ࡱ> 57234!` n[bjbj\\  >>"SKvvvvvvv8,<7!>^t  $u"h$l vb@bb vv R R R bvv R b R R vvR R yўR $!07!R I%XI%R I%vR @rR \U  X7!bbbb..vvvvvv  SHAPE \* MERGEFORMAT  2550 Ninth Street, Suite 103, Berkeley, CA 94710-2516, (510) 843-8888, (510) 843-0142, www.malwarwick.com  23 Reasons Why People Respond to Fundraising Appeals By Mal Warwick Copyright 2001 by Mal Warwick. All rights reserved. Excerpted from How to Write Successful Fundraising Letters (Jossey-Bass, 2001) 1. People send money because you ask them to. Public opinion surveys and other research repeatedly confirm this most basic fact of donor motivation. They asked is the most frequently cited reason for giving. The research confirms, too, that donors want to be asked. Focus group research also reveals that donors typically underestimate the number of appeals they receive from the charities they support. These facts help explain why responsive donors are repeatedly asked for additional gifts in nearly every successful direct mail fundraising program. When you write an appeal, keep these realities in mind. Dont allow your reticence about asking for money make you sound apologetic in your letter. 2. People send money because they have money available to give away. The overwhelming majority of individual gifts to nonprofit organizations and institutions are small contributions made from disposable (or discretionary) income. This is the money left over in the family checking accountafter this months mortgage, taxes, insurance, credit cards, and grocery bills have been paid. Unless youre appealing for a major gift, a bequest, or a multi-year pledge, your target is this modest pool of available money. For most families, dependent on a year-round stream of wage or salary income, the pool of disposable income is replenished every month or every two weeks. Thats why most charities appeal frequently and for small gifts. If your appeal is persuasive, your organization may join the ranks of that select group of charities that receive gifts from a donors household in a given month. If youre less than persuasive, or if competing charities have stronger argumentsor if the family just doesnt have money to spare that monthyou wont get a gift. For example, if you write me a letter seeking a charitable gift, you may succeed in tapping into the $100 or $200 Ill probably have left over for charity during the month your letter arrives. If your appeal is persuasive, I might send you $25 or $50$100 topsbecause I decide to add you to the short list of charities Ill support that month. Now, you may have the mistaken impression that, as a businessman, a snappy dresser, and an all-around generous guy, I have a lot of money. You may even be aware Ive occasionally made much larger gifts to local charities. But, I warn you: youre unlikely to tap into me for more than $50...because thats all I have available right now. Those few larger gifts I gave didnt come from my disposable income stream. They came from other sources and required a lot of planning. 3. People send money because theyre in the habit of sending money by mail. Charity is habit forming; giving by mail is a special variety of this benign affliction. The Direct Marketing Association (DMA), a leading industry trade association, periodically surveys the American public to determine what proportion of the adult population is mail-responsive and thus susceptible to offers or appeals by mail. When I first became involved in direct mail fundraising, in the late 1970s, I was told the DMA estimated approximately 25 percent of Americans were mail-responsive. Now, in the New Millennium, the DMAs estimate tops 50 percent. Clearly, the American population is becoming increasingly mail-responsive. Almost gone are the days when people would insist on waiting in line to pay bills in person because they distrusted the mail. Surveys also reflect the growing importance of direct mail appeals in the fundraising process. Research shows that fundraising letters are the number-one source of new gifts to charity in America. 4. People send money because they support organizations like yours. Your donors arent yours aloneno matter what you think. Because they have special interests, hobbies, or distinctive beliefs, your donors may support several similar organizations. A dog owner, for example, may contribute to half a dozen different organizations that have some connection to dogs: a humane society, an animal rights group, an organization that trains seeing-eye dogs, a wildlife protection group. A person who sees himself as an environmentalist might be found on the membership rolls of five or six ecology-related groups: one dedicated to land conservation, another to protecting the wilderness, a third to saving endangered species or the rain forest, and so on. There are patterns in peoples lives. Your appeal is most likely to bear fruit if it fits squarely into one of those patterns. 5. People send money because their gifts will make a difference. Donors want to be convinced their investment in your enterprisetheir charitable giftswill achieve some worthy aim. Thats why so many donors express concern about high fundraising and administrative costs. Its also why in successful appeals for funds, the impact of a gift is often quantified: $35 to buy a school uniform, $40 for a stethoscope, $7 to feed a child for a day. Donors want to feel good about their gifts. Like everyone else on the planet, your donors are striving to be effective human beings. You help them by demonstrating just how effective they really are. 6. People send money because gifts will accomplish something right now. Urgency is a necessary element in a fundraising letter. Implicitly or explicitly, there is a deadline in every successful appeal: the end of the year, the opening of the school, the deadline for the matching grant, the limited press run on the book available as a premium. But the strong attraction in circumstances such as these is best illustrated if no such urgent conditions apply. If the money I send you this week wont make a difference right away, shouldnt I send money to some other charity that has asked for my support and urgently needs it? 7. People send money because you recognize them for their gifts. You appeal to donors egosor to their desire to heighten their public imagewhen you offer to recognize their gifts in an open and tangible way. A listing in your newsletter. A plaque, certificate, lapel pin, house sign, or armband they can display. Screen credit in a video production. A press release. If your fundraising program can provide appropriate and tasteful recognition, youre likely to boost response to your appeals by highlighting the opportunities for recognition in your letter or newsletter. Even if donors choose not to be listed in print or mentioned in public, they may be gratified to learn you value their contributions enough to make the offer. 8. People send money because you give them something tangible in return. Premiums come in all sizes, shapes, and flavors: bumper strips, gold tie tacks, coffee-table books, membership cards, even (in one case I know) a pint of ice cream. Sometimes premiums (such as name stickers or bookmarks) are enclosed with the appeal; these so-called front-end premiums boost response more often than not and are frequently cost-effective, at least in the short run. In other cases back-end premiums are promised in an appeal as a token of our deep appreciation when donors respond by sending gifts of at least a certain amount. Either way, premiums appeal to the innate acquisitiveness that persists in the human race. 9. People send money because you enable them to do something about a critical problemif only to protest or take a stand. Today, we are bombarded by information about the worlds problems through a wide variety of channels. Though we may isolate ourselves inside triple-locked homes, build walls around our suburbs, and post guards at gateposts, we cant escape from knowing about misery, injustice, and wasted human potential. Often, we feel powerless in the face of this grim reality. Charity offers us a way to respondby helping to heal the sick or balm troubled souls, to teach new ways to a new generation or feed the hungry. Your appeal will trigger a gift if it brings to life the feelings that move us to act, even knowing that action is never enough. If you offer hope in a world drowning in troubles, your donors will seize it like the life jacket it really is. 10. People send money because you give them a chance to associate with a famous or worthy person. There are numerous ways that the identity, personality, or achievements of an individual might be highlighted in a fundraising appeal. For example, that person may be the signer of the letter, the organizations founder or executive director, the honorary chair of a fundraising drive, a patron saint, a political candidate, an honoree at a special eventor simply one of the organizations members or clients. If the signers character or accomplishments evoke admirationor even simply a past, personal connectionyour donors may be moved to send gifts in response. The opportunity to associate with someone who is well known or highly esteemed may offer donors a way to affirm their noblest inclinationsor compensate for what they believe to be their shortcomings. 11. People send money because you allow them to get back at the corrupt or the unjust. There are too few outlets for the anger and frustration we feel on witnessing the injustice and corruption that pervades our society. Both our moral sense and the secular law hold most of us in check, preventing expressions of violence or vocal fury that might allow us to let off steam. For many, contributing to charity is a socially acceptable way to strike back. Whether a public interest organization committed to fighting corruption in government or a religious charity devoted to revealing divine justice, your organization may help donors channel their most sordid feelings into a demonstration of their best instincts. 12. People send money because you give them the opportunity to belongas a member, friend, or supporterand thus you help them fight loneliness. Your most fundamental task as a fundraiser is to build relationships with your donors. Thats why so many organizations use membership programs, giving clubs, and monthly gift societies. The process of solicitation itself can help build healthy relationships. For some shut-ins, for example, or for elderly people left with distant family and few friends, the letters you send may be eagerly anticipated. Most of us are social animals, forever seeking companionship. 13. People send money because you enable them to offer their opinions. The act of sending a gift to some nonprofit organizations might itself constitute a way to speak out. Consider, for example the ACLU, or the Campus Crusade for Christ, or Ross Perots United We Stand; support for such a group makes an obvious statement about a donors views. But almost any charity can offer donors an opportunity to state an opinion by including in an appeal an involvement device such as a membership survey, a petition, or a greeting card that might later be sent to a friend or family member. Even though most donors may ignore the chance to offer suggestions, they may regard the invitation to do so as a strong sign of your respect and concern for them. 14. People send money because you provide them with access to inside information. Even if your organization or agency isnt an institution of higher education or a research foundation, you still hold knowledge many donors crave. Nonprofit organizations are often on the front lines of everyday, hands-on research, gathering important data day after day from real-world clients, visitors, or program participants. Their staff members are likely to be specialists, often experts in their fields. However, every nonprofit possesses information that is not widely known to the public and that donors may perceive as valuable. A loyal supporter may be vitally interested in the health and well-being of your executive director (who was ill lately), the progress of that project you launched last year (after a spectacular start), or what your field staff learned last month (three months after the hurricane). Disseminating inside information, which is intrinsically valuable and thus constitutes a gift from you, also helps build strong fundraising relationships by involving your donors in the intimate details of your organization. 15. People send money because you help them learn about a complex and interesting problem or issue. In most advanced industrial nations, education, health care, and the arts are regarded as largely governments responsibility to provide. By contrast, the traditional American response has been to meet important needs such as these principally through private, voluntary action. Nonprofit organizations in the United States are established to tackle issues or problems that society otherwise ignores or undervalues. Dont just think of all the private schools and colleges, nonprofit hospitals, museums, and symphony orchestras. Think about Mothers Against Drunk Driving, Disabled American Veterans, Planned Parenthood, the Nature Conservancyand the hundreds of thousands like them that are far less well known. Often, these organizations are on the front lines of research or public debateon the most challenging, the most controversial, the most engaging issues. If thats true of your organization, the emphasis you place in your appeal on your special knowledge may help motivate donors to give. Your donors may even perceive the appeal itself as a benefit. As research frequently reveals, donors regard the letters they receive from charities as a source of special knowledge. I believe that helps explain why long letters containing hard facts and intriguing ideas often outpull more emotional appeals. 16. People send money because you help them preserve their worldview, by validating cherished values and beliefs. The very act of giving affirms a donors dedication to a charitys worthy aims. Donors support your organizations work because you act on their behalf, pursuing your mission with time and effort they could never bring to bear themselves. In this passionate pursuit, you act out their values and beliefsthe deep-seated convictions that lead them to join in your mission. But you must constantly remind them of the connection. If your organizations mission is congruent with widely shared values and beliefsa commitment to piety, for example, or saving dolphins, or promoting efficiency in governmentyou face an obvious marketing opportunity. But if your nonprofit is dedicated to an unpopular cause, you possess a similar (if unenviable) advantage: for that small number of donors willing to take a stand on an issue others reject, the values and beliefs that make the act of giving a form of personal affirmation suggest to the fundraiser a language both may speak. 17. People send money because you allow them to gain personal connections with other individuals who are passionately involved in some meaningful dimension of life. A charity is an intentional community of sortsa cooperative venture, an institutional expression of a shared creed or common hopes. Your job as a fundraiser is to strengthen the bonds that tie your community together. Your greatest asset may be some person within your community whom donors may regard as an inspiring example: a selfless, dedicated staff member; a passionately committed trustee; a model client or beloved beneficiary of your work. If you bring such a person to life through your fundraising appeals, you enable your donors to live vicariously through him or herand that can be a meaningful and rewarding experience for them as well as profitable for your organization. 18. People send money because you give them the chance to release emotional tension caused by a life-threatening situation, a critical emergency, or an ethical dilemma. The charitable impulse is often precipitated by special circumstances that cause pain, fear, or even embarrassment. Consider the enduring popularity of memorial gifts to commemorate the passing of friends or loved ones. Or the spontaneous outpouring of gifts to aid crime victims or the families of kidnapped children. People want to help relieve pain and suffering, if only because they share these feelings. And they want to respond to grave emergencies, if only because they fear death. Your appeal for funds may afford them an opportunity to ease their affliction. 19. People send money because they are afraid. Fear motivates. The American public has been subjected to billions (yes, billions!) of fundraising letters expressly conceived to evoke fear. Fear of death. Fear of poor people or foreigners. Fear of Social Security benefit cuts. Fear of higher taxes. Fear of Democrats or Republicans, liberals, or reactionaries. No Pollyannish view of human motivation can erase the evidence that vast sums of money have been raised by such appeals. Fear sells. Yet I believe with all my heart that its often unseemly, at times ethically questionableand ultimately counterproductiveto use this obvious stratagem. Consider the would-be prophet who predicts Armageddon next year. Who will heed the prophet when next years come and gone? A fundraiser who builds the case for giving on the worst-case scenario may be building on quicksand. 20. People send money because you allow them to relieve their guilt about an ethical, political, or personal transgression, whether real or imagined. Guilt undeniably plays a role in prompting some gifts. Think of the $1 or $2 cash contribution mailed in response to direct mail packages containing name stickers or greeting cards. Or the belated membership renewals that follow a long series of increasingly insistent demands. Or the millions of small gifts sent every year in response to pathetic photos of skeletal children. Our complex society allows few of us the luxury of acting out of purely ethical motives. Compromise is woven through the fabric of our daily lives. The simple fact is, none of us is likely to feel guilt-free at any time. Sometimes, giving to charity, like coins thrown into the poor box in an earlier era, will help release the pressure. Yet I believe guilt is highly overrated as a motivator; rarely will donors moved primarily by guilt prove loyal over the years, and larger gifts are relatively rare. As a fundraising strategy, then, guilt may be just as counterproductive in the long run as fear. 21. People send money because you give them tax benefits. No list of motivating factors for charitable giving is complete without at least passing reference to tax benefits. Without question, the charitable tax deduction has played a major role in stimulating many large gifts and planned gifts because the benefits to the donor are substantial. (This is particularly true of gifts of artwork or other forms of appreciated property to such institutions as museums, because the tax laws are specifically structured to encourage such gifts.) However, many small donors also mistakenly believe they gain a great advantage from the tax-deductibility of their gifts. Thats why its always advisable when requesting a gift to inform the donor that it may be deductible: it may not help, but it cant hurt! Still, its dangerous to construct an appeal exclusively on the basis of tax benefitseven an appeal to buy into a tax-reduction program such as a charitable remainder trust. Experts in planned giving advise that donative intentthe desire to help, to do good, to make a differenceis usually of far greater importance than any financial considerations. Anyway, there are lots of tax-reduction schemes available to well-to-do people from institutions with no charitable purpose whatsoever! 22. People send money because they feel its their duty. Many of our religious traditions teach us that its wrong to live life without observing our duty to others: to relieve their pain, to enlarge their opportunities, or to brighten their lives. There is also a secular belief, widely shared in the United States, that, as citizens in a democracy, we have an obligation to help make things better for our fellow citizens. Those who benefit from military training may acquire a heightened sense of duty. Not every nonprofit organization can appeal explicitly to donors sense of duty (though many charities can do so). But duty may nonetheless play a role in inspiring the gifts they receive, for by its very nature duty is self-activating. 23. People send money because they believe its a blessing to do so. The Christian belief that it is more blessed to give than to receive is deeply ingrained in Western civilization and far from limited to practicing Christians. And in the Jewish concept of mitzvah, for example, many Americans find justification for believing that doing good is its own reward. Clearlyat least in our idealized vision of ourselveswe Americans celebrate the notion of charity. 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