Someone has come to your site. They have downloaded your eight-point plan or a white paper. They’ve taken an advocacy alert. They’ve looked at your infographic. Now what?
When we think about donors, it’s often with our fundraising glasses on, thinking how do I get this person to donate?
One of the underrated aspects of donorcentricity is starting off with the idea of “how do I solve this person’s problem?”.
That is to say, for people who come to your site with the intent of making a donation, most of them are going to make a donation. For the majority that come with some other intent, however, what is their mindset and how can you help them achieve it?
Let’s take the person who wants to do something about your issue. That something is, to them, to email their legislator about a particular piece of legislation you are working on.
A traditional fundraising approach would be to have a button on the advocacy page that encourages them, instead of taking an action alert, to donate to your advocacy campaigns. This interruption marketing is trying to take them away from what they want to do to what you want them to do.
What I would advocate testing is finding your biggest content engagements and put a logical ask (not necessarily a donation ask) after the person has completed what they came there to do.
This could be:
- On the confirmation page. If someone downloaded a white paper, it could be “this white paper was made possible by the generous support of people like you” or, perhaps more engagingly, “now that you know about the plight of the Brown Bar-ba-loots, can you email your legislator to add them to the list of protected species?”
- In a lightbox. We talked about these earlier this week. In addition to coming up after a page opens, you can also do them as they are about to close. This type of ask can serve up your best reason or pitch to complete the action they came to the page to do.
- As a follow-up email. The test here can be what the appropriate action to ask for is. If you have someone who has taken an action alert, what do they want to do next? And what is of most value to you?
On a related note, I’ve worked with advocacy campaigns where a donation ask after an advocacy alert performed better than a similar up front ask by email without the action alert. People wanted to take action, then donate.
The great thing about this is that you can be very specific in your ask. That is, if someone took your Brown Bar-ba-loots action alert, your donation ask (if you choose to do that) can be a Bar-ba-loot specific campaign, crossing confirmation page, lightbox, and email follow-up. You don’t have to ask this person about polar bears or penguins, because you already know what they care about.
So test out how you can solve your potential donor’s problem first, then ask for something of value.
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