The Fundraising Factory - Archive for the ‘Fundraising Tips’ Category

Can You Get Your Donors to Ride a Harley?

Monday, May 23rd, 2011

I love having breakfast with inspiring people.  It starts the day off on the right foot.  Ken Schmidt former director of communications at Harley Davidson, national best selling author and public speaker shared his thoughts on the American and European consumer while I ate my cheerios.   He described us (consumers) that would be you too, as faceless, nameless, and invisible.  We have all had the experience with the automated phone system when what we really want is a person on the other end.  We shop online without a second thought as to giving our money and financial information over to a machine without a bit of human contact and think nothing of it.  We click and consume with no interaction to become only a transaction.

He suggested that we are numb to marketing messages.  They are all the same and have been for years so we know what to expect and ignore them.  We also know we can buy what we want; when we want it and have a certain price in mind about what we expect to pay.  What it all seemed to boil down to is we buy from companies we like. 

When we make it a point to humanize the individual we create an instant millisecond of trust.  If we trust, we like, and as said before we buy from people we like.  He turned Harley Davidson around with the simple observation that human behavior is the key to business.  So have you asked yourself, do your donors trust and like you?

Here is a great read if your interested in finding out how Ken helped kick start the  Harley Davidson come back.

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Find the Secrets to Lucinda Pin Fundraising Success

Thursday, December 9th, 2010

Reflecting on Lucinda Pin Performance for 2010
Asking the 5 W’s  reveals  insight to what worked and what didn’t.  Understanding the answers will help you plan for 2011.

1.  Who were your customers in 2010?  Break it down…Top customers…repeat customers… new customers.

2.  What pins did they buy in 2010?  How many did they buy?   What was the average number purchased over the number of customers?   Did you offer any specials that influenced buying habits such as $16 each or 2 for $30?  Was a particular pin style more popular than others?  Do you know why?  

3.  When did they buy?  Did they buy for a special occasion, or around a holiday or the end of school year? 

4.  Where did they shop with you?  Were the pin purchases made at a speaking event, a craft show, through a retail outlet, directly through your headquarters or on your website?

5.  Why did they buy?  Were pins purchased as gifts or for personal use?  Did they simply buy because they wanted to help your cause?  Did they buy because of the influence of the person selling them?  Was their purchase a response to a marketing campaign?  Engaging your customers as they buy provides you with tremendous information about them and is a fantastic opportunity to begin building a relationship.  We all know it’s all about relationships.

If you have the answers to these 5 questions you’ll be able to better determine if your pin program is meeting your expectations.  You will also be able to make the correct adjustments for the up coming year when you have a good understanding of the past.  Do more of what is working and less of what is not.

Even If you don’t know all the answers to the 5 W’s, remember it’s never too late to get things in order.
So start off on the right foot for 2011.  Pay attention to your customer and the marketplace.

As always Happy Fundraising!
Lucinda

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Donor Customer Profiling

Monday, November 22nd, 2010

How important is it?  If you don’t know your customer how can you give them what they want? 

Here are 6 questions to ask when profiling your donor/customer.

1.  When was the first time they donated?  Was it at an event, through a direct mail, or text appeal?  In other words, how did they find out about you.  The answers provide marketing insight.  Use the same strategy to connect with them again.
2.  When do they contribute?  Is there a time pattern to their giving?  Does their donation come in around a holiday, special event, or end of year?
3.  How often are they contributing?  Are they giving once a year or more?  Consider asking for less, more often, to increase sales/donations.
4.  How much are they giving?  Has the amount  increased or declined?  If so, do you know why?
5.  How do they communicate with you?  Are they engaged besides for monetary donations?  Do they attend special events, volunteer, contribute in- kind donations or social network for you via FB or Twitter? 
6.  Who are they connected to in the organization?  Another way to put it, who has the account and what are they doing with this profile to build a deeper relationship?

Stay connected and Happy Fundraising!
Lucinda

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Prospecting for a Pin Lady

Friday, November 12th, 2010

The loss of a key person in a Non Profit can have a huge impact if the organization is not prepared.  Too many times non profits unexpectedly lose their Pin Lady.  Invariably, the next person to take over knows nothing about the job and doesn’t have the same enthusiasm for the pins as the previous Pin Lady, thus resulting in loss for the Non Profit as fundraising pin sales decline.

Cross training people in an organization lessens the impact of loss until a permanent replacement can be found.

Prospecting for who the next Pin Lady will ensure continued success for your non profit.  Believe it or not, finding that person is easier than you might think because Pin Ladies share some similar characteristics.  First, the Pin Lady LOVES Lucinda pins.  She may very well be your best customer or even that Lucinda Pin Collector.  She probably owns more than 10 Lucinda Pins.  There is a good chance she’s the person who wants to be the first to see the box of new Lucinda Pin arrivals.  Secondly, the potential Pin Lady candidate is a person who enjoys talking to people and socializing.  The future Pin Lady is not afraid to ask others to help if it’s for a good cause.   Most importantly she is committed to your mission. 

Now that you know the attributes of a Pin Lady someone may come to mind right away.  Go with your instincts and approach her with the idea of helping you with the pins.  Something as simple as pinning the pins to the promo cards or attending an event with you where the pins are for sale is a good first introduction.  Invite her into other pin opportunities so she can become familiar with how it all works.  As she is more comfortable ask for her input on ordering pin styles.   I promise, when the time comes that you or your current pin lady transitions, you’ll have a back up person who will be WILLING AND ABLE to help you in a pinch or even better, step in permanently.

Minimize your risk.  Start looking now.  The future of your Pin Revenue depends on it!

Happy Fundraising,
Lucinda

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Using the Ole Noggin’

Thursday, April 29th, 2010

Creative thinking affects effective fundraising.
 

Fundraisers are just like products.  They can be tracked on the bell curve.  Slowly rising, peeking and then tiring on the downhill.

When a fundraising event takes off and grows revenue for a few years in a row we pat ourselves on the back, include it as a line item in the annual budget, and hope it lasts forever. 

Since we are aware of the bell curve phenomenon it’s necessary to take our head out of the sand, put our thinking caps on and come up with the next best fundraiser before the downhill slide begins. 

It is the development committee’s responsibility to raise the funds for the budget and to come up with the fundraising ideas.

The chance of a fundraising committee coming up with a successful new fundraiser that is meaningful and unique improves when IME elements exist.

Inspiration, Motivation, and Execution elements are achieved through creative thinking.

Creative thinking is enhanced and maximized by social stimulation, (small group brainstorming), in other words you can’t do it alone.  Creativity drives the problem solving process when unexpected dynamics are introduced to the group.  Asking a question with constraints, such as what if the fundraiser is all about blue?  Or, no one can come to the event that is under 30.  Stimulation jump starts the grey matter into looking at things from a different perspective and firing off the synapses that can lead to new concepts, new ways of thinking and new fundraisers.  

Small group participation creates inclusion.  Shared ideas can lead to “buy in” and greater motivation to bring the idea to fruition.  Execution is easy when the person with the most enthusiasm for the idea is given the leadership role to oversee or chair the fundraiser. 

 As always Happy Fundraising,

Lucinda

Call me if your in a rut.  800 799 6116
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Finding the Right Fundraising Product is…..

Wednesday, December 16th, 2009
Like a good pair of shoes…I am talking about selecting the right product that “fits” your organization when it comes to fundraising with merchandise.  The primary goal in selling products is to raise money for the campaign/fundraiser. Although that may be the first thing that comes to mind, it is also important to think beyond the immediate sale.  Sure, you can make a few dollars with the sale of consumables such as candy or popcorn but consider whether the impression and the payoff has longevity.  That is one of many questions for contemplation when deciding on merchandise.  Here are a few more:

Is the fundraising product compatible with your organization’s mission?  By selecting a product that compliments your non profit and its mission you create a clear and direct brand through association.  Marketing and promoting the product becomes seamless and transparent.

Are your volunteers, supporters and board members behind the product that you have chosen to use as a fundraiser?  It is critical to have complete “buy in” and belief from those that you rely on to make the fundraiser a success.  The more agreement and excitement you have from your organization, the more successful your fundraiser will be.

What about competition?  Are other non profits in your area using product to raise money for their organization?  Take the time to research what others are using for fundraising and differentiate yourself from them.  Customers don’t want the same old same old.  Sure they want to help a good cause but remember, there are many good causes and only so much money to go around ,so give them something that excites them and makes your non profit stand out.

Do you have access to your audience?  Visibility, easy access, and awareness of your fundraising efforts are critical in executing a successful fundraiser.  Use the 3 P’s.  Plan, prepare, promote.  Market your events and product so people know what you are selling, where you are selling it, and how they can buy it.  Finally, create a powerful marketing message that explains the services your non profit can provide from the proceeds of their purchase.

Have you chosen a quality product that will leave a lasting impression in addition to generating a solid return on investment?  Keep in mind that selling products is an investment; a monetary investment to acquire the product and an investment in volunteers and staff to sell it.  Be sure you are generating solid profits from your investments.  Look for products that have a %100 markup.

Have you identified the selling points of the fundraising product?  Is it made in the US?  Is it green?  What makes it distinguishable?  Is there anything special about the fundraising company or product that can be shared with the customers that will enhance the shopping experience?  Products that are merely consumables are “out” these day.  Customers expect more for their money.

Have you looked at Lucinda Pins?  Couldn’t help but throw that in.  Of course you have.

Cheers folks!  As always Happy Fundraising!

Lucinda


PS…Next week on the agenda…How to choose the right fundraising company for merchandise fundraising.

 

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Fundraising 20 Years and counting

Thursday, December 10th, 2009

It’s the end of a tumultuous year and I once again find myself reflecting on my start up days back in ’89; the good ole’ years that I seem to store in the back of my mind.  I’m pleasantly surprised that I am still in the business of offering a unique product that has helped so many non profits raise money and awareness for their organizations. Given that I am a “hands on” owner of a manufacturing company in Maine, I can speak from experience how merchandise fundraising to the impact of the internet have changed the fundraising arena.

20 years ago, I believe I was cutting edge, hip, even a pioneer because I was one of the very first businesses to offer a fundraising product that was handmade. Every Lucinda pin carried a message that was as important as the money that these pins raised for the non profit. Designs by Lucinda stood out from companies that were pushing candy bars, magazines and popcorn.  Now, I’m certainly not knocking the latter but I must say I was proud to present a product that stood out from the crowd. 

I could digress, or show my bias on why one should find a niche, create an original product that is memorable, sustainable and timeless, but I want to focus on how to fundraise with a product.  It very well may be the candles or candy.  But I want to leave you with some food for thought as you determine which product(s) you should use to raise awareness, generate commitment and to fund your cause or interest.  So here are my “2 cents”:
Fundraising through product sales is pretty simple on the surface. Your organization sells a product such as candles, candy, magazines, gift wrap, or Lucinda pins and keeps the proceeds from the sale.  This type of fundraising can be successful, profitable and generate enough money to become a line item in your budget; or it can leave the organization and its volunteers weary and rethinking if it was worth their time. Excess money and energy can be expended if certain considerations and planning are not explored ahead of time. In order to maximize your investment in fundraising products to generate revenue and recognition consider the following:

■Select a quality product that will help you achieve a solid return on investment. I personally believe that you should generate a 100% profit. There are companies that can give you both.

■Locate unique products that are desirable to the customer and reasonably priced.  People love original fundraising products and affordability broadens your market. 

■Train and support your volunteer network.  Your success often is tied to the enthusiasm of your volunteers. Customers feed off positive energy and enjoy working with a knowledgeable staff person.  A solid product coupled with an informative volunteer increases product sales.

■Develop a plan that will allow you to execute a successful fundraiser. It is critical to have the details addressed from taking orders to answering questions and fulfilling each order.  Remember, donors have endless non profits to choose from! Make their experience with your organization personal and unique – each contact should be smooth, enjoyable and memorable from start to finish.  This will result in repeat giving and priceless word of mouth.

In next week’s blog I will talk about how to select the right products for your organization.  If you have any questions or comments, please leave them and I promise to respond as soon as the next batch of pins comes out of the oven!

Happy Fundraising!
Lucinda

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Ask and You Shall Receive

Wednesday, November 25th, 2009

This time of year mailboxes are flooded with fundraising “ASK” letters.  Although the causes may be worthy of a donation most of us have limited resources that only allow us to give to a few.

Here’s my two cents worth on the ASK…

1. Build trust.  Start off honestly, sincerely and from your heart.  Tell us why you personally are writing the letter.

2. Be a storyteller and share circumstances about peoples lives that have changed because of the money you have raised for your non profit.  When you share a great success story you immediately establish credibility.  Compelling stories move people to support a cause.

3. Ask BIG!  Don’t hold back on what you ask for.  People will give what they can but you need to share the need for giving EVEN if it seems like a lot to ask.

4.  Spell it out. Let them know how their gift can be used.Correlate dollar amounts to services needed by your clients.  They see how donations of different levels can help pay for heat, rent, food for a family any service your non profit provides. They connect on a deeper level and the donation becomes more meaningful.

5. Be humble.  Recognize the current economy and how it effects donations.  The donor can understand a real human need and are more likley to empathize with these difficult times.

I hope my two cents makes sense to you and helps your non profit stand out from all those envelopes.

Cheers and Happy Fundaraising!

 Lucinda

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