1. Supporters worth their weight in gold - a magical thought!
Stephen Pidgeon

2. Some contact details… Email me: stephenpidgeon @ gmail.com
Website: www. stephenpidgeon.co.uk
Rarely, I tweet: @ stephenpidge

3. This afternoon…
Four amazing facts that should change your view of your supporters for ever
Six simple ways to change your relationship with your supporters
A short reminder of why this could be SO profitable

4. Fact 1
…from excellent research by Jen Shang and Professor Adrian Sargeant in

5. Social information increased giving from new members (Number of Callers = 317)
Jen Shang and Adrian Sargeant 5

6. Similarity Matters (Mary vs.Tom, she vs. he)
‘Identity’ can be expressed in all sorts of ways: faith, where you live, age, work, pets, views….
Jen Shang and Adrian Sargeant 6

7. As yet unpublished work from Professors Shang and Sargeant
Fact 2
As yet unpublished work from Professors Shang and Sargeant

9. Fact 3
Behavioural Insights Team (2013) ‘Applying behavioural insights to charitable giving’. Cabinet Office/Remember a Charity

10. Interesting research A test campaign with lawyers:
Control group – no reminder
Test 1 – “Would you like to leave any money to a charity in your will?”
Test 2 – “Many of our clients like to leave money to a charity in their will. Are there causes you are passionate about?”
Cabinet Office/Institute of Fundraising 2013

12. This is NOT about money! Facts 1 – 3 illustrate…
…that giving is FAR from being a transaction
Making a donation is deeply important to the donor
This is NOT about money!

13. This IS about money! Fact 4
Figures in August this year from The Royal British Legion, with their kind permission

14. Some key figures for you…

15. This afternoon…
Four amazing facts that should change your view of your supporters for ever
Six simple ways to change your relationship with your supporters
A short reminder of why this could be SO profitable

16. A reminder of who is giving…
The rise and rise of digital fundraising

17. On-line percentage of income…% % % % % % US
Blackbaud’s 2014 On-line Giving Report
3,786 organisations with $14.5bn fundraised income

18. Two key issues to consider…
The rise and rise of digital
Who gives serious money to charities in the UK?
What age are they?
What income group are they?

19. They still want to change the world!
Older people…
…are not more generous than younger people
They are not more caring
They are simply at a stage in their lives when
Their children have left home
Their children are independent (ho ho!)
Retired people miss the influence they had at work
They have time to worry
They have money
They still want to change the world!

20. Wealth in the UK Total wealth £9,500,000,000 Wealth is:
Property wealth
Financial wealth
Physical wealth
Pension wealth
Wealthiest 10% own 44% of the wealth
Of the 10 groups, the wealthiest 3 are…OLD!

22. This afternoon…
Four amazing facts that should change your view of your supporters for ever
Six simple ways to change your relationship with your supporters
A short reminder of why this could be SO profitable

23. Changing the relationship with your supporters…
Look at the way you deliver your message

24. Let me just check… Do you think…
…the organisation you work for is making a terrific contribution to the community and/or the country?

25. What message are you giving…
…to people who might be pleased to support your work?
Your message has to be about ME (the donor) not YOU (the organisation)

26. Building Emotion… ‘Please give us a donation and we will….’
Who uses the phrases…
‘Please give us a donation and we will….’
‘Please buy our tickets and we will….’

27. What message are you giving…
…to people who might be pleased to support your work?
REMEMBER…
NOBODY is interested in what you DO
They are only interested in what will be achieved with their support

28. Non-profits…
Talk about themselves ALL the time

29. At the recent AFP Boston conference…
‘Donors don't give to charities with needs, they give to charities that meet needs’
No they don’t…
Donors give to needs that charities are meeting

30. Changing the relationship with your supporters…
Look at the way you deliver your message
Thank them properly

31. A task for you… I’ve just sent your non-profit £100
Write the first line of the letter of thanks you are going to send me….
Dear Stephen,

32. Changing the relationship with your supporters…
Look at the way you deliver your message
Thank them properly
Give them really good feedback about their achievement

33. Changing the relationship with your supporters…
Look at the way you deliver your message
Thank them properly
Give them really good feedback about their achievement
Do they know how important they are to you?

34. you first supported us by buying our
Irish Red Cross
Dear Mr. Pidgeon,
Forgive me writing out of the blue like this but I’ve noticed that it is five years this month, since the Irish Red Cross received your first kind donation. I do hope our records are accurate but I wanted to say how very much we’ve appreciated your support and kindness over these years.
…and that is made possible only because of steadfast kindness such as yours.
 I do thank you, Mr. Pidgeon and offer you my warmest wishes.
you first supported us by buying our
Raffle tickets

35. Changing the relationship with your supporters…
Look at the way you deliver your message
Thank them properly
Give them really good feedback about their achievement
Do they know how important they are to you?
Reward loyalty
Ask them to join….

36. Changing the relationship with your supporters…
Look at the way you deliver your message
Thank them properly
Give them really good feedback about their achievement
Do they know how important they are to you?
Reward loyalty
What about a money-back guarantee?

37. Changing the relationship with your supporters…
Look at the way you deliver your message
Thank them properly
Give them really good feedback about their achievement
Do they know how important they are to you?
Reward loyalty
What about a money-back guarantee? 6

38. This afternoon…
Four amazing facts that should change your view of your supporters for ever
Six simple ways to change your relationship with your supporters
A short reminder of why this could be SO profitable

39. This is huge money…

40. If you want a gift in their will…
…you have to ask!
If the relationship is right, they will see it as a privilege, a joy

41. This afternoon…
Four amazing facts that should change your view of your supporters for ever
Six simple ways to change your relationship with your supporters
A short reminder of why this could be SO profitable

42. This thinking, and more….
Available from……
Amazon at £22.39
at £22.95

43. Some contact details… Email me: stephenpidgeon @ gmail.com
Website: www. stephenpidgeon.co.uk
Rarely, I tweet: @ stephenpidge