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Finding the Gold in Your Database. Baird Straughan, LeadGreen baird@leadgreen.org With Kevin Kasowski, River Network River Rally 2011. Goals:. Decide if your list needs to be cleaned up, and how you’ll do that. Decide how to segment your list, identifying potential major donors.
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Finding the Gold in Your Database Baird Straughan, LeadGreen baird@leadgreen.org With Kevin Kasowski, River Network River Rally 2011
Goals: Decide if your list needs to be cleaned up, and how you’ll do that. Decide how to segment your list, identifying potential major donors. Decide how to replenish your list. Decide whether to reduce mailing costs by limiting mailings to recent donors.
Group A: Established Dollars from individuals (dues, donations, major donations)
How Group A’s income breaks down Size of gifts
B: Sporadic major donor work Dollars from individuals (dues, donations, major donations)
C: Neglecting and restarting Dollars from individuals (dues, donations, major donations)
Group C’s revenue distribution Size of gifts
How much gold do you get from your mailing list now? Annual income from dues: $__________ from donations: $__________ from major donations: $ ___________ How many people donated in the last year? __________ Average income per donor: $__________ Average donation size: $__________
How much could you get? Annual income from dues: $__________ X renewal rate: __% Total from dues: ____________ Average donation: $ _____________ X response rate: __% X number of appeals __ Total from appeals: $__________ Number of major donors: __________ Average gift: ___________ Total from major donors: $________ Total Income from the people in your list: $ ___________
3 minutes: Estimate your current income from your mailing list, andyour potential.5 minutes: Form groups of 5 and share.
Take-aways: - Set a target for individual revenue income.- … and
Just One List One list to rule them all, One list to find them …
Roll up your sleeves and clean it up in your database or spreadsheet. Send out a mailing and see how many duplicates you have and bad addresses are returned. Two approaches
If you have a CRM, get Dupe-Blocker An example of DupeBlocker, a program free to nonprofits who use the Salesforce database or customizations of it, like Watergrass.
How much work is that? I asked Shanda Minney, ED at West Virginia Rivers Coalition and a WaterGrass user, what had led to the improvement in their mail responses. She replied: “To answer your question about what we did differently, I would have to say that I think these results are the product of a year long effort to do better at our overall supporter servicing. Amanda has done a tremendous amount of work cleaning up our database, removing duplicates, chasing down correct details and amending previous errors. In addition, our appeals are firmly incorporated within our overall outreach strategy - newsletters, thank you acknowledgments, personal contact, major donor development, rapid problem solving etc.”
But there’s really no way around it … About 30% of all email addresses become defunct each year. About 16% of the population moves, so their addresses change. CHURN YOUR MAILING LIST
1 minute: If necessary, what steps would you take to clean up your mailing list?5 minutes: Form groups of 5, share and discuss.
Begin email reinforcement Begin thank-you calls
More touches Reminder calls to our list of top donors
1 minute: How do you want to segment your list and reach out to special groups in order to improve your response rate?10 minutes: Form groups of 5, share and discuss.
Acquisition Mailings Mailings to Lapsed Members Enter your participant lists!