Direct Response in Action

What Happened When I Taught My Nephew 5 Simple Tactics

We all know that direct response isn’t child’s play. It’s hard work. Nevertheless, if you keep just a few things in mind, even a novice can make a difference — and the story of my teenage nephew, Ian, and what he was able to accomplish is a good example.

Ian is on his way to becoming an Eagle Scout. His final project in order to achieve this top rank is to create something for the community that includes a fundraising component. Ian’s idea was big: in memory of a deceased friend he would clean up and upgrade a student community area at the high school his friend loved and attended. This would entail purchasing and installing a new gazebo, as well as adding a picnic table and a bench or two. Total cost: $5,500.

That was a daunting amount for a teenager to raise. But I knew it was doable — as long as Ian followed some basic fundraising tactics on his crowdfunding site and in his letters. Here’s what I taught Ian:

5 Simple Direct Response Tactics That Work

1. Think: Who are you writing to and how do they want to be addressed? It’s important to start on the right foot. Ian was writing Mr. and Mrs. Smith (not real name). I asked if that is how they want to be addressed. Ian said no, by their first names. Then do that, I said. His teacher wants to be called Mrs. Jones (not real name). That’s how Ian addressed her.

2. Tell a sincere story: Show compassion, without ever going over the top. Ian told the story of his dream of becoming an Eagle Scout and his deceased friend simply and from the heart.

3. Give the facts: Where is the money going? Be as specific as you can because people want to know. Ian provided cost figures for each major item on his list.

4. Simplify: Make it as easy as possible for donors to respond. Ian added a form to the letter so people knew what to do next. He also provided a reply device: a postage-paid envelope with his return address on it.

5.  Remind people of tax benefits: Give donors an added incentive to be generous. Let them know that their donation could be tax-deductible. It’s easy to do, and Ian did it.

I’m happy to say that, in a month’s time, Ian exceeded his fundraising goal!

How to Stand Out with More Visual Promotions

Top 3 Reasons for Charts

Did this chart catch your eye?
Today, you may have just a few seconds — maybe less — to grab someone’s attention. Charts (pie, line, bar, and others) are proven attention-winners. Of course, they’re perfect for presentation of data. But, with a little creative flair, you can also employ them to make your most important sales messages pop, online and off.

What makes charts work?
No need to rack your brain — just look at the chart above. In addition to ATTENTION, they provide AUTHORITY and QUICK UNDERSTANDING. A chart speaks volumes, with just a few words. So today’s multi-taskers can quickly say, “Aha, I SEE your point!” Moreover, a chart lends an air of authority to what you’re presenting because it supports your point or actually proves it, when you include relevant data. Add a short caption to your chart and you can be certain it will be read.

Take a cue from infographics: Get MORE visual!
You’ve heard of Information overload? Maybe that’s why infographics are now so popular in content marketing. They break things down with visuals, including charts, and a pinch of razzle-dazzle. But you don’t have to go that far in your promotions — a simple, unstuffy chart will be just as effective, whenever you want to:

Make a strong price or savings statement
Provide competitive product comparisons
Visualize a problem/solution
Show a relationship
Highlight a trend

Try it! Charts might be just the thing to make your promotions stand out. Let me know if I can be of assistance.

8 Ways to Make a Great Thank You Deliver

Direct marketers know that FREE, FINAL CHANCE, and ACT NOW are some of the most effective words to get someone to respond to your solicitation. Today, I’d like you to consider the power of a simple THANK YOU.

People like to feel appreciated. And when you show your appreciation with a personal note, they feel a closer connection to your business or non-profit organization, which can prompt another purchase or donation.

The above statement is especially true in fundraising. Tests done by a major fundraiser reveal that quality thank-you letters outperform the typical when it comes to rate of renewal and average gift value**. Another fundraiser made almost $450,000 more in gifts with the inclusion of a thank-you note!***

Now, you’re probably thinking, what makes up a quality thank-you? Here are some DO’s and one big DON’T that will make things very clear – and quite possibly improve your donor retention rates.*

DO:
1. Send a REAL letter: No preprinted card or boilerplate copy. It must be personal.

2. Get to it right away: That means within days (not weeks or months) of the giving.

3. Use the name of the person who gave the donation. You’re starting a relationship, so no “Dear Donor” or “Dear Friend.”

4.Inform: Thank the donor for the gift and give details on how the funds will be used to make a difference.

5. Deepen the connection: Let the donor know when to expect an update—and keep your promise.

6. Be warm & positive: Invite the donor to contact you directly for more information. Or include the name and phone number of a staff person to contact at any time.

7. Make it short: A one-sided letter that speaks sincerely and succinctly will do the job.

8. Honor your donor: Get someone high in the organization to sign the letter.

DON’T:
Do not sell, do not send a survey, do not ask for another gift. Save that for another time.
So, start writing those great thank-you’s now. And if you’d like to have my team evaluate them, send them to me. We’ll be glad to take a look.

 ***Tom Ahern article: “No thanks? No, thanks!”; **Tom Belford article: “OK, Thank You!”;
*Penelope Burk article: “Thank You Letters: Powerful and Profitable”.