Make Your Newsletter a Money-Maker

In my last post, I jumped on my soapbox and made a plea for a recommitment to the newsletter, what Tom Ahren referred to as “the single best way I know to deliver extraordinary experiences into every donor’s home on a regular basis.” Some of you rolled your eyes (yeah, I know you did) and thought, “Does she have any idea what it costs to send out a newsletter?”

Yes, I do. But I also know that done right, a newsletter is a money-maker for your organization. It’s a win-win – more net income and more opportunities to build loyal donors. In other words, a newsletter is one of the remedies we can apply to dwindling donor retention rates. Done well, a newsletter can be a dollop of glue to bind your donors to the organization.

So what’s “well done” in the parlance of a newsletter?

A well done newsletter informs. The stories you put in your newsletter are packed with information the reader (donor) cares about. The reader can quickly see what has happened through the work of your organization. She puts it down with a mental image of what’s going on – out “in the field,” which is what she cares about. It’s not about what’s happening inside the office; it’s what’s happening to accomplish the mission that the donor bought into when she made her donation.

A well done newsletter gives credit to the donor. These same stories talk about what your staff is doing, but it never forgets that the donor makes that possible. I’ve become a huge fan of “The Fundraising Paradox,” a diagram put together by Mark Phillips, CEO of Bullfrog. (If you haven’t checked it out yet, do so; it is totally worth the time.) The bottom line is that of all the things donors want to know and nonprofits want their donors to know, the one they come together on is “How we helped solve a problem.” Your newsletter is the perfect place to show and tell how together – the donor and your organization – made a difference. Need is what raises money, but donor have a need, too – they need to know that the money they gave wasn’t wasted. That’s an important newsletter job.

A well done newsletter challenges. Donors deserve to know the scope of the problem and the obstacles you face. They may not fully understand a situation and so aren’t ready to give to support it – yet. Your newsletter can give them the bigger picture and help them both understand what the need is – and how your organization can help meet it. Over time, you can remove barriers to giving as you gently educate your readers by mixing in some articles or factoids that help present the bigger picture.

A well done newsletter asks. Yes, the donor – partnering with you – helped solve a problem. But, there is still more to be done. That’s the message of your newsletter. “Mary has hope now, thanks to you and the proven work of XYZ Organization. But every day, there are many other people who are still hoping, desperately needing the same kind of help Mary received. Your ongoing support will make it possible for us to be there with the same kind of life-changing assistance that Mary received.” Then be sure to include an option to give to that need on the reply form; otherwise, you are missing an opportunity to let your donors respond to something that moved them enough to want to give.

A well done newsletter shows up. All the above is useless unless we commit to regularly delivering a newsletter to a donor’s inbox and mailbox. The sad reality is that most of our donors don’t think about our organizations very often. They love us, sure, but are busy with their own jobs and lives. So our job is to make sure we get some of their mental bandwidth but putting something in front of them that reminds them of how they are solving problems by the relatively simple act of making a donation. Don’t expect donors to get all excited about the eNews that arrives less often than a utility bill, or a print newsletter that shows up just once or twice a year. Donors deserve information, and they deserve to have it provided to them as a means of thanking them for their support.

This old dog has found that expecting a donor to seek out information on their own and then consume it is assuming our donors have no one and nothing in their lives except us. While that may be true for some, the majority are busy, active people. We have to interrupt life and show them that the interruption is worth stopping for a minute. By giving our supporters something to actually look forward to in our newsletter, we add another important layer of glue to help hold together the important relationships we have with our funders and partners.

Originally posted in NonprofitPRO

Author: PJBarden

With a professional career in strategic fundraising that spans more than 35 years, Pamela brings a wealth of experience and knowledge to working with nonprofit organizations. She specializes in writing fundraising copy, grant proposals, P.R. materials, instructional articles and blog entries, as well as developing and executing fundraising strategy for her clients. Pamela is a Certified Fundraising Executive (CFRE); an instructor for UCLA Extension School’s Fundraising Certification Program and the University of La Verne, College of Business and Public Management; a frequent webinar speaker; and author of two online courses for UCLA Extension. Pamela earned a Doctorate of Business Administration in 2015; her doctoral project (dissertation) was entitled “Nonprofit Organizations’ Awareness of and Preparation for Legislation, Regulation, and Increasing Scrutiny.” She is a past winner of a Gold Award for Fundraising Excellence and an ECHO Award from DMA; recipient of a Distinguished Instructors Award from UCLA Extension; a weekly columnist for NonprofitPRO (formerly Fundraising Success); and a monthly contributor to Blackbaud’s blog, npEngage.

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