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Fundraising Tuesday: Give to Get–the Donor’s Mailing Address

April 19, 2022 by Dennis Fischman Leave a Comment

When you meet someone you’d like to date, you ask for their phone number. When you meet someone you’d like to see become a donor to your nonprofit, you ask for their mailing address.

That’s right, post office mail. U.S. mail. Fondly referred to as “snail mail.” Because it works.

Across all age groups, direct mail fundraising appeals work better than email appeals, and far better than asking for money on social media. Even when a donor goes to your website and gives online, she is more likely to give because she’s already seen your letter in the mail.

The question is, why should she trust you with her address, any more than she’d trust you with her phone number? The answer is, because you have given her a reason to.

Give to Get the Mailing Address of a Donor or Prospect

What can your organization give your actual or potential donor that has to go through the mail?

Example 1: Something timely to read.

HIAS mailing addressHIAS is an international agency whose slogan is “Welcome the stranger. Protect the refugee.” Although it helps and gets help from people of every background, it was founded a hundred years ago to aid Jewish immigrants, and a significant number of its donors are still Jewish.

So, I was impressed when, the week before Passover, I got a card in the mail containing this special reading that I could add to my Passover seder:

We extend our hands in welcome to those who continue to seek asylum in our country, and we remember the danger of what happens when ordinary people do not stand up to those in seats of power. Now, we join hands to recognize that the work of welcome is the work of each of us and all of us and that we are strongest together.

Granted, I was already on their mailing list, so the card was more of a thank-you gift than a “give to get.” But if this were the first mailing they’d ever sent to me, it would make me happy. I would tuck the card away to use at my family’s seder–so much nicer than having to look it up on my phone!

And if they had emailed me and said, “We have this beautiful reading with a colorful illustration that you can use to make your holiday more special, and we’ll mail it to you–just fill in your street address here”? Yes, I probably would have. And then HIAS would have been able to send more communications, and appeals, to my home, through the mail.

Example 2: Something symbolic to wear.

Change Comes Now works to support women imprisoned in Florida. During the depths of the pandemic, they were the only group making sure that women inside prison walls had face masks to wear.

Providing those masks was an act of real solidarity. For people on the outside, Change Comes Now figured out a way they could show solidarity symbolically–and a way they could share their mailing addresses with the organization.

Change Comes Now created rubber wrist bands, marked with the name of a women’s prison in Florida: “Gadsden,” “Lowell,” “Homestead.”  On Facebook, CCN offered its followers the chance to get one of these symbols of solidarity through the mail. For a couple of bucks to defray the cost of postage, a family member, a formerly incarcerated woman, or simply someone who believes the prison system is inhumane could receive a wrist band through the mail.

CCN received their mailing address. By entering those addresses into its database, it made it possible to mail them newsletters and, eventually, fundraising appeals.

What can your nonprofit offer that will make people who follow you online (or get your messages in their email inbox) agree to share their mailing address?

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Happy holidays! (For which religion, though?)

April 11, 2022 by Dennis Fischman Leave a Comment

Your nonprofit organization probably has donors (and volunteers, staff, and Board members) who practice different religions, or no religion. How do you recognize and appreciate them all?

seder plate

Happy Passover–if it’s your holiday!

As I write this on April 11, 2022, we are in the middle of the month of Ramadan, for Muslims. We are four days out from Pesach (Passover), for Jews. Easter is celebrated this coming weekend by most Christians in the West, although Orthodox Easter is a week later, on April 24.

A month ago, we passed through the vernal equinox (sacred to Wiccans and followers of other pagan religions). Major Buddhist holidays are still ahead.

How can your nonprofit say, “We see you, and we value you” to supporters from all religions?

Ways to welcome people from different religions

You have several options when it comes to religious holidays. None is perfect, but some are better than others.

Ignore religious holidays

If interfaith understanding is not part of your nonprofit’s mission, you could choose to go secular. Strip out the mention of any religion or its holidays from your communications.

The advantage of this approach is that it’s apparently neutral. The disadvantage is that in a society where Christian culture is assumed, a secular approach is not neutral at all. If you have an event with food during this time, for instance, Muslims will not be able to eat any of it until after the sun goes down, and observant Jews will have to avoid bread, cake, pasta, or anything that might have leavened ingredients.

Plus, as we’ve seen in December, a certain number of Christians will view the non-mention of their holidays (Christmas or Easter) as erasing them. So, I do not recommend this approach. Ignorance is not bliss.

Acknowledge them

When you’re creating your communications calendar, make a note of the holidays that occur each month. In your newsletter or on your social media feed, make mention of them and say, “To all those who celebrate these holidays, we send good wishes.”

I used to do this in the staff newsletter at the agency where I worked, and it was mostly appreciated. When I missed a holiday, however, I had to apologize humbly and sincerely, make up for it, and learnt to do better. (And this is not just about religious holidays. When I failed to mention National Hispanic Heritage Month, one staff member was incredulous. “It’s been a holiday since 1968!”)

Mere acknowledgment can sometimes feel tokenizing, however. Having blue-and-white decorations along with red-and-green doesn’t change the fact that a party in the third week of December is a Christmas party.

And in your communications, you don’t want to make mistakes that say you’ve never met a Jew, like having matzah and a shofar in your Chanukah greetings. (They’re for Passover and Rosh Hashanah, respectively.) You may not be marketing products like the ones featured on Hanukkah Fails, but you are speaking for your nonprofit. You really don’t want to send the message, “All your piddly little holidays look the same to us!”

Make religious holidays into learning opportunities

nowruz

I think the best thing a nonprofit can do for all its constituents is to make religious holidays (and other cultural events like Nowruz) into learning opportunities. Here are some questions you can find out more about:

  1. When exactly does this holiday occur? Is it a one-day holiday (and if so, when does the “day” begin)? Or is it a week, or a month?
  2. What does this holiday mean to people who observe it? Does it mean different things to different practitioners of the religion?
  3. What are some of the customs associated with this holiday, and do people from different countries have different customs associated with it?
  4. How will this holiday affect people’s ability to work, or attend Board meetings or community events?
  5. What are some appropriate greetings for this holiday? What would be odd to say then? (“Happy Yom Kippur” doesn’t quite work. Nor does “Merry Losar.”)

If you are a member of the majority culture in the U.S., whether or not you go to church, you may not realize how often people in religious minorities feel foreign. To get a sense of what it would be like if the majority were Jewish and Christians were a misunderstood minority, follow the satirical @JewWhoHasItAll and the explanations on @JWhoKnowsItAll on Twitter.

Learning about others’ religion is a matter of diversity, equity, and inclusion. It’s also basic respect. You do not have to believe a single thing that Baha’is or Shintoists believe in order to say to  them (as well as Christians, Muslims, Jews, pagans, and Buddhists), “You belong here.”

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Fundraising Tuesday: How Being a Fool Helps Your Nonprofit Succeed

April 5, 2022 by Dennis Fischman Leave a Comment

April is a good time to think about being a fool–and how it can help your nonprofit raise more money.

We’re used to thinking of April Fool’s Day as a time when people try to play tricks on each other, to “fool them.” The fool has a proud history, however.

In Shakespeare, fools are truth-tellers who find funny ways to bring supposedly smarter people up short and make them think about what they’re really doing. And in many religious traditions, the “holy fool” character has a lot to teach the normal neighbors, and even the wise! *

What can your nonprofit learn from fools? How will foolish wisdom help you connect with an audience of supporters and get more support for your cause?

The fool doth think he is wise, but the wise man knows himself to be
a fool.
-Touchstone, As You Like It, V.1.2217

5 Tips from Fools about Communications and Fundraising

  1. Show up. Fools rush in where angels fear to tread, or so the proverb says. Be foolish enough to interact with your supporters often: by email, online, in person when possible. Let them expect you to be there.
  2. Know your audience. Get used to saying things the way your people will actually hear them.
  3. Repeat. Fools know that saying something over and over again is no waste of words. It’s how you get your message heard and remembered.
  4. Be traditional. There’s no need to go chasing the latest technique, or platform, or other Bright Shiny Object. Motley and rhyme work for Shakespeare’s fools. Mail and gratitude work for nonprofits.
  5. Use humor. Just because the need is serious doesn’t mean you must be solemn, all the time.

And by the way, I’m not suggesting that you have to dress up in a spangled suit and a cap with bells, but you can use poetry, music, and body language to get your message across, ask for money, or thank your donors. Video is a great medium for playing the fool!

 


*One of my favorite “holy fool” stories is about Rebbe Zusya of Hanipol (a town that’s in today’s Ukraine). Rebbe Zusya was both a master of the Hasidic tradition AND an innocent.

Someone posed the following question to him:

“Rebbe Zusya, suppose you found a million rubles in the street. Would you give it back, or would you keep it?”

Zusya thought, and his face grew sad. “I wish I could say. If the million rubles belonged to a poor man, of course I would give it back. But if it belonged to a rich man…oh, I would be so tempted!”

Today, there are far too many policymakers who do the opposite. They take good care of rich people’s money, but as for poor people’s? Oy!

 

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