteer results in a donation

95. Average online event gift is $59 which is a 50% increase over the average off-line gift

97. Constituent Home Page with summary information about the person from their account.

98. Relationships tab for connecting people to each other based on the types of relationship important for you to track.

99. Journal tab for managing gifts & pledges, notes, contacts and calendar items. Some databases have the capability to establish auto payments from CC or bank account to a person’s pledge or recurring gift schedule. Missionaries, staff and leaders can enter notes and keep track of their contacts, email and phone conversations with their members.

100. Gift entry: connect each transaction to fund, campaign and approach – letter to be sent - process cash, check, CC or EFT, in-kind gifts – track gifts given in memory or honor of people

101. Reporting to Improve donor retention

103. What is next??? Facebook Messages (Facebook has over 500 million subscribers) Facebook messages would channel “all e-mails, text messages and chats through a single point, Facebook Messages will offer users what Mr. Zuckerberg called a “social in-box” that will prioritize messages from friends and close acquaintances, potentially saving time. And it will make it easy for people to retrieve all the communications they’ve had with a person through various channels.” “Mr. Zuckerberg says 350 million Facebook users already use its messaging service, exchanging more than four billion messages each day.” New York Times Business Day Technology Miguel Helft Published: November 15, 2010

104. Resources… 1. eNewletters & Consulting: http://www.forimpact.org/ http://www.theagitator.net/ http://www.raisersharpe.com/ http://breakthrufundraising.com/ 2. Technology for Nonprofit Organizations http://home.techsoup.org http://www.beracha.org 3. Using Social Media http://beth.typepad.com/ http://www.charitywater.org/ http://ahomeinhaiti.org/ 4. Nonprofit Giving & Technology Research http://www.blackbaud.com/company/resources/industryanalysis/analysis.aspx http://www.givingusa.org/gusa/gusa_order.cfm http://www.pewinternet.org/