June is upon us, and it’s time to create your mid-year appeal! Organizations large and small should capitalize on this opportunity. A mid-year appeal is powerful and creates additional exposure for your organization by educating others on your past, current and future efforts. Solicitations can heighten awareness of your mission, build relationships and increase revenue.
According to the Blackbaud Institute for Philanthropic Impact, charitable giving continued its upward trend in 2017 for the sixth consecutive year with a 4.1% increase. Online giving increased by 12.1%, validating the importance of your website’s accessibility and readability to donors. Giving USA tallied total charitable giving in the U.S. in 2016 at an impressive $390 billion. Since June is the second largest giving month of the year, I encourage you not to miss this opportunity.
A mid-year appeal can be developed many ways but highlighting an individual situation or story will have the most impact by enhancing your donors’ understanding and increasing their connection to your cause. Once you have developed your message and crafted a story, ensure the solicitation is delivered in a simple, informative, connective and up-lifting way. Read on for tips on how to enhance the impact of your appeal.
- Choosing the Story – Updating your donor base on a previous story is a great way to change things up. Highlighting a previous effort is a wonderful way to validate the life-long effect of your mission, and also allows you to maximize your efforts on finding these stories…a win-win!
- Delivery – Your message should be vibrant and concise. Make sure to use simple verbiage and keep statistics to a minimum. Statistics are great motivators but can also change the voice of an appeal. Readers need to understand your message to be able to connect to it. A confused donor will disregard an appeal, resulting in no gift.
- Mission – The voice of your appeal must prominently support your mission throughout the entire piece. Your organization’s mission and objectives should be obvious to the reader. If the design allows, directly state your mission on the appeal.
- Personalization – Personalization is key to making your donors feel important and connected to your cause. Simple additions such as the donor’s name, last donation date and the amount of their last gift can have lasting impact. Personalization is a must for all major gift solicitations.
- Imagery – People naturally look at pictures before reading text. Capitalize on this by using images to tell your story and enhance the donors’ emotions. Utilize photos that invoke feelings of empathy and joy to help your donors develop drive and energy to support your cause. Comparative pictures (before and after) work well to achieve this.
- Donor Impact – Donors like to feel connected and valuable to causes they believe in. Focusing on donor impact creates ownership and connection, ultimately increasing giving. Explain how donor support is critical to your mission and highlight donor impact in your story.
- Donation Amounts – Engage your donors by showing and telling them how you are utilizing their money. Add increments to the end of your appeal because dollar amounts, connected to a tangible impact, guide the donors’ understanding of what they can influence. Keep amounts and explanations simple, and use examples.
Appeals are endorsed by many people in many ways. Leadership and development staff are the mainstay of appeals, but other staff, board members and volunteers need to work collectively to drive the effort. In addition to face-to-face connections, appeals can be sent via email, promoted on social media, introduced by phone and mailed directly to donors.
Convenience is vital; make it easy for your donors to give. Your website should reflect your current campaign(s), and your donation button or page must be highly visible. Include options for recurring gifts so that donors have the choice to give again automatically. Direct mail appeals should include a return envelope. It’s no secret that social media can be incredibly effective: Don’t forget to include a link that leads directly to your donation page. Donors have little patience, and if it’s difficult to donate, your organization will miss out on funds.
Recognize gifts within three days of receiving as a delayed response can be perceived as an insult or even just a lack of appreciation. Some donors prefer to remain anonymous, while other donors might want to be publicly acknowledged or to have their company recognized, but one thing is constant: All donor requests should be respected. Acknowledgement levels mostly fall into three categories: major gift, mid-level gift and lower-level gift. The dollar amount for each category is customized to your organization’s donor base. Here are recommendations on how to respond to each gift level:
|Major Gifts||Phone call and thank you letter|
|Mid-level Gift||Personalized email and thank you letter|
|Lower-level Gift||Thank you letter with hand written note|
Stewardship is the key to successful donor retention – it’s easier to keep a donor than to acquire a new one. To sustain your donors, make sure to follow-up on how their funds were used and remain in communication. When a donor understands the impact that their gift is making, they are more likely to give a second time, third time, and eventually become a recurring donor, and eventually become a recurring donor.
Mid-year appeals are worth every bit of effort. Enjoy connecting with new/reoccurring donors and don’t forget to have fun sharing your impactful mission.
Need help preparing for the year-end giving season next? It’s never too early to start planning! Tanya Fitzgerald breaks down the steps to ready your year-end-appeal in this article.