Online and telemarketing donations have a unique feature that few other direct marketing interactions have: you are still communicating with them once they have made their donation.
Obviously, a large part of this post-donation interaction should be aimed at confirming that the donation was made and sincerely thanking the person for contributing to the cause.
But there is a unique opportunity in these interactions to get additional value from and give additional value to your donors; it’s the time between donation and processing. A person has selected an amount, given their credit card (or EFT) information, and decided to make the donation (whether online or by phone). But the person or the series of tubes has not yet processed the credit card.
You may not even have known there was a time in between donation and processing; I know it took me years before realizing this. But you can put a shadowbox on your donation page immediately after someone hits “Submit” (or hopefully a more creative button like “Save Lives Now!”). For telemarketers, it’s just a part of the script.
Since the donor is unlikely to turn back at this point, it’s an ideal time to explore an additional option with them (and I do mean “an” in the sense of “one and only one” – we do not want to turn off the donor). There are two goals you can have for this: upgrade in amount or upgrade in kind.
If you are looking to upgrade in amount, I would suggest:
- Selecting a small amount – something that is 10% or less of your normal donation in the medium.
- Tying it directly to a tangible and immediate win for the donor – e.g., “if you add $3 to your donation right now, you’ll be feeding a child three healthy, lifesaving meals in war-torn Freedonia tomorrow.”
- Making it very easy to say no and move on with the original donation. This is not a circumstance to let the better be the enemy of the good.
Because of the limited upside of this tactic, I would suggest the second option: aiming for an upgrade in kind. This will almost always be trying to upgrade to a monthly gift. Some tips on this upgrade:
Don’t get greedy. One of the more frequent upgrade strategies attempted online is a check box that says “repeat this gift on a monthly basis” as part of the donation form. There are three problems with this:
- It explains none of the reasons why you would want to do such a thing
- It’s stilted, non-donor-friendly language
- It’s before the donation is attempted. In this case, if the donor is turned off by this half-asked ask, there is no donation.
You want to make the donation ask small enough that it seems like a similar amount of money to what they have already pledged to give. While you will want to test what this amount is for your organization, I’d advocate a rule of thumb that you’d want to start at about a quarter, plus or minus, of what a person has pledged to give. Thus, if someone wanted to make a $100 gift, ask them if they would like to make a $25 monthly donation instead.
It doesn’t take a rocket surgeon or a brain scientist to see that this will take at least four months to pay off. But the average monthly donor is far more loyal than the average one-time donor and will likely extend out past this four-month mark. And, since we humans value present money more than future money (witness the exchange rate we are taught between birds-in-hand and birds-in-bush), this seems reasonable-ish to the prospective donor.
Explain the benefits of the upgrade to the organization. Your donor has already made the tough decision: to donate to you in order to help people. If there is a way that they can be more effective in their giving, they are more receptive to it at this point than almost any other (and, at the very least, are not that likely to be turned off by it). So let them know that giving a smaller amount per month helps even more, because it’s predictable revenue that helps you get through lean times together. You’ll also likely want to have some strong social math here (what does their $10/month do in terms of tangible benefit) as well as positioning against a hedonic good (“that’s the price of a cup of coffee each day”) to help you win the upgrade.
Explain the benefits of the upgrade to the donor. Of course, to some extent, being able to help more people is a benefit to the donor – that was their goal going in and they are able to do more of it. However, there are also tangible benefits as well:
- Ease. No more forgetting a donation the donor might want to make.
- Budgeting. The donor would be able to budget for donations on a monthly basis, which is how our mental accounting systems usually work.
- The donor will be able to cancel at any time. This is critical in the pitch. You want people to know that you want only 100% satisfied* donors and thus want them to have freedom in their donation. This is also because one of the primary mental objections to setting a monthly donation is “what if I change my mind?” (and its close cousin, “what if the organization does something I don’t like?”).
You can also put in whatever benefits your organization has for monthly donors (e.g., special member card, donor newsletter, etc.), but I would test it both with and without. You might find your donors are more drawn in by the mission and the impact they are having and don’t want that special relationship cheapened.
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* Perhaps even donors who are 110% satisfied, for those direct marketers who are bad at math.