Online donors are more one-hit wonders than fundraising stars, according to Blackbaud's "2011 donorCentrics Internet and Multichannel Giving Benchmarking Report." The study found poor renewals by first-time online donors -- at least via online. But, if the online donors are converted into offline donors, meaning primarily direct-mail givers, then online-acquired donors as a whole have much higher cumulative value over the long term than traditional, mail-acquired donors. Blackbaud's study found that just under a half of online-acquired donors convert entirely to offline giving over time -- mainly in their first renewal year. The reverse movement from offline to online donations is rare; only a tiny percentage of mail-acquired donors give online in later years. So, tune up your direct mail and turn those online donors into direct-mail givers as quickly as possible! For more commentary, see the Blackbaud blog at http://www.netwitsthinktank.com/online-fundraising/truth-about-online-donors.htm
David Kanter, President and CEO of AccuList, is a list brokerage and direct marketing expert. For more than 30 years, he has helped companies and nonprofit organizations achieve their marketing goals. With David's Direct Marketing Forum, he shares, and invites others to share, helpful direct-marketing industry news, trends, analyses, resources, and tips for success. Please read our Comment Policy.
Thursday, August 23, 2012
Tuesday, August 21, 2012
Inserts Showcasing 'Hero' Products Win Sales
Old-school printed inserts can still be cost-effective lead generators. At a recent conference by the National Etailing and Mailing Organization of America (NEMOA), Dennis Erickson, senior vice president of insert and print media at Paradysz, shared ideas culled from catalogers like L.L Bean on how to turn old-fashioned paper inserts into online lead engines. One way is to highlight a "hero" product that is a seasonal, or perennial, strong seller to create brand interest and drive prospects to your website for purchase or catalog request. Another proven option is to match magazine inserts with the publication's editorial content for top-of-mind appeal. For more of Erickson's tips on effective insert strategy, see the chiefmarketer.com article at http://chiefmarketer.com/direct-marketing/how-generate-leads-insert-marketing.
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