Keep them at "Yes!"

Let's face it.  The odds are against you.  The vast majority of people will say no to your fundraising appeal. And sometimes we allow them to say no before they even get to our ask.

Because we make assumptions. 

"We know how much you value this program."

"You know how this works."

Because we ask questions.

"Don't you believe that...."

"I'll bet you think that...."

"Didn't you just love...."

Once they say no, it's all over. You've lost their attention.  And when you lose them early on, you've lost your chance to build your case, to tell your story, to engage with them just a little bit longer... to get them closer to saying yes next time.

So don't think you know what they believe.  And don't ask a question when you may not want to hear the answer. Instead, maintain forward momentum with simple, clear, passionate, and declarative statements.

This will get you closer to the ultimate ye$ that you want.

Summer planning

 Sunshine and happiness!

It's the first full day of summer!  

For many organizations, it's time to step back... celebrate... ponder... and set plans for the future. Here's a little planning jewel, courtesy of the inimitable Mr. Rogers.  

"You rarely have time for everything you want in life, so you need to make choices.  And hopefully your choices come from a deep sense of who you are."

What a great concept on which to build your summer planning sessions.  

What is your purpose? What's the most important work you do? Is there something you do that no longer fits with your purpose... that could leave room and resources for more targeted efforts?  

How can you bring even more of your organization's specialness into the world? And ultimately, how can you bring more people along on your journey? 

You know the answer: By having focus and being who you are.

In honor of Mr. Rogers' contribution to planning brilliance, check out this fun retro remix gone viral.  Smiles guaranteed!

Recommended read

If you live for the thrill of a new idea... or find yourself seeking solutions to difficult challenges... or let's face it, if you work anywhere near the field of communications... then this book is for you.

The premise of Jonah Lehrer's new book, Imagine, is that creativity doesn't only belong to those wacky geniuses who come up with seemingly magical solutions. It's something we all need in order to approach our work, challenges, issues and ideas more effectively.

And indeed, he opines that we must foster creativity in order to solve the increasingly difficult challenges we face.  

According to Lehrer, creativity isn't magic, it's just a lot of hard work.  It's about smashing people together and sharing what we know and learning from people who don't think like us and sharing secrets and stealing ideas to build on them. It's about letting outsiders in.  And talking and talking and talking. It's really all about people.

It can be an unruly and seemingly inefficient process. It creates friction.  And it takes grit to stay the course. Yet Lehrer makes a strong case that fostering creativity is very necessary as we choose to either work together or fail alone.

It's a quick, entertaining read that has us making some changes in how we approach our work.

Fun with politics

It's Flag Day.  And the drama of the election season is heating up.

Here's how you can tap into some of that good old passionate American zeal.

Sign up for some email lists. 
Maybe make a small donation.
Then think about the communications you receive.

How are they crafted?
What techniques are used to engage with the audience?
What kind of language is employed?
What offers are put forward?
How do they close the sale?
How often do you receive communications? 

Be sure to check out Obama and Romney's web sites. 
Is your online giving form as simple and sleek as theirs?
They truly offer zero incentive to bail. Which is proven to raise more money.
And check out their gift ladders.  Everything you do sends a message.

Political campaigns deliver an urgency that few organizations can maintain, unless you engage in crisis fundraising. And that's a bad idea unless your organization, or the people you serve, actually face a crisis. 

Still, it's a hotbed of ideas that we can all enjoy watching... and maybe even stealing!

It's not about you

Yesterday, in my email box, I received an update from the President of an organization I support, which perhaps should have been sent to my actual mailbox (a subject for another day.)

It was clear that this organization accomplished fine work over the past year. Yet, I didn't engage in the piece at all. 

Why?

Because the letter wasn't about me.  

It didn't help me build my story about why I support this organization.  And it didn't help me see the vision and stories of other people in the community who are enriched by this organization.

It's pretty simple. You're either talking about "us" or you're talking about "them."

Check your copy.  In this particular piece, the word "we" was used 34 times. The word "you" was used only five times and didn't appear until the final paragraph when I was asked to make a special fiscal year-end gift. 

Whose story are you telling? It makes a difference.

Hidden gems

It's fun when great ideas come from unlikely locales. Jim Lewis, founder and partner emeritus here at LKA, writes this about photography:

"Sometimes the most engaging images are not the ones you're about to take, but old ones for which you find new uses. In television, this is called repurposing content. Here's an example below. The image to the left was shot on the Oregon Coast in July of 2003. (Yes, that's the way the coast often looks in summer.) 

I posted it to Facebook a few years ago, got a few nice comments, and moved on. Recently, I stumbled across it and decided more could be done. I made some changes, saved the result, and posted it again. In a few hours, I had more likes and comments than on any image I've ever posted. 

What's lying dormant (perhaps gathering moss) in your catalog?"

To Jim's point, how many campaigns, ads, brochures and newsletter articles do you have sitting in your files that might prove to be brilliant with a fresh lens or daring edit? Thanks for the idea Jim!

How do you compare?

When you set performance benchmarks for your organization, it's important to check the view from the outside to stay in tune with where you stand, and determine where you want to be.

There are many good sources of information, from affinity groups (public broadcasters, hospitals, libraries, environmental organizations)... to publications serving nonprofits... to your own state's nonprofit association.

The Nonprofit Association of Oregon just released its first-ever comprehensive report, and discovered a rich multitude of information.

From the concerning... 57% of nonprofits don't have enough unrestricted operating reserves to cover three months of operating expenses, and nearly one in four have less than one month worth of reserves. 

To the hopeful... Portland has a very high percentage of volunteers (36%), second only to Minneapolis. It has the highest rate of voluntarism amongst Millennials and Gen Xers. And gifts from individuals remains the largest source of revenue.

To the thought-provoking... 86% of Oregon nonprofits collaborate in some way with each other. And 71% of Oregon nonprofits are small, with annual revenues of $100,000 and under, a much higher percentage than the rest of the nation.

To the straightforward truth... Oregon nonprofits feel strongly that their expressions of mission and vision are clear, yet are far less confident about measurements of performance, the strength of human resources systems, and the strength of their funding model.

When stitched together, these facts create a compelling story about what our future might look like and what direction we need to head in order to get there. It's important stuff to understand.

You can find the entire Oregon report here.If you live elsewhere, check out your local nonprofit association.

Be top of mind

The key to good fundraising is to ask effectively. 

The key to GREAT fundraising is relentless connection.

• It's about the phone call in the middle of the year just to say thanks.

•  It's about the postcard that recognizes them for helping you achieve a milestone.

•  It's about the open house, the lecture, the special event that invites them in for a peek and a conversation.

• It's about the survey or focus group that asks them what they think.

•  It's about the quarterly newsletter, the weekly e-news bulletin, the blog they want to bookmark, the facebook page they want to follow.

• It's about getting in the news, generating buzz and starting conversations.

Take advantage of every opportunity you have to get in front of people... to make sure you're top of mind... and to ensure your donors and prospects expect (and maybe even anxiously await) your fundraising appeal.

What not to do

Another jewel from Jim Collins that generated lots of hallway buzz at the conference.

Your "what not to do" list is just as important as your "to do" list. 

Enjoy the undoing!