Landing pages are an essential step in converting new leads or convincing donors to give to your non-profit. “LDMI ran a test over several months with one of our medium-sized non-profits. In each case, regardless of the content, the Test Case with a dedicated landing page out performed the Test Case with email that linked directly to a donation page.” In fact, we saw a 127% increase in donations from the Landing Page. Ginny Soskey has some great examples of Landing Pages over at the HubSpot blog, “16 of the Best Landing Page Design Examples You Need to See”. Take a look by clicking here.  “There are so many elements that a top-notch landing page needs, and making those elements the "best" they can be often depends on what your landing page goals are.”   Dowload are free ebook and increase your Facebook Engagement. Just click below and download a copy:  
A control is a term used to refer to the current best prospect acquisition package. When I am trying to explain the concept of prospect controls to new clients they are sometimes puzzled about what determines a control. They ask if I, the agency, decide, or do they, the client, decide? Or they want to get started mailing the control right away prior to having sent the first letter. In my experience, the only thing that determines a control is response data. And to accurately call a prospect package a control it must be tested head-to-head against another appeal. Here is the method we use at LDMI: Two packages must be mailed to random 50% net outputs of the same lists at the same time. After a merge purge, the net output of each list should be split randomly in half and labeled according to the package test each will receive. We like to test at least 5 lists with a minimum net per test segment of 2,500. So we usually order 7,500-12,500 names per outside prospect lists. After m/p we end up with net output between 5-10K per list. Then, after randomly splitting those lists into two test segments you arrive at test cells between 2,500-5,000. This will bring each package you are testing to a total of 12,500-25,000 total records. If your test quantities are on the low end and results are not very convincing one way or the other then you should re-test. This is especially true if you are looking at test results which may cause you to replace a long running control. There are different ways to determine a prospect winner, but if you HAD to choose one metric to determine a prospect winner, pick the percent response. Once you have converted a prospect you have time to work on other metrics like average gift, or sale, and you can always test package versions that reduce package costs. So percent response is the first metric to look for. One thing to keep in mind however is, if the package with the highest percent response also has a much lower average gift, or average sale, you should then look at ROI. This brings up an important point regarding the up-front work necessary to structure a test to determine a winning prospect control. When evaluating package results make sure you are comparing cost per piece of equal quantity. If one package was produced at higher quantities that would reduce the cost per piece. This happens a lot when we have a long-standing control and do a test of a new package at smaller quantities. Make sure you recalculate head-to-head results using same quantity Rollout costs per piece for both packages. The way Lornezo Cowgill, LDMI Production Manager, manages this is by getting roll-out costs for any new tests packages at the same time as the initial test quantity bids. Another thing to consider if testing a new package against an existing control is the creative costs of the new test. The way our agency allocates creative costs like writing and design is with the first mailing of that package. So if a longstanding control goes up against a new test, the test package will show those creative costs while the control will not. In that scenario recalculate the head-to-head results as if BOTH packages had no creative costs. In the real-life example below this test helped us establish a control for a new client that remained the prospect control for the next year. This test compared two completely different prospect donor acquisition packages, HT & PC. HT was an Emergency Humanitarian appeal with: a 2 color 6x9 OE, a 4 page 8 & 1/2 x 11 two-sheet letter, a perf-off reply card with a line for the recipient to sign a pre-existing prayer intentions and a # 9 BRE. PC was a Pray Card appeal with: a 2 color #10 OE, a 4 page 8 & 1/2 x 11 two-sheet letter, a full page reply that included space for the recipient to write in their own prayer intentions, a separate prayer card and #9 BRE. We mailed five outside prospect lists on the same mail date. After merge purge we split the net output in half so that each package was mailed to approximately 27,900 records. PC had slightly higher percent response, much higher average gift and better ROI. Even though PC cost more to mail than HT the increase in average gift was enough to compensate for the higher costs. PC offered BOTH a prayer card which the recipient could keep AND the area of the reply for the recipient to write their own prayer intentions. These added involvement techniques allowed, and encouraged, the recipient to handle and get involved with the package, which most likely explained its success. Many of the best and longest running prospect controls I have been involved with have used similar involvement techniques. “Involvement devices have been tested in so many variations and under so many circumstances that their effectiveness is a generally accepted fact. They’re especially powerful in acquisition” If you have a control now and it doesn’t have an involvement device, plan a test version with one and see if it beats your existing control. And if you’re struggling to establish a control make sure your acquisition letters have an involvement device, or two. But don’t assume anything about beating a control. The package that finally beat PC and became the new control was one that none of our team thought would win. We tested it anyway and it convincingly beat PC. And yes, it also had an involvement device. Remember, our opinions don’t matter in determining a control. Only the response data matters. If you have constructed your test properly, have read the results accurately and have priced out the rollout correctly, you should be confident in your results. And when you find your winning prospect control package keep mailing it...and keep testing against it to try to beat it.
Fundraising online is quickly becoming a key component for any non-profit's fundraising strategy. It is inexpensive and you can see your results right away. And the ROI is quite impressive, somewhere in the $40 to $1 range. Thanks to A/B testing, open and click through rates, real-time donations reporting, email fundraising is an essential online fundraising tool. But you cannot compose a fundraising email the same way you would a personal email. Online fundraising, like all fundraising, is more science than art. And over the last decade or so, numerous studies have shown what works and what does not. We know story is important, as well as stating clearly what the campaign is and whom it helps. These are essential. Here are a five more elements that will make your fundraising email the best it can be:   Personalization: In one sense, a fundraising letter should be seen as just that – a letter. And letters are written correspondences between two people. If your donor receives a letter and notices their proper name in the Salutation, a sense of intimacy is instantly created. They get the sense that the writer is addressing them personally. On the other hand, if there is a generic Salutation, the donor becomes a little more defensive – Does this group know who I am? Are they randomly contacting me? Can I trust them? As they said very succinctly over at The Classy Blog: “Show them that you know them.” So let your donors know that you are speaking to them personally. Use their preferred Salutation, insert past or appropriate giving amounts (like their largest previous gift), and other appropriate but personalized information. Make a real effort to find the preferred way each of your donors likes to be addressed. If you are not sure here are the four ways we address our donors, in the order for preference. Salutation Provided by Subscriber Prefix + Last Name First Name Generic Salutation like “Friend”   Use pictures that reach the donor on an emotional level: A lot of copywriters spend hour after hour agonizing over the content of their email. But for many, the picture they include in their email is merely an afterthought, sort of tacked on after the email is complete. But your pictures should be an essential part of your email. Think of your email campaign as a visual product, and spend time selecting the best possible images. Generally, we include a picture with a width of about 200 pixels, however if you'd like to use a larger one, keep it under 600. We suggest an individual who is looking directly at the camera. This helps the reader identify the cause with a real person. Remember, people give to people.   Don't forget the P.S., Mike Lawrence has been working in non-profit fundraising for over 40 years. Recently, I interviewed him about fundraising for non-profits. One of the first things he mentioned when I asked him about key elements of a direct mail letter was the postscript or P.S. “One thing we know that people will always read is the P.S. It should not be an afterthought. The function of the PS is to summarize or capsulize what you now want the reader of this letter to do.” He was speaking about direct mail in this case, but in our studies we have found that the P.S. generally accounts for about 5-10% of the total clicks on our fundraising emails. In your P.S. summarize what the email is about, what exactly you want the reader to do, and tell them exactly how to do it - “click here to donate now!”   CTA (Call-to-Action) – For some reason, people seem less patient when reading an email. They tend to get in and get out. Very few people like to read long emails. And they want to know clearly what the point of the email is, so tell them. Study after study shows that shorter emails generally perform better than longer emails, although there is no perfect length. Regardless, keep you emails to the point and tell the reader exactly what you want them to do, why, and how. Make it as easy for them as possible. For example, “click here to help”   Test, test, and test some more: A/B testing is an essential element of an email fundraising campaign. A/B testing allows you to find out very quickly which elements work and which do not. This allows you to build an appealing template, upon which you can test new elements. Generally, we follow a simple program: We test the Subject line in nearly every email, even if it just a small sample, then we test some design element in the email or different copy. Perhaps, we'll test the length of the email, then in the next email we'll use that data and test a picture, or CTA button, or a landing page. We then start to incorporate our new data in the next campaign, or even the next email within the same campaign. Things can change fast in the online world and this strategy allows us to stay ahead of these changes. You want to test all year so that by the time you reach then end of the year, with Giving Tuesday and Year-end emails, you have solid data upon which to base your template for email, landing pages, and donation pages. So there you have it - 5 key elements to email fundraising. Try applying these tips to your next email and email campaign. Over the course of a year, you will see your results improve.   Click here to sign up for our free monthly e-newletter.              
I agree with this post from 101 Fundraising that "surveys tell us what people say they’ll do, but rarely tally with what they’ll actually do." It's important to follow the transactional data which tells you what a donor has done. This is much more important than what they might do or what the donor looks like: Imagine two households in the same wealthy neighborhood with identical household income. Both families play golf and drive BMW's. But one household just lost their mother to cancer.  That household would be a much better target, all other things being equal, for an appeal from a charity aiding cancer patients, but even better would be to know that household has already made a donation to a cancer charity. And that transactional data, what they have done, is MUCH more important than the demographic data. The neighbor of the household that lost their mother to cancer may have no interest in supporting cancer charities despite looking the same demographically in every way.      If you’d like to receive a copy of our new ebook, click on the icon below for a free copy:    
I agree with this post from 101 Fundraising that "surveys tell us what people say they’ll do, but rarely tally with what they’ll actually do." It's important to follow the transactional data which tells you what a donor has done. This is much more important than what they might do or what the donor looks like: Imagine two households in the same wealthy neighborhood with identical household income. Both families play golf and drive BMW's. But one household just lost their mother to cancer.  That household would be a much better target, all other things being equal, for an appeal from a charity aiding cancer patients, but even better would be to know that household has already made a donation to a cancer charity. And that transactional data, what they have done, is MUCH more important than the demographic data. The neighbor of the household that lost their mother to cancer may have no interest in supporting cancer charities despite looking the same demographically in every way.      If you’d like to receive a copy of our new ebook, click on the icon below for a free copy:    

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