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Nonprofit Radio for February 5, 2024: Zombie Loyalists

 

Peter ShankmanZombie Loyalists

Peter Shankman is a 5x best selling author, entrepreneur and corporate keynote speaker. His book “Zombie Loyalists” focuses on customer service; creating rabid fans who do your social media, marketing and PR for you. Peter’s book isn’t new, but his strategies and tactics are timeless. This originally aired 12/19/14.

 

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And welcome to Tony Martignetti nonprofit radio. Big nonprofit ideas for the other 95%. I’m your aptly named host and the pod father of your favorite abdominal podcast. Oh, I’m glad you’re with us. I’d suffer the effects of brom hydros if I had to walk through the idea that you missed this week’s show. Here’s our associate producer, Kate to introduce this week’s show. Hey, Tony now I’m on it. It’s zombie loyalists. Peter Shankman is a five time best selling author, entrepreneur and corporate keynote speaker. His book, Zombie Loyalists focuses on customer service creating rabid fans who dear social media marketing and pr for you. Peter’s book isn’t new, but his strategies and tactics are timeless. This originally aired December 19th 2014 on Tony’s Take Two. How’s your endowment were sponsored by donor box, outdated donation forms, blocking your supporters, generosity, donor box, fast, flexible and friendly fundraising forms for your nonprofit donor. Box.org here is zombie loyalists. Peter Shankman is a well known and often quoted social media marketing and public relations strategist. His latest book is zombie loyalists. He wants you to create rabid fans who do your social media marketing and pr for you. He’s got super ideas and very valuable stories. I’m very glad Peter Shankman is with me in the studio. He’s the founder of Harrow, help a reporter out connecting journalists with sources in under two years from starting it in his apartment, Harrow was sending out 1500 media queries a week to more than 200,000 sources worldwide. It was acquired by Vocus in 2010. He’s the founder and CEO of the geek factory, a boutique social media marketing and pr strategy firm in New York City. Peter is on nasa’s civilian advisory council. You’ll find him at shankman.com and he’s at Peter Shankman on Twitter. His latest book is Zombie Loyalists using great service to create rabid fans. I’m very glad his book brings him to nonprofit radio and the studio. Welcome Peter. Good to be here, honey. Thanks. Pleasure you um live on the uh on the west side of Manhattan. I do. And you, there’s a, there’s a pretty well known five star steakhouse. Uh I’ll get Wolfgang’s not far from you, but you pass it to go to a different steakhouse. Morton’s correct. Why is that? I am a zombie loyalist to Morton’s. What does that mean? I uh love the service, the attention to detail, the quality, the, the sort of where everyone knows my name mentality. When I walk into that Mortons or any Mortons around the world, they have a tremendous uh custom relationship management system uh when I call one number uh in New York or anywhere in the world, it, it, they know who I am by my cell phone and uh I’m treated with uh just, you know, phenomenal uh uh happiness to, to hear from me and, and my wishes are granted as it were. I, we have a happy hour uh holiday party coming up at Morton’s next couple of days. And uh you know, as always, I forgot to call and make a reservation and, you know, I called yesterday and said, hey, I need a, uh, any chance I get a reservation for seven people, um, you know, Thursday night at, uh, 7 p.m. which is, you know, the, the week of the holiday party. And, uh, they looked and they said, oh, well, and then I guess their computer system kicked in, of course, Mr Shankman. Not a problem at all. We’ll get that for you right away. You know, we’ll have, we’ll have a great booth for you. Um, you know, and we’ll, we’ll, uh, tell us the names of the people attending, you know, you know, you know, they’re gonna have specialized menus for them and with their names on them. So they really, they have a really high level of service that, uh, that they provide. Not just to me that’s the beauty of it. I mean, you know, it’s one thing, yeah, it’s one thing if they just provide it to me, but they they do that for everyone. And, um, that is huge because, you know, being able to call when a normal person makes a reservation and, and not that I’m special, I’m actually rather abnormal. But, um, when a normal person makes a reservation and says, uh, you know, Morton says, ok, great. Are you celebrating anything? Oh, yeah, it’s my wife’s birthday. They always ask anyone who calls. I said, oh, you know what, it’s my wife’s birthday. Great. What’s her name? Her name is Megan or whatever. And you go in and they um and you sit down on the, on the, on the uh menu, it says Happy Birthday, Megan and then Megan, whoever she happens to be will spend the next 45 minutes, you know, taking 50 selfies with her menu and, and, and that’ll go online and then when her friends, you know, want that same experience, they’re gonna go Morton’s. You say uh in, in the book you get the customers you want by being beyond awesome to the customers you have. And that’s why I want to start with that Morton story which is in the middle of the book, but they do it for everybody and then they have the VIP S as well. And there’s the terrific story of you tweeting. Go tell that story. That’s a good story. It’s a good story. I love stories. I, I was flying home from a day trip to Florida and was exhausted and starving and, um, day trip mean you’re flying down, I flew down at 6 a.m. at a lunch meeting, flew back the same day. You know, one of those, one of those days. And, uh, I jokingly said the tweet, hey Mortons, why don’t you meet me at Newark Airport when I land with a poer house in two hours? Ha ha ha, ha, ha. Um, you know, I said it the same way you’d say, hey, winter, please stop snowing things like that. And I landed, uh, find my driver and sit next to my driver is a, uh, is a, a waiter in a tuxedo with a Morton’s bag. Uh, they saw my Tweet, they, they put it together, they managed to bring me a, uh, a, uh, steak and, and, you know, as great of a story as it is. That’s, that’s, it’s a great stunt and it’s a great story and it wasn’t a stage and it was completely amazing. But, you know, that’s not what they’re about. They’re not about delivering steaks to airports. They’re about making a great meal for you and treating you like royalty when you come in. And, you know, I, I, if they just did that, if they just delivered the steak at the airport, but their quality and service sucked. You know, it wouldn’t be a story. He said, oh, you know, look what they did for Peter, but I, you know, my steaks cold, you know, so what it really comes down to is the fact they do treat everyone like kings and that’s, that’s really, really important because what winds up happening is you have a great experience at Morton’s and then you tell the world, you know. Oh, yeah, great dinner last night. That was amazing. I would totally eat there again. And as we move to this new world where, you know, review sites are going away and I don’t, I don’t need to go to Yelp to read reviews from people. I don’t know, you know, if they’re shills or whatever the case may be, I don’t know, or tripadvisor, same thing. I want people in my network who I trust and, and people in their network who they trust and then by default I trust. So that’s gonna be, that’s already happening automatically. You know, when I, when I land in L A and I type in steakhouse, uh, you know, not me. I know, I know where the steakhouse are in L A but if someone types into Google Maps or Facebook steakhouse in Los Angeles, you know, they’ll see all the steakhouses on a Google map. But if any of their friends have been to any of them, they’ll see those first. And if they had a good experience, only if the sentiment was positive, will they see those first? And that’s pretty amazing because if you think about that, the simple act of tweeting out a photo. Oh, my God. Thanks so much, Mortons love this. That’s positive sentiment. The network knows that. And so if you’re looking for a steakhouse, you know, and your friend six months ago had that experience. Oh my God, amazing steak. This is a great place there. The sentiment is gonna be there and, and, and the network will know that the network will show you that steakhouse because you trust your friend. And this is where we start to cultivate zombie loyalists through this, through this awesome customer service of the customers. You, you have, uh say more about zombies. I mean, you have so many companies out there who are trying to get the next greatest customer. You know, you see all the ads, um, you know, the, the, the, the, the Facebook post, you know, we’re at 990 followers, our 10, our 1/1000 follower gets a free gift. Well, that’s kind of saying screw you to the original 990 followers who you had, who were there since the beginning? We don’t care about you. We want that 1000. You know, that’s not cool. Um, the, the, the companies who see their numbers rise and who see their fans increase and their, their, um, um, revenues go up are the ones who are nice to the customers. They have, hey, you know, customer 852 it was really nice of you to join us a couple of months ago. How, you know how are you, we, we noticed that you posted on something about a, uh, you know, your car broke down. Well, you know, we’re not in the car business but, you know, you’re, you’re two blocks from our, our closest, uh, outlet or whatever and, you know, once you, if you, if you need to come in, have a free cup of coffee, we’ll use the phone, whatever. You know, those little things that you can do that, that, that really focus on the customers you have and make the customers, you have the ones who are the zombies who tell other customers how great you are. And this all applies to nonprofits certainly as well. I mean, the, the, but even more so, I mean, if you, you know, nonprofits are constantly worried about how to, how to make the most value out of their dollar and how to keep the dollar stretching further and further. And, uh, you know, you have this massive audience who, who has come to you, who’s a nonprofit and who said to you, you know, we wanna help here, we are volunteering our help and just simply treating them with the thanks that they deserve. Not just a simple, hey, thanks for joining car, but actually reaching out asking what they want, asking how they like to get their information, things like that will greatly increase, um, your donations as well as, um, making them go out and tell everyone how awesome you are. And letting them do your pr for you. And that’s what a zombie loyalist does. And, and this is for, this could be, donors could be volunteers to the organization who aren’t able to give a lot. But giving time is enormous. And if, you know, if they have such a great time doing it, they’ll bring friends as, as zombies. Do you know, zombies have one purpose in life. Real zombies have one purpose in life that’s to feed. It doesn’t matter how the Mets are doing. It doesn’t matter, you know, because a chance that they lost anyway. But it doesn’t matter how, uh how anyone’s doing, you know, or what’s going on in the world economy. It doesn’t matter what matters with a zombie. Where are they gonna get their next meal? Because they feed and they have to infect more people otherwise they will die. Zombie loyalists are the same thing. All they have to do is make sure that their custom, they, they tell the world and we all have that friend who does it. You know, that one friend who eats, eats nothing but the Olive Garden because, oh my God, it’s greatest breadsticks everywhere. You know, and they will drag your ass to the Olive Garden every single time they get that chance. That’s a zombie loyalist. And you want them to do that for your nonprofit. And there’s, there’s a big advantage to being a smaller, a smaller organization. You could be so much more high touch and we’re gonna talk about all that. We got the full hour with Peter Shankman. We gotta go away for a couple of minutes. Stay with us. It’s time for a break. Open up new cashless in person donation opportunities with donor box live kiosk. The smart way to accept cashless donations anywhere, anytime picture this a cash free on site giving solution that effortlessly collects donations from credit cards, debit cards and digital wallets. No team member required. Thus, your donation data is automatically synced with your donor box account. No manual data entry or errors make giving a breeze and focus on what matters your costs. Try donor box live kiosk and revolutionize the way you collect donations in 2024 visit donor box.org to learn more. Now back to zombie loyalists, Peter, it doesn’t take much to uh stand out in the customer service world does it, it really doesn’t, you know, and the reason for that is because we expect to be treated like crap. You know, if you think that III I love this example. Whenever I give speeches, I ask, I ask everyone in the audience, I’m like, who here has had a great flight recently? At least one person will raise their hand. I’m like, ok, what made it great? And without fail, their answer said, well, we took off on time and, and I had the seat I was assigned and we landed on time and like, so you paid for a service, they delivered that service and you’re over the freaking moon about it. Like, that’s the state that we’ve become. You know, that’s how bad customer service has been that you are just beyond thrilled that they did exactly what they said they were gonna do with nothing more, less than 20 minutes in the post office line. And I’m ecstatic. Exactly. You know, it’s, it’s so, we really are at a point where we only have to be one level above crap. I, I’m not even asking my clients to be good. Just one level of crap. You know, if everyone else is crap and you’re one level above that, you’re gonna win. It’s my favorite, one of my favorite jokes. Um, the, uh, the two guys are out in the woods, hunting out in the woods and the, or just jogging out in the woods. The first one sees a, a bear and they see this bear and the bear is raised up and he’s about to strike. And the first one, you know, reaches down and tightens up his, his laces on his running shoes. And the second one says, dude, don’t be, don’t be, don’t be an idiot. You can’t run a bear. And he says, I don’t need to, I just need to outrun you. You know, I love that joke because it’s, it’s so true. That’s the concept. You know, all you have to do is be just a little bit better than everyone else and, and you’ll win the whole ball game. Now, we have to set some things up internally in order to have the, the structure in place to create these, the zombie loyalists. Yeah. I mean, you have a, you have a company where the majority of people in your company are afraid to do anything outside the norm. You know, I mean, look at, look at a cell phone company, you know, they, you call them because you have a problem right AT&T or T Mobile, you call them, you have a problem. They are actually the customer service people that handle your call are actually judged and rewarded based on how quickly they can get you off the phone. You know, not on whether or not they fix your problem, but how fast they can get you off the phone, which means how many more calls they get. I remember I worked, uh, when I worked in America online, we all had to do a day of customer service every month just to see what it was like, which I thought was a brilliant idea. But, you know, again, it’s this, it’s, it was a system called V I where you’d sign on and as soon as you signed on, if you weren’t in a call, you know, that was tacked against you. And if you were in a call and, and it went over a certain amount of time, that was tacked against you. So the decks were stacked not in the favor of the customer. There are some companies out there who allow their customer service employees to simply be smarter about what they do and do whatever it is they need to do to fix the problem. Um You know, my favorite story about this is Verizon Wireless. I, I went overseas, I was in Dubai and I landed in Dubai and I turned on my phone, I had gotten global roaming on my phone which, you know, 20 bucks for every 100 megabytes. Ok. So I land and I turn on my phone and it says, um, uh, like before I’m even off the plane, I get a text that you’ve used $200 in roaming charges. I’m like, what the hell, you know, $300 by the time I get off the plane, I’m like, something’s up here. So I call Verizon and a nice guy answered the phone and, oh, yes, I mean, you know, the first thing is it was, yes. So you do have global roaming but it, it doesn’t work in Dubai. So I’m like, ok, well, that’s not really global, that’s more hemispherical roaming I think is, is the issue. And um, so he, uh I said, well, look, I’m gonna be here for a week. I said, you know what? You have my credit card on file bill me like, I don’t know. Can you bill me like 1000 bucks and just let me have the phone for like the week and you know, that, you know, or 500 bucks, I won’t go over two gigs. Well, just do something for me. Sorry, sir. I’m not authorized to do that. Um, you can, I’m like, so what do I have? He’s like, well, you can pay, uh, $20.48 a megabyte. I’m like, I’m sorry, seriously, which equates essentially to, I would be charged $20.48 seconds, $20.48 for every, I think at the time for every four seconds of the video, Gangnam style if I decided to watch it on my phone, like this is pretty ridiculous. So I simply hung up, hung up on Verizon. I went down the street to the Dubai, the mall of the Emirates, which is the largest mall in the world. Has a freaking ski slope in it. And I’m not joking. It has a ski slope in this mall and uh went to one of like the 86 different electronic stores in this mall. Uh bought an international unlocked version of the same exact cellphone. I have went next door to the local uh SIM card store, bought a SIM card that gave me 20 gigabytes of data and 1000 minutes of talk for $40. I then put that in my phone because it’s an Android phone. I simply typed in my user name. And password for Google and everything imported. And Verizon did not get a penny on that trip. Um, how easy would have been for Verizon to say, ok, you know what, we’ll cut your break. Uh, they’d still make a lot of money off me and I would tell the world how great Verizon was to work with and how wonderful they, how helpful they were. Instead, they guaranteed that I will never, that they will never make a penny for me on any international trip. And I take what, 15 of them a year because now my cell phone, um my international cell phone that I bought, all I do is pop out the SIM card and I land wherever I am put in a new SIM card. So, and you’re speaking and writing and telling bad stories and every time I tell the story about Verizon, I make it a little worse. Apparently, Verizon uh tests out the durability of their phone by throwing them at kittens. I read this on the internet. It must be true, but, you know, not necessarily, but you know, the concept that, that all they had to do, all they had to do was empower Mark customer service and it wasn’t Mark’s fault. Mark was a really nice guy, but he was not allowed to do that. He would have gotten fired if he tried to do a deal like that for me. And so it’s this concept, you know, and the funny thing is, is it comes down to, if you really wanna go, go down the road in terms of a public company like Verizon of, of, of where the issue is, you could even trace it to fiduciary responsibility because the fiduciary responsibility of any company CEO all the way down to the employee is to make money for the shareholders. Ok. That’s what fiti responsibility means by not allowing me by not allowing mark the customer service agent to, to help me and, and take a different tack. He’s actually losing money too many CEO S think about the next quarter. Oh, we have to make our numbers next quarter. I’m fired. Companies in other countries tend to think about the next quarter century and they make a much bigger difference because they think, ok, what can we do now that will have impact in the next 5, 1015 years, you know, and really implement the revenue that we have and, and augment and companies in America. Don’t, don’t tend to think about that and that’s a big problem. Um, I, I buy a product line, uh, that has a lot of natural and recycled materials in the seventh generation. And their, um, their tagline is that in, in, in our every decision, we must consider the impact on the next seven generations. It comes from an American Indian. It’s a great, it’s a great line. I mean, just think about how much money Verizon would have made for me in the past three years. Just, just in my overseas, you’d be telling a story about like them, about Morton’s like the one about MS, you know, look, a lot of people listen to me and they went for a time when you googled roaming charges. When you Google Verizon roaming charges. My story about how I saved all this money came up first because I did the math. And if I had not called Mark and bought my own cell phone and done this, I would have come home to a $31,000 cell phone bill and you know, damn well, Verizon wouldn’t know anything about that. They’d be like, oh, too bad, sorry about the fine print. And plus the, the employee who sold you the international plan. I’m sure you told her where you going, I’m going to Canada and I’m going to Dubai. I’m assuming she didn’t know where Dubai was. She probably thought it was near Canada. But uh long story short, I couldn’t use it. All right. So employees have to be empowered. There has to be, we have to be but changing AAA thinking too. I mean, the customer has to come first. The donor of the volunteer donor, the teer you get at the end of the day. Where’s your money coming from? I don’t care if you’re a nonprofit or fortune 100. Where’s your money coming from? You know, and if you, we see it happening over and over again. We see it. Right. You’re seeing it right now. Play out every single day with the company, Uber. Um, and Uber, it’s so funny because Uber makes, uh, you know, they’re valued at $40 billion right now. But that doesn’t mean anything, that doesn’t mean anything if people are running away in droves which people are, there’s a whole delete your Uber app movement. Oh God. Yeah, people are leaving. Uh Well, it’s several. Number one that Uber is run by a bunch of guys who honor the bro code. The company was actually started by a guy who on business in business insider said he started the company to get laid. Um His goal was to always have a black car when he was leaving a restaurant uh to impress the girl he was with. That’s he came out and said that and you see that culture run rampant throughout Uber um from their God mode where they can see they actually created. There was a uh uh I don’t know where I read this. It might have been Business Insider as well. There was a, they created a hookup page that showed or, or, or, or a walk of shame page that showed where uh women were leaving certain apartments like on weekends and going or leaving certain place on weekends, going back to their home. Um It was obvious that they, you know, met some guy and they did that and then, of course, just their, their whole surge pricing mentality, which is, you know, two days ago there was a, uh, a couple of days ago there was a, uh, the terrorist, uh, I think it was a terrorist attack in Sydney, uh, at that, at that bakery and Sydney, uh, Uber in Sydney instituted surge pricing for people trying to get out of harm’s way. You know? And, and they, they later refunded it. Oh, it was a computer glitch. I’m like, you know, I’m sorry, you, you have a stop button and you can, when you see something happening like that, there has to be someone in the office who can say, you know what? Not cool. We’re gonna take care of that and then hit the stop button and it was, yeah, bad, tons and tons and tons of bad publicity. And, you know, I was having an argument with someone on my Facebook page at facebook.com/peter Shankman because they said, oh, you know, um, so what they don’t, they don’t turn on surge pricing. They don’t have enough cabs there and, you know, people can’t get home. I said I’m pretty sure that the only company I’m sure that no one had cab companies there. I’m sure that there wasn’t anyone who had enough cars there, private cabs, Ubers, whatever yet. The only stories I read about companies screwing up during that event were Uber, not Joe’s Sydney cab company. You know, I didn’t see him screwing it up because he didn’t turn on surge pricing. You gotta, you gotta respect your customer. You have to, as we’re uh training for that, then not only uh trying to change that mindset, well, in, in trying to change that mindset rewards for, for customer, for employees that, that do take go do go the extra mile. Well, first of all, if you give the employees the ability to do it to go the extra mile and understand they won’t get fired. You’re not gonna get in trouble. I I always tell, tell every one of my employees, you’re never gonna get in trouble for spending a little extra money to try and keep a customer happy. You’ll get fired for not doing it. You know, you get fired for not for seeing an opportunity to fix someone and not taking it, not doing everything that you know, Ritz Carlton is famous for that. Ritz Carlton hires people not because whether they could fold the bed sheet but for how well they understand people because in Ritz Carlton’s mind, it’s much more important to be a people person and be able to be empathetic and that is such a key word. Empathy is just so so sorely lacking. You know how many you’ve called customer service? Yeah. You know, I have to, I have to change my flight. My, my, my aunt just died. I really need to get home. Ok, great. That’s $300. I just wanna go an hour earlier, you know, you show up at the airport, your bag is overweight by half a pound. That’s $75. I just, I can, you can, you just cut me some slack. Nope, you know, so empathy and giving the cust, giving the employee the ability to understand that the customer that sometimes you can make exceptions and it is ok to make changes and, and this is where a smaller organization has huge advantage and it’s easier to change. That’s what kills me. You know, I go to these, I, I try to frequent small businesses when I can, I go to some of these small businesses and they won’t, they, they act like large businesses, you know, in the respect that, that they don’t have a, like, they wanna be respected almost. They don’t have like a six, a 6000 page code that they have to adhere to. They can simply, uh, do something on the fly and yet for whatever reason they won’t do it. And, and it’s the most frustrating thing is like, guys, you, you’re acting like a big, you’re acting like mega Laar here, you know, and you’re not Mega Lamar and you’re just Joe’s House of stationery, whatever it is and, you know, not being able to help me, you’re pretty much killing yourself because you don’t have 85 billion customers that have come through the door after me, you know. But I have a pretty big network and for a small business to get killed socially as social becomes more and more what, how we communicate. You know, it’s just craziness. It’s, you know, we’re, we’re pretty much in a world, I think where something almost hasn’t happened to you. Unless, unless you share it. I joked that, uh, you know, if I can’t take a selfie was I really there. Um, but it’s true, you know, we, we do live in a world where, you know, I, I remember God 10 years ago, maybe not even, not even 10 years ago. I was one of the first people to have a phone in my camera, you know, and it was like a new phone. That’s what I said, yeah, camera in my phone, right? And it was like a uh I think it was like a 0.8 megapixel. You know, it looked like I was taking a picture with a potato but it was, um it was this, I remember it was 2002 and I was in Chase Bank and there was a woman arguing with the teller and I pulled out my video, you know, it was, I mean, it was the crappiest video you’ve ever seen. But I pulled it out and I said, you know, II I started recording and the, the woman behind the woman behind the counter was going, the woman behind the counter was talking to the customer saying you do not speak to me that way. You get out of this bank right now. And the customer was saying I just wanted my balance and you and the manager comes over and I get this whole thing on my little crappy three G uh Motorola phone phone. And I, I remember I posted online and gawker picks it up and II I gave him, I, I emailed it, you know, I, my, the headline I put on my blog was, you know, Chase where the right relationship is at. Go after yourself, you know, and it was, and it just got tons of play and then gawker picked it up. It went everywhere, totally viral. So it’s one of those things you’re just like, you know, this is in 2002. It’s 12 years later. How the hell can you assume that nothing is being that you’re not being recorded? You know, I, I, I remember blowing, I, I sneezed a couple of weeks ago and, and, uh, uh not to get too graphic here, but it was, I, I needed a tissue big time after I was done sneezing. And I remember going through my pockets looking for desperately looking for tissue and like looking around making sure I wasn’t on camera somewhere that someone didn’t grab that and it was give me the next viral sensation, you know, I mean, I wait, God, I went to high school with eight blocks from here, right? If the amount of cameras that are in Lincoln Center today. Were there in 1989 1990. I’d be having this conversation entirely. I’d be having this conversation behind bulletproof for myself. And you’d be, yeah. So, you know, you’d be, you’d be talking to me, you’d have to get special clearance to visit me. Probably be at the, the Super Max in Colorado or something. So, you know, it’s, it’s, it’s one of those things that you’re just like my kid who’s, who’s almost two years old now is gonna grow up with absolutely no expectation of privacy the same way that we grew up with an expectation of privacy. And I’m thankful for that because she will make a lot less stupid moves. You know, I mean, God, the things that I thought, you know, in, in, in, in high school, I thought the stupidest thing in the world. Thank God. There wasn’t a way for me to broadcast that to the world in real time. Jeez. Thank God creating these uh zombie loyalists. And you know, we’ve got to change some, we’ve got to change culture and thinking and reward systems. Let’s go back to the, the cost of all this. Why is this a better investment than trying to just focus on new donors? I, I love, I love this analogy and I’ll give you a fun analogy. Let’s, I’m in a bar and there’s a very cute girl across the, across the bar and she catches my eye catch her, I go up to her and I go, you know, you don’t know me. I am amazing in bed. You should finish your drink right now. Come home. Let’s get it on. I’m, I’m gonna impress I’m that good chances are she’s gonna throw a drink in my face. Go back talking to her friends. I’ve done a lot of research on this. That’s probably something I was gonna do now. Let’s assume, let’s assume an alternate world. I’m sitting there on my phone, I’m just playing like, you know, some, you know, words with friends or something like that. And, uh, she’s over there talking to her friends and one of her friends look up said, holy crap. That’s Peter. I think that’s Peter Shankman. I’ve heard him speak. I, he’s in this fantasy world. I’m single too today. He, I think he’s single and he’s having this amazing guy. I, I know he has a cat. You have a cat. You should totally go talk to him at the very least. I’m getting this girl’s number. That’s pr ok. And what do we trust more? Me with my, you know, fancy suit collar going over there in my seventies, leisure suit. Hi. I’m amazing. Or the girl saying, hey, we’ve been friends since third grade. I’m recommending that guy. You should trust me on this. You know, obviously that, that’s where, uh, good customer service comes into play and that’s where corporate culture comes into play because if I have a great experience with you and at your company, I’m gonna tell my friend when they’re looking and I will stake my personal reputation on it and there’s nothing stronger than that. And these are the people who want to breed as Zz Willis that’s stronger than advertising, stronger than marketing. And they’re gonna share, people wanna share that. Think about the, the internet runs on two things. It runs on drama, drama, and bragging or bragging and drama. And if you, if you need uh any proof of that, you know, go and look at all the hashtags with crap that’s happened, you know, bad customer service, bad whatever. But then look at all the good hashtags you know it when our flights delayed for three hours and we lose our seat. Oh my God, I hate this airline, you know, worst airline ever but when we get upgraded, right? Hashtag first class bitches or whatever it is, you know, something stupid like that and the whole because we love to share. It’s, it’s only a great experience if we could tell the world and it’s only a bad experience if we can make everyone else miserable about it as well. Its time for Tonys take two. Thank you, Kate. How’s your endowment endowment? That savings account that your nonprofit has that you only spend the interest of each year and maybe sometimes you don’t even spend that much from year to year planned giving. Can help you either launch your endowment if you don’t have one or grow your endowment if it needs to be bigger. And I don’t know many nonprofits that think uh we have enough, our endowment is big enough. We don’t need any more and giving accelerator. I will help you in the accelerator to launch planned giving so that you can start your endowment or grow your endowment throughout the three months of the course, We go March to May done by Memorial Day. So there’s no impinging on your summer plans. We’ll spend an hour a week together on Zoom over those 12 weeks and I will guide you step by step. Had a launch Planned Giving at your nonprofit. I set those weekly meetings up as meetings in Zoom. So there’s lots of cross talk between the members. People are helping each other. There’s a lot of peer support. Uh Aside from the teaching that I’m doing uh each week, if thats of interest to you, please check out Planned Giving accelerator.com promoting the course in uh the rest of this month. And then it starts in early March. That is Tony’s take two Kate. It sounds like a very valuable course. We hope people join. Yes, we do. You’re right about that. We’ve got Buku but loads more time. Let’s go back to zombie loyalists with Peter Shankman. Peter. You have a uh golden rule of social media that a good number of customers like to share and people are gonna keep doing it. People will always share. Um, again, it goes back to the concept that if you create great stuff, people wanna share it because people like to be associated with good things. If you create bad stuff and by stuff, I can mean, I mean, anything from like a bad experience to bad content, people not only won’t share that, but we go out of their way to tell people how terrible you are. Um, you know, how many times have you seen companies fail horribly, uh, you know, after major disasters when companies are tweeting, um, you know, completely unrelated things. Uh, uh, after, after a random school shooting. Uh, no, it was after the, uh, the, the shooting at the, the theater in Aurora, Colorado at the Dark Knight. Um, the Nr A tweets, hey, shooters, what’s your plans for this weekend? You know, and I’m just sitting there going really, you know, but, and of course, the thing was, the thing was retweeted millions of times, you know, with a sort of shame on the NR A. So we, we’re a society like I said earlier that loves to share when, when great things happen to us, but loves to tell the world when we’re miserable because we’re only truly miserable when we make everyone else miserable around us. Um, it’s funny you mentioned, uh, um, the Generosity series, uh, the, one of my favorite stories which goes to sort of a uh a bigger picture of culture and um somehow when you’re just doing your job because that’s what you’re, you’re supposed to do your job. But you don’t realize there are ways to get around that. I, I listen to your podcast among others uh when I’m running through Central Park. Um and more like if you know, my body type, more like lumbering through Central Park. But I, I get there, I’m an iron man. I have, I have that and um so I go through Central Park and it’s super early in the morning because I usually have meetings and I don’t run fast. Um I run like, I really don’t run fast but, but as I’m running, but let’s give you the credit. You have done a bunch of iron man. I do, I do it. You know, my mother tells me that I just have very poor judgment in terms of what sports I should do. But um on the flip side, I’m also a skydiver, which is with my weight is awesome. I fall better than anyone. Um But uh so I’m running through Central Park last year. It was February, uh February 13 and 14. It was of this year. And um it was probably around 445 in the morning because I had a uh I had an 8 a.m. meeting and I had to do 10 miles. So 445 in the morning, I’m running at around 90 79th 80th street on the east side in the park. And a cop pulls me over and he says, what are you doing? And I look at him, you know, I’m wearing black spandex. I have a hat. It’s five degrees and I’m like, what, what playing checkers? You know what, you know, I’m like, I’m running and he, he’s like, ok, can you stop running? I’m like, ok, he’s like the park’s closed. I’m like, no, it’s not like I’m in it. Look around, there are other people. No park doesn’t open until 6 a.m. I’m like, he’s like, uh, do you have any idea on you? I’m like, no, I’m running. He goes, what’s your name? I’m like, seriously. He said, I’m writing you a summons. I’m like, you’re writing me a summons for exercising for I for ex, I just wanna clarify this. You’re writing music and sure enough, the guy wrote me a summons for exercising in Central Park before it opened. The, the charge was breaking the violating curfew. You know, I’m like, I get the concept of the curfew. It’s to keep people out after 2 a.m. It’s not to prevent them from going in early to exercise, to be healthy. I’m like, I’m not carrying, you know, a six pack. I’m not drinking a big gulp. I’m not smoking. I’m, I’m, you know, I’m, I’m doing something healthy and you’re writing me a summons for it. Um, and I said, you know, I’m gonna have a field day with this. I said iii I kinda have some followers. This is gonna be a lot of fun. I’m not, you know, I know you’re just doing your job, sir, even though you have the discretion not to. But ok, so I go back home, I take a picture of my ticket. I email it to a friend of mine of the New York Post, you know, front page, New York Post next day. No, running from this ticket, you know, front page, of course, that’s great. New York Times covered it. Uh Runners world covered it. I mean, I went everywhere, gawker covered it, you know, and, and my whole thing was, it’s just like, dude, you have discretion. Look at me, you know, I’m not, I’m not even going super fast for God’s sake. I’m just, I’m just trying to exercise here, you know, and of course I went to court and I, I beat it. But how much money did it cost the city for me to go to court? Fight this thing. You know, every employee you have to give your employees the power of discretion, the power of empathy to make their own decisions. If you go by the book, bad things will happen. And again, small shops so much easier to do flat line flat organizations. I, I work with a nonprofit um animal rescue, no profit. Um A friend of mine was a skydiver and uh shout him out. What’s the, I can’t, there’s a reason I can. But, but there’s a friend of mine was a skydiver and she was killed in a base jump several years ago. And her husband asked to donate in her memory to this nonprofit. So I sent him a check. And about three months later I get a coffee table book in the mail. And I was living by myself at the time I didn’t own a coffee table. It was, you know, more money to spend on my flat screen. And um I uh I remember I call, I, I look at this coffee table, I throw, I throw it in the corner, I look at it over the next couple of days. It pisses me off about how much, how much of my donation did it cost to print mail and produce this book to me. And so I, I called them up. Well, sir, we believe most of our donors are older and probably prefer to get a print version as opposed to like digital, you know, where they’d throw it away and like, you don’t throw digital away, but ok. Um I’m like, so, so you’ve asked your, you’ve done surveys and you’ve asked all, no, we just assume that most of them are older. I’m like, ok, so I opened my mouth wound up joining their board and I spent the next year interviewing uh customers interviewing every current and past donor about how they like to get their information and shock of shock, 94% said online. And so over the following year, we launched Facebook page, Twitter page, uh um uh Flickr account, uh youtube everything PS The following year for that donations went up 37% in one year. In that economy. It was right around 0809 donations went up 37% in one year and they saved over $500,000 in printing, mailing and reproduction. Imagine going to your boss, hey, boss, revenue is up 37% and we saved a half million dollars. Your boss is gonna buy you a really good beer. You know, all they had to do was listen to their audience be relevant to the audience you have and they will tell you what they want. We have tons of tools for segmentation. You gotta listen to what segment you wanna, people wanna be in. You know, someone, someone asked me the other day. So what, what’s the best? I, I knew nothing about their company. What’s the best uh social media I left for me to be on, should I be on Twitter or should I be on Facebook? I said, I’ll answer that question if you can answer this, this question, I’m gonna ask you is my favorite type of cheese Gouda or the number six. And they say, I don’t understand. That’s not a real question. I’m like, neither is yours. Like I can’t tell you where the best place to be your audience? Can I said, go ask your audience, believe me, they will tell you there’s a gas station in the Midwest. Come and go. Um, I, I just love the name Kum and go, come and go and you can read more about the, their tagline is always something extra. I mean, come on the jokes, just write them for god’s sake. But, um, and they don’t take themselves too seriously. I love that and knowing the name of the company gas station. And, um, you know, I, I like, I remember they were in Iowa and I went up to visit a friend in Iowa and I was like, you gotta get a photo of me in front of the come and go sign, you know, and, um, the beauty of this is that some of their employees actually look at their customers when they’re on their phones in the stores and go, oh, you know, what do you use Twitter more? Or Facebook? And they say, oh, I use that and they record that information and they know it. God customers will give you so much info if you just ask them because then they feel invested, they feel invested in your company. They feel like they, that you took the time to listen to their nonprofit request or their, their, their questions and they feel like they’re, I did it for Harrow every month. We’d have a one question. Harrow survey, you know, Harrow one question survey. And it was, we get like 1000 people respond and I’d spend the entire weekend emailing everyone who responded and thanking them personally, took my entire weekend. But it was great because what would wind up happening is that, you know, if we took their advice and launched it on Monday with the new thing? They go, oh my God. How did this for me? They took my advice. Well, yeah, it was your advice to 800 other people’s advice. But we took it and they’d be like, oh my God, it’s a good thing. And, and it just, it just made them so much more loyal and they’d tell hundreds and hundreds and hundreds of people we’d get, I mean, there were days my God, there were days I remember I was in temple one morning, the garment center synagogue and my phone, I feel my phone getting really hot in my pocket, which is not normal and I was starting to hurt and I look at it, I, it’s, it’s almost on fire. It had frozen because we were mentioned in Seth Godin’s morning blog. And at that time I was getting uh emails every time we get a new subscriber and the phone is actually frozen and was locked and, and was like overheating. I take out the battery and like reset the entire phone because we just got so many new, like 14,000 subscribers in like three hours. It’s obscene, it’s obscene. You say, excuse me, you say uh that customer service is the new advertising. Marketing. N pr It really is. Well, again, you know, if we’re moving into that world where, so imagine a lava lamp. And I love that. I can use this analogy. Imagine a lava lamp. A lava lamp has water, oil and a heat source, right? The heat source heats the oil, the oil flows through the water. It makes pretty colors. I’ve heard it looks really good when you’re high. Now, I’ve heard. Now, imagine if, oh, crystals. Imagine if you’re, uh, everyone you meet in your network. Ok. Is a drop of oil? The water is your network and the water is your world. Everyone you meet in your network. Uh, from, from the guy you’re sitting doing the radio interview with, to the guy who serves you ice cream with local deli to the guy who does your dry cleaning to your girlfriend, to your wife. To not at the same time to your kid’s second grade teacher, to your second grade teacher years ago. Everyone you meet is in your network. You know, right now when Facebook first started, I would see the same weight from a kid. I went to junior high school with, he, his post would have the same weight as like my current girlfriend. Which is ridiculous. I don’t need to know about everything. My friend from junior high school is doing. I haven’t talked to the kid in 15 years. Facebook’s gotten a lot smarter as has Google. Now, I see the people I communicate with the most. Ok. And if I, if I reach out and communicate with new people, they start rising in my feet in my stream. If I don’t they fall, it’s just like a lava lamp. Every person you connect with is a drop of oil. That heat source at the bottom that’s rising, raising or lowering. Those drops of oil is relevance. So if you imagine the heat source is relevance and the more I interact with someone, the more the higher they go in my network and the more I see of them, the more trust level there is when I’m at a bar and I meet someone or at a restaurant or conference, I meet someone. I don’t need to um connect them. I don’t need to go on Facebook and friend request them. You know how awkward friend requesting is when you stop and think that last time my friend requested someone in the real world was second grade. Will you be my friend? My daughter’s doing that now she goes, you know, she goes, it’s like the cat. Will you be my friend? I’m like, honey, the cat doesn’t wanna be your friend. But you know, it’s this awkward thing who the hell friend requests someone anymore. If I’m, if I’m hanging out with you at a bar and we connect again and we talk and we go out to dinner and we’re having a good time. We’re friends. I don’t need to first request that you, you know, so that’s going away. Friending following liking and fanning is all going away. What will interact is the actual connection. So, if I meet with you and I have a good time with you and we talk again if I use your business. If I go to your nonprofit, if I donate, if I volunteer, whatever the network knows that the more I do that, the more I interact with you, the more you have the right to market to me and the more you will be at the top of my stream and the more I will see information about you, the less I will have to uh uh search for you. But if you do something stupid or we’re no longer friends see you, you’re gonna fade. I don’t have to unfriend you. You just disappear. Unfriending is also awkward. I dated a woman. We broke up, but it was nine months after we broke up, either of us wanted to unfriend the other one because it was just awkward. So I, I woke up in front of me anyway. But you know, the concept of not having to, to do that of just, you know, OK, I haven’t talked to you in a while. I don’t see your posts anymore. It’s the real world. That’s how it should be, and if you’re not feeding zombie loyalists, they can start to defect. So I, I want to spend a little time on if you’re not talking to them, giving them what they want, talking about their information, helping them out, they will gladly go somewhere else to someone who is, you know, if I have a great experience with the restaurant, uh, every week for three years and then all of a sudden over time, I’m noticing less and less that restaurant’s doing less and less to uh take care of me, you know, and maybe management’s changed and I don’t feel that uh you know, I’m ripe for being infected by another company. I’m ripe for someone else to come and say, you know, Peter. Uh cause if I tweet something like, wow, I can’t believe I have to wait 40 minutes for a table. It didn’t used to be like that. If I, if someone else is a smart restaurant, they’re following me and they’re gonna be great. You know what, Peter? There’s no way, no way over here. Why don’t you come two blocks north and we’ll give you a free drink, you know. Oh, you know, and that right there, that’s the first sign of infection and I might become infected by, by another company, become a zombie loyalist for them. And so let’s, let’s take, you have a lot of good examples. Let’s take a one on one situation. How can we start to cure that. The simple act of realizing following your customer’s understanding when they’re not happy and fixing the situation before it escalates. Um you know, you can contain a small outbreak, a small outbreak, small viral outbreak. You can contain that by getting the right people finding out what the problem is, getting them into one room, fixing their problem, healing them. You have a good uh united story right back when it was Continental, I was uh a frequent flyer and booked a trip to Paris and uh I was very angry because they charged me like $400 in, in booking fees or something like that. I don’t remember what it was. And, uh, I called the CEO, I just, just for the hell of it. I’m like, I’m gonna, I’m gonna, I wrote, I wrote an email, this was before social and I wrote an email to the CEO and I’m like, this is ridiculous. I’m a frequent da da da da and like 30 minutes later my phone rings like, hello Peter Jman, please hold for Larry Kellner CEO of cotton lines. I’m like, oh crap. You know, and the guy gets on the phone, he’s like Peter, how you doing, Mr Jman? How are you doing? Sorry, listen, these fees, they’re new. Um, we sent them a note, I’m guessing you didn’t see it. We’re gonna waive them for you. But, uh, if you have any more problems, you know, feel free to call me and I hang up the phone for the next 40 minutes just sort of staring at it like, holy crap. Larry Kellner, the CEO of United Airlines just called me and, uh, talk to me and I mean, it was like, it was like God coming down and say you now have the power to levitate your cat. It was just ridiculous. And, um, so, you know, I have been faithful to Continental and now United ever since and, and they continue to treat me with respect and, and do great things and they’re, they’re improving. They, they were getting a lot of crap over the past several years and they really are starting to improve. It’s nice to see and not only, of course, your own loyalty but you’re a loyal guy. You’re a zombie loyalist for them. And how many times how, how much it’s unquantifiable. It’s un, I, I dragged so many friends to United. I’ve, I’ve made so many friends. Uh, I mean, my father, you know, uh, he only flies United now, which means he only drag, he drags my mom only on United. I only dragged my wife on United. There’s a lot of, a lot of work that way. Yeah, we gotta go away for a couple of minutes when we come back. Of course, Peter and I are gonna keep talking about his book comes out in January, zombie loyalists. You have some examples of zombie loyalist leaving en masse like Dominoes, Netflix. They’re both, they’re both in the book. So, so one leaving, if you don’t, if you’re not starting to cure one leaving and then that’s the thing, you know, the beat will be the internet with the hashtags and everything like that, you know, it doesn’t take a long time um for those things to sort of blow up in your face. And, uh, you know, at the end of the day, everyone say, oh, you know, Twitter’s responsible for, for us losing money. No, they’re not. You’re responsible for you losing money. You know, and, and if your product isn’t great and you, your actions don’t speak well of who you are, then there’s no reason your customers should stay with you, you know, and it was, oh, social media is really hurting us because no, you’re hurting yourself. The only difference is that social media makes it easier for the world to know about. They’re just telling the story. Dominos and Netflix are, are good examples because they, they bounced back. They took responsibility and they both owned the Dominoes came out and said, you know what? You’re right. Our pizza, we do have a problem. We’re gonna fix this and they spent millions fixing it. And sure enough, they’re back with a vengeance. Now, I’m, I may or may not even have ordered them every once in a while. And I live in New York City. That’s, that’s a, that’s a sacrilege. But, um, you know, I have the app on my phone for when I’m over, you know, traveling somewhere. I’ll be in shea, whatever. And, and you know, what are you gonna get at 1130 at night when your flight’s delayed and you land? It’s Domino. Um, which reminds me I should probably go exercise on the flip side, you know, something like Netflix. They, uh, they also were screwing up, you know, they were losing, they tried to switch between the two. They came up with a new name and it was like gross in public. And so, and again, you’re watching the same thing happen with Uber right now. So it’ll be really interesting to see if they were able to repair themselves. Listening is important. Both, both those, both, those two examples, they listen to their customers. I think there’s a problem with listening because everyone’s been saying, listen, listen, listen for months and years and years and years now. But, you know, no one ever says that you have to do more than just listen. You have to listen, actually follow up. It’s one thing to listen. You know, I, I use the example of my wife, I could sit there and listen to her for hours, you know, but if I don’t actually say anything back, she’s gonna smack me, you know, and go to the other room. And so you really have to, it’s a two way street, you know, listening is great, but you gotta respond and uh look, I’ll take it a step further. I was like, oh, Twitter’s so great because someone was complaining on Twitter and we went online and we, we saw the complaint and then we fix their problem and yeah, how about if the problem didn’t exist in the first place? You know, because the great thing about Twitter is that, yeah, people complain on Twitter. The bad thing about it is they’re complaining about on you’re on Twitter. So it’s like, what if the problem didn’t exist in the first place? What if, what if you empowered your front desk clerk to fix the problem so that I didn’t have to tweet. Uh Hertz is my favorite story of all this. Uh I used to rent from Hertz religiously. Um And then I went to uh Phoenix Sky Harbor Airport this past April and I gave it, I was giving a speech and I, I go and I, my name is supposed to be on the board, you know, so I can go right to my car and it wasn’t, it was ok. That happens. I got upstairs, I wait 40 minutes on the VIP line. Um After 40 minutes they finally say, you know, there’s a uh only one guy here, a lot of people might have a better chance if we go up to the regular line. Like, ok, you probably could have told us that a little earlier, go up to the regular line. Spend 45 minutes waiting in the regular line. It’s now been. Are you tweeting while this is happening? Well, I had, I was actually not only tweeting, I had enough time to create a meme that should give you some idea of how long I was online with my cell phone. I was enough time to have a meme. I get it to the counter. Hi, can I help you? Yeah. Um I, I was downstairs at the VIP desk and they told me that oh your VIP reservation you have to go downstairs like yeah. Ok, let’s let’s put a pin in that. Um they just sent me up here like uh right. They have to help you. Well, it’s not really, they, you guys are the same company. I mean I could see the reservation on the screen. You, you, you, you can help me. Sorry sir, I can’t help. You have to go to the VIP next. I’m like you just next to me. Ok. So if you know anything about Sky Harbor Airport in Phoenix, um all of the rental car company, they’re all in the same place. So I walked 50 feet. It’s a bus takes you to the big to the big pavilion where they’re all next to each. I walked 50 ft from the cesspool of filth and depravity that was hurt to the, the wonderful Zen Garden of tranquility. That was Avis. And in four minutes I had a nicer cheaper, more or a nicer less expensive car given to me, a woman named Phyllis who was 66 and moved to Phoenix from Detroit with her husband for his asthma. I knew this because she told me, um, she smiled at me. She brought her manager out and said, ah, it’s another refugee from, uh, Hertz. And I said, so this happens a lot. They’re like, yeah, I’m like, wow, you’d think they’d have done something about that. And so on the way out in Avis. Um I, I thank them, I walk past hers. I shoot them this, you know, sort of look at the look of the beast. I get my Avis car and I drive to my hotel. Once I get to my hotel, I write a wonderful blog post about my experience called Peter and Hertz and the terrible, horrible, no good, really bad customer experience. Once you have a kid, you find up rewriting titles about your blog posts that have to do with kids books. Um I do not like Hertz Sam. I am and things like that. And um I included in this blog post, the five things I’d rather do than ever. Uh ran from Herz again, I think number three was um was uh ride a razor blade bus through a lemon juice waterfall um with just, you know, and, and so, but, but of course, the next day Hertz reaches out to me. Oh Mr Jman, this is the head of North American customer service. That’s all you’re about. I’m like, they’re like, you know, we’d love to let Nick know like you, you’re not gonna fix the problem. Number one because I’m gonna Nas Car. I’m never going back to Hertz. Number two. There were five people yesterday, five people I interacted with all of whom had the chance to save me and keep me as a customer for life. A, a customer who had been so happy and I would have loved you. Five people blew it. So don’t waste your time trying to convert me back. You’re not going to what you wanna do is spend some of that energy, retraining your staff to have empathy and to give them the ability and the empowerment to fix my problem when it happens because five people it it takes every single employee to keep your company running, it takes one to kill it. Yeah. PS Avis reached out um to thank me personally and uh I am now just this ridiculously huge loyal fan of Avis and always will be you have a pretty touching story about uh when you worked in a yogurt shop, you were really young. Um We have a couple of minutes tell that, tell that good story. That was on the east side, which again is another reason why I live on the west side. Nothing good ever happens in Manhattan’s East side. So I was uh I was working and I can’t believe it’s yogurt, uh, which was a store that I think back in the eighties IC by. No, no. TCBY was the country’s best yoga. IC biy was a poor, I can’t believe it’s yo, I can’t believe it’s not yoga. I can’t believe it. Yogurt. It was a poor attempt to capitalize on. That was TCB. And I’m working at this store and, um, I go in every day and make the yogurt to clean the floors. I do. You know, it’s a typical high school job and, uh, it was during the summer and thousands of people walking by, I think it was like Second Avenue or something. And there were these brass poles that hung from, you know, it was the, the, the, there was an awning, right? That’s a, that there and there were the brass poles that held the awning up and they were dirty as hell. Right. I’m sure they’d never been polished ever. And I found some, I found some brass polish in the back like, oh, they buried in the back. And one afternoon I went outside and IP started polishing the poles. My logic was if the poles were shiny and people saw them, maybe they come into the store, maybe they’d wanna, you know, buy more nice clean place. And the manager came out. What the hell are you doing? I said, I told him what I thought, I don’t pay you to think, get inside. You know, I’m like, there’s no customers in there. I’m like, ok, I’ll, I’ll, I’ll make sure the yogurt’s still pumping it full blast. And I quit, I just quit that job. Like, I mean, I, I couldn’t even begin to understand why someone would invest, I mean, to own a franchise for 50 grand, to at least to buy that franchise. Why wouldn’t he invest in the two seconds? It took little elbow grease to make the poll clean That might bring in more customers. What the hell? You know, but you’re not paid to think. You’re not paid to think. My favorite line. Yeah. Um, I, I just, I, I encourage if any kids are listening to this teenagers. If you, if your boss says that to you quit, quit, I will hire, you just quit. It’s, it’s, it’s probably the worst thing in the world that you could possibly do because you have customers who you have customers who every day can be helped by people who are paid to think. And that’s the ones you wanna hire. We gotta wrap up. Tell me what you love about the work you do. I get paid to talk. I mean, my God, this is the same stuff. I used to get in trouble for in high school, but on a bigger picture, what I really love about it is being able to open someone’s eyes and have them come back to me. Um, I run a series of masterminds called Shank Minds Business. Masterminds. It’s shank minds.com. They’re day long seminars all around the country. And, uh I had someone come to me and say, you know, I took your advice about XYZ and I, I started listening a little more and I just got, uh, the largest, um, retainer client I’ve ever had in my life by a factor of four. And she goes, and I just can’t even thank you and I send me like a gorgeous bottle of tequila. She’s like, I can’t even thank you enough. Oh my God. Being able to help people, you know, at the end of the day, we’re, we’re, I, I have yet to find another planet suitable for life. I’m looking so we’re all in this together. And if that’s the case, you know, why wouldn’t we want to help people just a little bit more? You know, there really isn’t a need to be as douche as we are as a society. We could probably all be a little nicer to each other and you’d be surprised how that will help. The book is Zombie Loyalists. It’s published by Palgrave macmillan comes out in January. You’ll find Peter at shankman.com and on Twitter at Peter Shankman, Peter. Thank you so much. Pleasure is Amanda. Oh, thank you. Next week. That’s an open question. If you missed any part of this week’s show, I beseech you find it at Tony martignetti.com were sponsored by donor box, outdated donation forms blocking the supporter generosity donor box, fast, flexible and friendly fundraising forms for your nonprofit donor box.org. Our creative producer is Claire Meyerhoff. I’m your associate producer, Kate Martti. The show social media is by Susan Chavez, Mark Silverman is our web guy and this music is by Scott Stein. Thank you for that affirmation. Scotty be with us next week for nonprofit radio. Big nonprofit ideas for the other 95% go out and be great.

Nonprofit Radio for November 27, 2023: Donor Surveys & People-Powered Movements

Crystal Mahon & Christian RobillardDonor Surveys

You’ll make the most of the donors you have by discovering their potential through surveying. Crystal Mahon and Christian Robillard talk principles, best practices and goal setting. Crystal is with STARS Air Ambulance and Christian is at Beyond The Bake Sale.

 

 

 

 

Celina Stewart & Gloria Pan: People-Powered Movements

This team helps you build more effective and inclusive movements, by encouraging you to think about communications, power and privilege. They’re Celina Stewart from League of Women Voters U.S. and Gloria Pan with Moms Rising.

 

 

 

 

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And welcome to Tony Martignetti nonprofit radio. Big nonprofit ideas for the other 95%. I’m your aptly named host and the pod father of your favorite abdominal podcast. Oh, I am glad you’re with us. I’d suffer the effects of emphasis if you inflamed me with the idea that you missed this week’s show. Here’s our associate producer, Kate. What’s going on this week? Hey, Tony, we’ve got two convos from 2020 donor surveys. You’ll make the most of the donors you have by discovering their potential through surveying Crystal. Mahan and Christian Robillard talk principles, best practices and goal setting. Crystal is with stars air ambulance and Christian is at beyond the bake sale. Then people powered movements. This team helps you build more effective and inclusive movements by encouraging you to think about communications, power and privilege. There’s Selena Stewart from League of women voters, us and Gloria Pan with moms Rising. These both aired on August 7th 2020 on Tony’s Take two Happy Thanksgiving. Unbelievable were sponsored by donor box, outdated donation forms blocking your supporters, generosity. This giving season donor box, the fast flexible and friendly fundraising platform for nonprofits. Donor box.org here is donor surveys. Welcome to Tony Martignetti nonprofit radio coverage of 20 NTC 2020 nonprofit technology conference in 10 made the excruciating decision to cancel the nonprofit technology conference. But we are continuing virtually, you’ll get just as much value. Uh We don’t have to all be close to pick the brains of uh the expert speakers from uh from N 10. My guests now are Crystal Mahan and Christian Robillard Crystal is manager of annual giving at Stars Air Ambulance and Christian is founder and chief podcaster at Beyond the Bake Sale. Crystal Christian. Welcome. Welcome to nonprofit radio. Thanks, Tony. Thanks, Tony, great to be here. Uh It’s a pleasure to have both of you. Um You are both in uh in Canada uh Crystal. You are in uh Alberta and Christian. Remind me where you are. I’m in uh beautiful sunny Ottawa, Ontario, Ottawa, Ottawa, the capital, the nation’s capital. Not to be, not to be disputed with Toronto who uh likes to think they’re the capital. I know well, and many Americans think it’s either Montreal or Toronto. Yes. But uh Ottawa capital. All right. I’m glad to know that you’re both well and safe. Um And, and glad to have you both with us. Thanks. Um We’re talking about donor surveys. Your, your NTC topic is uh donor surveys, your untapped data, gold mine. Uh Crystal. Why are surveys? A data gold mine? Well, we had the fortune of launching a survey. We’ve never done one prior to 2016. And when we did it, we were amazed at what we found. So we learned a lot about our donors in terms of their communication preferences. We made money like easily made net on that. And on top of that, we actually ended up learning a lot about time giving prospects and turns out that there were a lot of donors that we had no idea, had named us in their will or were interested in naming us in their will. So there was a lot of revenue like hidden revenue that we were finally getting access to. So that’s sort of where that line is moving here. What’s what it’s referring to? Interesting. I’m, I’m looking forward to drilling into that more because I do plan to giving fundraising as a consultant. Uh And I’m sometimes asked by clients about doing surveys. Um So I’m interested in what you’re doing as well. Um And, and you’re getting uh gifts, you said you’ve made money back from them. So people do send you gifts of cash along with their surveys. Yes, like this year we did uh early because last year 2019, our Stars Ally survey made $300,000 and then that all all the new people that we found for plan giving, like we’re looking at billions of dollars coming into the door in the future for stars. So it’s yeah, to not do a survey just seems like a huge opportunity at this point. Yeah, my good. Did you say billions with a B no millions with an millions? OK. The audio is not perfect. So it almost sounded billions. So I wanted to be sure because I’m sure listeners have the same question. OK. Millions, millions are still very, very good. Um Christian, anything you want to add to about why these are uh such a gold mine for nonprofits? I mean, besides the fact that you’re using data, obviously to reinforce certain decisions and to highlight certain wealth elements, I would say in terms of your sponsorship potential, I know that a lot of organizations are looking more so into the corporate sponsorship, corporate engagement side of things. And I think with your, your donor surveys, you can really reveal a lot around where people are working their levels in terms of uh positions within a certain company or organization. And that can lead you down some interesting paths from a corporate sponsorship perspective. OK. OK. Um Your um your description of the, the, the workshop said that uh you make the most of the donors you already have and it sounds like you, you both obviously are, are are going there, is there anything you wanna add about sussing out the, the, the the value that’s in your uh that, that you don’t know you have among your current donors? Well, from our perspective, like it’s given us an opportunity to get to know our donors better in terms of what, what are they actually interested in learning about in our organization or why are they choosing to give? And it allows us to tailor our messages and just be a lot more personal with them and act like we really know them as opposed to them just being a number in our database. So it really give us an opportunity to really cultivate that relationship and just continue bringing them on board and continuing that relationship with them. Yeah. OK. Um Is, is most of your uh content in the, in the workshop around the best practices for, for surveys? Is that what we’re gonna be exploring? Mostly Christian, feel free to jump in. I would say that we were working a lot at best or best practices then also case studies. So people would have some tangible examples of how to actually launch one but to consider and what they would actually need to do once they go back to their nonprofit actually. Ok. All right. Well, let’s, um, let’s start with like, where, where do you get started? W who, who, who are the best people to send surveys to or, or what types of information are, are you finding or most uh re responded to or what types of questions are most responded to? How can you help us sort of frame uh uh an outline of what we, where to get started? Well, Christian and I talked a lot about building the proper scope of your survey. So, figuring out like, why exactly are you doing the survey? What are you trying to find out? And once you kind of, I guess tailor down exactly what you’re trying to learn or what you’re trying to achieve that can sort of help you figure out who you need to actually reach out to and what demographic or audience you need to build that sort for. Ok. So like starting with your goals, what’s the, what’s the, what’s the purpose of the darn thing? Yes. OK. OK. Um Christian, you wanna, you wanna jump in around, you know, starting to get this process started? Yeah, absolutely. And I, I think uh as crystal and I were kind of building this piece out whether you’re talking about uh more of a philanthropic focus for your survey or whether you’re talking about more of a corporate kind of sponsorship, focus of it. You ultimately want to ask yourself a number of different questions before you can get going things around. What you ultimately want to know about your donor base or about this particular audience population that you’re ultimately looking for. More information on. Why are you doing this in the first place? Is, is this more responsive, isn’t it more of a proactive type survey to uh explore new avenues? What do you ultimately need to know? I think that’s an important element to focus on is not asking everything but asking the right. Things who do you need to ask? So who is the actual population that you’re targeting at the end of the day? Uh What would you do with the information? So don’t just collect information for, for information sake, not that, that’s not important, but what’s the actual actionable pieces for that? And how are you going to protect that information? I think with the today’s sensitivities around, around data privacy, it’s really important for, for charities and nonprofits to steward that data as they would, any type of gift that they ultimately get. Yeah, in terms of the data stewardship that, that might constrain what you ask as well because now you have um uh conceivably a higher level of security that you need to maintain. Absolutely Tony and even just in terms of sensitivities of, of phrasing certain questions, I think it’s important for you to think about how you phrase certain things and how intimate you’re ultimately getting. And if you do get that intimate, like you said, how do you protect that data? But also what’s the purpose for collecting that particular piece of data aside from, well, it might be a nice to have someday instead of this actually contributes towards our, our bottom line. Now you’re doing uh surveys around corporate sponsorship. Uh Right. That’s, that’s the example you mentioned. So you’re, you’re getting to know where people work so that you might use that information for potential sponsorships. Yeah, I mean, when you look at sponsorship. Ultimately, it’s, it’s very much a business transaction. If you look at how Forbes just uh defines sponsorship, it’s very much the cash and in kind fee paid to a property, a property being, whether it’s a charitable run or some type of adventure or conference in this case, um in return for access to the exploitable commercial potential associated with that property. So you think of any other type of exploitable commercial potential, which is the most buzzwordy definition you possibly could. If you think of any type of advertising medium, whether it’s TV, radio print, you wanna know ultimately who’s in your audience. And one of the best and most effective ways to do that is to conduct some type of survey to really tease out who are some of your very specific or niche audiences in Canada, we say niche. So it’s a bit of a cringe for uh for us up here in the north. But uh having a survey to really tease out who are, who’s in your audience and some of the more behavioral psychographic uh demographic features of that audience are particularly important to, to have to really make a compelling case to, to corporations looking to use sponsorship with your organization. OK. Um What format are you using? Christian Crystal? I’m gonna ask you the same thing shortly. What, how are these offered to people? Yeah. So we, so in the experience that I’ve had, we usually use a survey monkey survey of some kind that allows for a lot of cross tab analysis to be able to say that people who are in between the ages of 18 and 29 have this particular set of income. They have these particular purchase patterns, they care about your cause to nth degree they um are engaged with your cause or with your property and whether it’s through social media or through certain print advertisements or whatever that might be. And we usually collect around 30 plus data points on all of those uh on all of those elements ranging from, again, the behavioral to the demographic, to psychographic to some very pointed specific questions around the relationship between your cause and the affinity um for a certain corporation based on that uh based on not caring for that cause. Yeah. Uh So you said collecting around 30 data points? Does that, does that mean a survey would have that many questions? Absolutely. Oh OK. Now I’ve heard from guests in the past may have even been NTC guests, not this year, but the, you know, the optimal number of questions for a survey is like five or six or so and people bail out uh beyond that point. Yeah. And, and usually before I had actually sent out a survey of that magnitude, I would agree with you, Tony and I would agree with most, I think the, the important differentiators one is that you frame it as it’s very much for improving the relationships and the ability for the, the cause properties, whether that’s your, run your gala, whatever that might be to raise money. And usually the audience that you’re sending that to is very receptive to that. I think you want to frame it also, as you’re only collecting the most important of information. And uh you’re also looking at uh again, like you’re incentivizing it in some way, shape or form. So usually when you tailor it with some type of incentive, be it a $50 gift card opportunity to win something like that, usually people are a lot more are a lot more receptive. And in the time that we’ve done surveys, whether it’s in my, my past days consulting in the space or now doing a lot of work with charities and nonprofits, we’ve sent it to tens of thousands of respondents and you get a pretty, a pretty strong response rate and a really nominal if negligible amount of an unsubscribed rate. So people are not unsubscribing from getting those questions. And in fact, they’re answering a lot of them and an important element as well as making them optional. So not forcing people to have to fill out certain pieces but giving them the freedom to answer whichever questions they feel compelled to. But when you’re doing it for the cause people are pretty, are pretty compelled to respond to those types of questions. Crystal, how about you? What what format are your, your uh surveys offered in? We do both offline and online. So our donor base tends to be a little bit older. So for us, the physical mailing is absolutely mandatory because, because a lot of our donors respond that way. Um But we do also produce an online version for, I guess other parts of our donor base that are in a di different demographic or just based on that person’s preference, just giving them that opportunity. Um But what we did find is that in terms of our offline responses, we had a lower response rate in terms of responses to the survey. But exponentially more donations coming through offline as opposed to online. And then for online responses of the online survey, we had a lot more responses to the online survey but far fewer donations. So we found that there was an inverse relationship there. And I thought that was very interesting. It’s time for a break. Are you looking to maximize your fundraising efforts and impact this giving season? Donor Box. Online donation platform is designed to help you reach your fundraising goals from customizable donation forms to far-reaching easy share, crowd funding and peer to peer options. Plus seamless in person giving with donor box like kiosk. Donor box makes giving simple and fast for your donors and move the needle on your mission. Visit Donor box.org and let donor box help you help others. Now, back to donor surveys. Do you uh subscribe to the same uh opinion about the, the length that there can be up to 30 questions in a, in a survey. As Christian was saying, we personally haven’t practiced that. We usually keep ours between five and 10 questions and sometimes we even tailor it. If we know that somebody is interested in a particular program, we might take out a certain question put in something else related specifically to them. So there is some variability in the surveys, but generally we keep them quite short. But I do agree with Christian for sure in terms of really framing the purpose of the survey. And each of the questions around this is the whole purpose of this is to build our relationship with them and to better serve them and to get to know them better. And I think that really makes a huge difference and then we also do the incentivizing approach as well. So I think that also inspires people to uh I was just gonna ask about incentivizing, OK. Something similar like a, a drawing for a gift card, something like that. Yeah, we get a Stars Prize pack because we wanted to do something that would be specific. They couldn’t get something that they could elsewhere. So, yeah, we, we have started merchandise. So that’s one of our OK. Um I’m gonna thank Christian for not having a good uh a good video uh appearance because this video I’ve done 10 of these today and they’re all gonna be, all the videos are gonna be preserved except this one because Christian um has a very extreme background. It’s really just like a silhouette, a head with headphones is really about all I can see. But um I’m grateful because my background just fell. I have a little Tony, I have a Tony Martignetti if you watch all of these videos, which are gonna be available. Uh There’s a Tony Martignetti nonprofit Radio, um sort of easel, you know, um CEO core, you know, sign and uh it was behind me. Uh It was, and it just fell while uh Crystal was talking. So thank you. Uh Christian. I was just so surprised that you could ask 30 questions on a survey and get some type of uh degree of response. So it, it, it shook my house that I’m 30 data points. What madness is this? I’m so aghast at it. Yes. And then also the fact that the two of you disagree. Um All right. So, but I’m shouting, calling myself out as uh having a, a flimsy background but it lasted through, it lasted through like seven hours of this. I love it. I also say that we don’t necessarily disagree, but I think different surveys serve their different purposes. So I agree with Crystal that in, in that particular case, you only need to send one that has 5 to 10 questions. Whereas in this case, you’re probably sending it to, in, in a sponsorship case, you’re probably sending it to a larger population of people and you only need a certain amount of people to fill it out. So, um, Crystal, I had asked you and you probably answered, but I got distracted by my collapsing background. Uh What, what kinds of incentives do you offer? Uh, we offer Stars price pack. So it’s Stars merchandise. So we wanted to offer something a little bit different other than like a gift card that they could get through any other. Yeah, so that’s all right. Um a different angle for us. Yeah. Personalized to Stars. Ok. Got you. Ok. Um Now was yours specifically uh uh a planned giving survey or did you just have a couple of planned giving questions? And that’s where you discovered this data, gold mine of future gifts and all the wills that you found out that you’re in. It was not, it was not specific to plan giving. So it was more just a general survey. And then we did have a question about plan giving and then we were stunned by the response that we saw in subsequent years. We kept asking that and right now we’re sort of in the middle of doing a whole plan giving strategy and trying to really build that out now that we know that there is this whole core of people that are interested in this and that our donors are open to it. So it’s really opened up a lot of opportunities for us as an organization of all. Yeah. Interesting. Ok. All right. So, you, you learned from the first time this is, you’re in a lot more states than you had any idea. Yeah. Um, le let’s, let’s talk about some more, uh, good practices for surveys. Uh, Crystal. Is there something you can, one or two things you wanna recommend and then we’ll come to go back to Christian. Yeah. One of my major things is that if you’re gonna ask a question, you have to know what you’re gonna do with that data after the fact, like a pet people sign is where people just ask a question to ask a question for whatever reason, but then they don’t action anything out of it. Like to me, it’s very important that if our donors are going to spend the time to actually read through your survey and take the time to respond or mail it in or submit it online that we actually to do something with that information. So whether that’s tailoring future messaging or changing their communication preferences or whatever it is that they’re asking us to do or telling us, I think that’s so important is that you have to have a follow up plan in terms of once these responses come back in, what are we gonna do with them? Who is gonna take action? How are we gonna resource this? How are we going to use this information, I think of um date of birth as, as a good example of that, like if you’re gonna, if you’re gonna develop a plan to um congratulate someone for their birth on their birthday each year, then that can be a valuable data point. Um But if you just, you know, if you’re just asking because you, you know, you don’t have a purpose, you’re just interested in what their age is for some vague reason, then, then there’s no, there’s no value in asking. And if, if it’s just a follow up, if it’s just to know their, you know, when you want to send a card, maybe you don’t need the year, maybe you just need the day in the month. Um But if there’s value to your database for knowing their age and then you would ask the year. Exactly. So it helps you filter down there. What do we need to know? And why are we asking these question? What is the purpose, Kristen? You have a uh uh best practice you want to share. Yeah, I would say consider the not just the population size that you’re not just the population that you’re serving, but also the, the representative makeup. So if you know that your database is predominantly on more of the, the senior side of things, but you’re getting a disproportionate amount of, of more uh individuals who are on the younger side of things in terms of respondents that’s something important that you have to take into account. So the make up of the actual population is um is more important than I would argue than the amount of responses. You can get a crazy amount of responses. But if it doesn’t represent the population that you’re serving and that who make up your donors, it’s, it’s not gonna be valuable data to you. I remember one time we had uh an instance for an organization wanted to uh want to do a survey for sponsorship purposes and in other cases, it’s been for more donor specific like, oh, we’ll just put a note on Facebook or Twitter or something like that. It’s not necessarily your population, it’s not necessarily the group that you’re looking that you’re actively engaged with. Um in a fundraising perspective, you get information to the otherwise and then obviously reflect on that and use that. But um be really clear about the, the breakdown that you need to have in order to make the, the information actually representative of the rest of your database. Um What, what kinds of response rates like? What’s, what’s a decent response rate to a, to a, to a survey? I uh I think it depends what type of server you’re sending. I will, I’ll let Crystal speak to this more, but I’d say if it’s philanthropic, it can vary on the sponsorship side of things you’re looking for. Um a response rate that coincides with a 95% confidence interval with a 5% margin of error. That’s good market data to calculate that. There’s a bunch of big cal complicated formulas that we probably have all repressed from our time. In uh in statistics in uh in university, there’s a, a company called Surveymonkey that actually has a calculator for it. So if you go to the Surveymonkey website, you can actually um just plug in a what the sample size or what the actual size of the, the database you’re sending it to and you can plug in what confidence integral that you want and then what margin of error that you’d like and it’ll pump out a number of a minimum that you need to have. I would say that’s a good starting point. But again, as I talked about before, make sure you have the representative breakup breakdown of uh of who’s actually within your audience reflected in the survey results. And don’t have it disproportionately skewed towards a particular demographic that might be just more inclined to uh to respond to surveys. OK? OK. Um Crystal, anything you wanna add about uh the, the, the confidence it’s, it’s different. But, but yeah, but yeah, that I I withdraw that, that doesn’t make sense for you because you’re doing individual philanthropic surveys. So each response you get is valuable. You find out that someone is interested in plan giving already, has you in their will. That one response has, has great value yes, the purpose of our survey is a little bit different. So we don’t worry so much about that, but I completely agree that the Christian in terms of actually needing to calculate that and being mindful of who you are actually reaching out to with this survey to make sure that the representative of the, that you’re trying to question your survey. What what, what kind of response rate do you shoot for though Crystal? Cause still, you know, these, these things take time and you’re doing some of them are offline. So there’s postage and printing, et cetera. What kind of response rate do you consider good for, for an effort like that in terms of a financial response rate? So what I would clarify that for us, our response to the survey doesn’t necessarily mean a gift and a gift to the survey doesn’t necessarily mean that they responded to the survey. So in terms of number of gifts, we usually aim for between six and 10%. Um But in terms of actual response to the survey, we’ve seen as low as 2% but then as high as 7% depending on the year of the channel. Um So either way, like we have, we’re quite lucky, we have quite a large database. So any of these hands could be 50,000 people or more. So even 2% it is a pretty decent sample and gives us a lot of work to do and a lot of information to build off of? Ok. Ok. Um, for your online surveys, Crystal, are you using surveymonkey also? Did you say I’ve used a couple? We used Surveymonkey last year. Um, it is very user friendly. What I would caution people on is to always read the fine print about whatever price package they’re signed up for because like we discussed for our surveys a lot, a big focus is the financial return on it. So we needed to pick a price plan that involve being able to redirect right from the survey monkey page to our donation form. So you have to be really mindful of things like that. So in some of the basic packages, they don’t allow you to redirect to the donation form and that if you can’t do that, that will really negatively impact your financial return of the number of donations you’re going to see in? Ok. Is there another online tool that you like? Also I used a platform called Response, I believe they’re based out of Sweden or somewhere in Europe. And they were very good to be honest. So and there are some limitations as well with them in terms of what the different packages offer. But right now we’re using Surveymonkey and that’s what we’re sending out our like, for example, like even surveys, we’re sending out the survey Monkey or any of our ST based ones. So that’s what we’re using actively. OK. How about you Christian. Is there another one besides Survey Monkey that, uh, you could recommend? I, I think it just depends on what you’re, you’re looking for Tony. So, if you’re looking for a lot of, let’s say more Q answers, I’d say even a Google form would, would be more than, would be more than acceptable. It really just depends on what functionality you want to get out of. I use Surveymonkey pretty religiously just because it’s like Crystal said, it’s very user friendly. It has the functionality that I need and it’s real and it’s relatively um reasonable in terms of, in terms of price point for what you get. Um It’s also going to depend and it’s up to you to do due diligence on what types of functionality you need. Do you need to integrate with your database versus other software? Do you need certain functionality? Do you actually know how to use a lot of those things? Is there going to be support? And again, like what, what are they going to do with your data? Like do they have access to your data, whether it’s metadata or otherwise? Are there other rules or jurisdictions you have to consider with that, that data privacy? So I use Survey Monkey. But lots of considerations to make. Ok. Ok. Thank you. And um so Christian, why don’t you uh why don’t you lead us out with some uh take us out with uh some I guess motivation, closing thoughts what would you like to end with? Absolutely. I would say from a sponsor perspective, whether you’re a large organization or small organization, the, the riches are in the niches. So to do good sponsorship, it requires good data and it requires those 30 plus data points. But whether you’re a big group or a small group, you can compete at the, the same scale, especially um with the amount of money that’s being spent on cost sponsorship over $2 billion worldwide, which is no small amount of money that’s that you can get access to whether you’re $100,000 a year org or a million dollars plus requires good data. So make sure you’re collecting good data. Make sure you’re clear on uh what you want to use your information for and uh yeah, just be, be diligent in uh in making sure that the, that the data is actually protected. Ok. Um I was, I was, I was gonna let Christian end but since the two of you have such divergent purposes, which is fabulous for, uh it’s great for a discussion, uh, divergent purposes around your surveys. Crystal, why don’t you take us out uh on the, on the philanthropic, the individual donor side? Yeah, absolutely. So, like we were discussing, don’t be afraid to fundraise. Like, just because it’s a survey doesn’t mean that you can’t make money off of it. Your people are supporting you enough that they’re willing to fill out a survey and respond to you, they may be willing to donate as well. And then on top of that, like I said, you, you have to know why you’re asking these questions and what you’re gonna do with that information after. It’s really important in terms of respecting your donors time and the fact that they’re giving you this information, you need to be able to use it and sort properly and safely. And then lastly, I just say, please, please, please test your survey before you actually send it out, send it out to other departments or other people that are not in the midst of building the survey so that you can find out that you phrase things appropriately. You’re actually learning what you want to or the functionality is appropriate. I think that’s just so important because you only have one chance of sending it out. So just make sure that it works appropriately. Ok. Thank you very much. That’s Crystal Mahan Manager of Annual Giving at Stars Air Ambulance. And with her is Christian Robillard founder and chief podcaster at Beyond the Bake Sale Crystals in Alberta. And uh I’m sorry, Crystal, did I just say crystal? Yeah, I know crystal. Say crystal. Crystal. Crystal. Crystal. I know is in Alberta. We don’t make it easy on you, Tony and I, I got through 25 minutes so well. And then it’s a lackluster host. I’m sorry. It’s uh this is who you’re stuck with the Christians in the capital city of Ottawa. Thank you so much, Christian Crystal. Thank you very much. Thanks Tony. It’s time for Tony’s take two. Thank you, Kate. Happy Thanksgiving. A week late. Can you believe that your lackluster host forgot that last week’s show should have included Happy Thanksgiving. We were doing the show the week before and it never occurred to me and I would say parenthetically it did not occur to our associate producer either. That’s the end of that parenthetical. I’ve always wanted to have an intern so I could have somebody to blame. You’ve heard me say it. Give me an intern, I need somebody to blame but just leave it right there. I have to wish you happy Thanksgiving a week late. I hope you enjoyed past tense. Hope you enjoyed your Thanksgiving last week. That’s the best I can do on Tony’s take two. There’s a nice little, uh, whimsical little rhyme. That is Tony’s take two, Kate. Well, um, thank you for putting it on me. But, uh we all know that it was your mistake and it’s ok. We forgive you. Um Tony for forgetting Thanksgiving. Yeah. All right. I’m not sure that, uh, you’re quite gonna get away with that. It wasn’t on you. I, I put it in parentheses in parent. Oh, I, I need an intern so I can blame them on everything. Yeah. Well, you’re not an intern. You’re the associate producer. I put you in parenthesis. I put the I put the blame statement in parentheses. I thought that would be good. Alright, let’s go. Well, we’ve got Buku but loads more time here is people powered movements. My guests now are Selina Stewart and Gloria Pan Selena is senior director of advocacy and litigation at League of Women Voters us. And Gloria is Vice president for member engagement at Moms Rising, Selena Gloria. Welcome. Hello, I’m glad we were able to put this together virtually. It’s good to see both of you. Um And I’m glad to know that you’re each well and safe and in uh either DC or just outside DC. Selina, you’re in DC and Gloria. Where are you outside Washington, Gloria? I am actually near Dulles Airport. So, you know, some people commute from here but because um mom’s rising is a virtual organization. I don’t. And so when people ask me for lunch, I’m always like, ok, it takes a little bit more planning. I have to bend my mind about it. I have to get my body into D CDC. OK. Um Your uh your NTC topic is a revolution is coming top tactics to build people powered movements. Um Selena, would you get us started with this? What, what was the need for the session? Well, I think um I think one of the things is right now it’s all about people power. You know, there’s everything is so politicized right now and I think that there is often a conversation about how people are involved in what, what government actually represents or what the government is representing. So I think that that’s really, really important. Um We also saw like in 2018 more voter turnout mo more voters turning out to vote and things like that. So I think that that also is as part of that people conversation, like what is compelling people to participate even more or at a greater extent than their democracy. But all of these things kind of work together to figure out, not only do we have people engaged now, but what is important? What does community as more people become engaged? Um How does, how does our definition of our community and communities in general change as more people are included and participate in all of those things? So I think that we’re at a very um interesting and crucial moment in time and so people powered and, and people involve movement. It’s, it’s, I think it’s always happened but it’s just a, a coin phrase. I think that’s especially prevalent right now. OK. Um Gloria E even though participation is, is uh is very high, we’re also largely polarized. So how do we overcome the opposite ends of the spectrum to try to bri bring people together and, and, and organize? Are you talking about everyone or are you talking about voters? Uh I’m, well, I’m talking about the country. Uh I don’t know, I don’t know whether I don’t know whether people are voting. Um But I’m talking about our political polarization. I don’t know if they’re necessarily voting. Uh I, they actually talk about voting so I probably threw it off a little bit, Gloria, they act like I’m asking for clarification only because like some of the most talented and I think unifying um politicians in recent memory, for example, Barack Obama did not succeed in unifying all of us, right? So there are some segments of our um citizenry that will just not do it, we will not be able to come together with them. But I think that for um people who really do want the best for our country and who are open minded enough to um want to hear from other people who have different um you know, slightly different ways of looking at the world. It is possible to do it. And um that goes back to what Selena was saying about people powered movements. Um I think that one of the reasons why that’s become more and more of a catchphrase is that um you know, we are in an era of information overload, we are in an era of polarization and um not believing everything that we’re seeing on the internet and in the news. And so being able to actually really connect with people on the ground in person over the phone, but directly and not going through the filter of social media or news movements is, it’s increasingly important and that will be um one of the main channels for us to unify as many people as possible. So, we’re, we’re, we’re talking about uh creating these both online and offline, right? Um Or uh people powered pe people centered movements. Um How Gloria, how do we want nonprofits to think about uh or what do we need to think about in terms of doing this, organizing uh creating these, these movements. Um First of all, it’s about um inclusivity. OK. So um at least from where we sit, um mom’s rising and me speaking on behalf of mom’s rising right now, um We want to make sure that whatever we do and if its the most people and harms no one at all, if possible. Um So that’s one part of it, how we speak, how we communicate to make sure that what we’re speaking and how we communicate does not reinforce that stereotypes that creates divisions. OK. That’s one way. Um Another way, not way, but another thing to consider are also the tools that we’re using. Um Are we using, you know, people are on, on different kinds of communication tools, some people um only do Facebook, other people only do um email. Um And there are also like text messaging. There are all of these new com communication schools tools coming on and being on top of the different tools is super important because we need to meet people where they are um those are just a couple of thoughts. Ok. Um So we, so Selena, so we’re talking about diversity equity inclusion. Um Let, let’s drill down into a little of the like, what do we, what do we need to do around our communications? That is more equitable and non harming. So I think that’s an important question and that’s definitely something that has been centered um in the league’s work over the last I would say five years, but more intentionally over the last two, I’m sorry, I’m sorry, whose work the league? I’m sorry, I always refer to the league, women voters, women, voters, us. OK. The leagues were at the league. Sorry, folks. The that the full title is just too long for me to keep saying. So I just referred to it as I got you now. All right. So de I is, is very, very important. Um for us, you know, our organization has historically been older white women. We’ve al always had members of color, but I don’t know that they were always at the forefront. So for us, our work is really centered in two questions and in everything that we’re doing, who’s at the table and who should be at the table, who’s missing. So I think starting all of our conversation and the efforts that we’re doing with those two questions allows us to center our work in diversity, equity inclusion and also use our power as um people who have had access to legislators, stakeholders, etcetera. How do we use our power in a, in a way that allows access and inclusivity for more people. So I think that that is really important and something that D I diversity equity inclusion work is hard. Let me just say it’s not easy, you know, it, it gets very uncomfortable. A lot of times when you’re talking about privileged patriarchy and all of the, we have to talk about as it relates to D I. But it’s so important to get comfortable and being uncomfortable and having these conversations is the only way I think that we can start to build a bridge towards unifying. Um because at the end of the day, we may be politically, but at the end of the day, we all share many of the very same values which is historically united this country. Like right now, we’re in the midst of the Coronavirus. The Coronavirus doesn’t care whether you’re a Republican Democrat, black, white female male. It does, it doesn’t matter. Um At the end of the day, we all have to make sure that we’re doing what we can to be safe as individuals, but also our actions greatly impact the people around us. So it’s more of a, it’s more of a community mindset that’s required in order to tap this down. So I know that that’s like a little offset offshoot from what we’re talking about. But I think it all plays together in some way, shape or form? Ok. Um Gloria, how about, how about uh for mom’s rising? I mean, how do you ensure that your communications are equitable and, and non harmful? Um Well, mom’s rising um has very intentionally built an organization that tries to bring different voices to the table. We are intersectional and we are multi issue. And so from our staff, um we’re very diverse in many, many different ways And from the way that we um choose which issues to work on, we also take into consideration um which communities are being impacted. Um And um how we communicate about those and then the way that we um campaign is that our, our campaigns are always overlap. And so there are different people within the organization as well as the partner, policy partners from different issue areas. They help us um vet our issues and in the way that we communicate with them to make sure that, you know, there are um we’re not communicating in a way that, that, that um excludes communities reinforces that stereotypes. Um and raises red flags makes, make, make people feel bad in ways that we don’t understand because of where we individuals as campaigners know. So everything we do is very thoroughly vetted through many different filters. OK. So vetting. Yeah. So please, yeah, Selena, I totally agree with um what Gloria said and I think that’s really important because the league is also multi issue and and kind of has that you have to compete when you have multiple issues, you sometimes have to think a little differently about how you present yourself on each issue in order to not negatively impact the whole set of what you’re trying to accomplish. And so for us in the communication space, um expressly is thinking about whether it’s appropriate, who’s the appropriate messenger when we’re communicating. So, is it appropriate for the league to be a leader in this space or do we need to take a step back and be a supporter? Um So I think that’s one of the things that’s very important for us, communication wise is we’re figuring out what is, what space are we gonna take up in the communication space and how we’re going to communicate this issue? And then the other piece is who’s talking, who is the person that we’re putting in front to actually speak about a particular issue? And is, is that the right person? And are they speaking from the, the lens that’s most appropriate for that particular issue that’s gonna be impacted most as a result of what you’re saying you’re doing? So I think that’s very important. What Gloria lifted up. How do you manage the, the conflicting issues? If, if you know, I, I guess it, I guess there are issues where you have a large constituency on one side of one issue, but something else may seem contrary to that to that large constituency, a different issue that you’re taking a stand on is that, is, that is my understanding, right? When you say, you know, potential issue conflict. Um Yeah, well, when you have a hun 500,000 members and supporters and you’re in every congressional district, everybody’s not gonna agree on, on how to approach an issue. But I think what grounds the league is our mission, our mission is to empower voters and defend democracy, empower people to defend democracy. So I think as long as you stay rooted in what your mission values um statement is, then you can find some reconciliation across, you know, the most seemingly divergent issues. OK. Climate climate change, I think would probably be a good example. I was, I was gonna add, OK, that um just to step back a little bit, the one thing that I am super, super proud of um is that um at least for progressives, I think that we’re actually pretty consistent and about our agreement on issues, we may have um different levels of intensity in what we agree with. But I think that there are very few conflicts. We may not agree on how to get somewhere, but we all agree on where we want to go. OK. So in that way, I, I rather feel at least from um mom’s rising standpoint, we rarely get, I can’t even think of a single instance where we have conflicts because we are not agreeing with each other or with policy partners on the most important thing where we’re heading. Uh So I think that’s a difference because our, the league is, is not um left or right leaning. We’re kind of, we have members who are both conservative and liberal have some of that conflict more in that. But I think you’re absolutely right. Do we all want the same things and a, a healthier, more vibrant democracy? Absolutely. So you have to find some common ground in that space, but we definitely have members who are, who want to handle things one way versus the other. We have to find common ground. Yeah, that, that’s the challenge I was trying to get at. Yeah. OK. It helps. At least it helps me to think of an example like climate change, you know, some, there are some people who don’t even believe that it’s, it’s human impacted and there are others who think we’re decades behind and in, in our inaction to, to uh reverse the effects of human induced climate change. So, um yeah. Uh it’s uh that’s, that’s quite a challenge really, Selena. Um OK. Well, where else, where else should we go with these people? Powered movement ideas? You, you, you, you two spend a lot more time studying this than I do. Uh So what, what else should we be talking about? That? We haven’t yet. I would actually love to hear from Selena how the league is dealing with um doing your work remotely. I know you guys are already virtual. This is like no, no sweat for you guys, right? Well, you know, I mean, we, we do have, you know, our plans range from virtual all the way down to the grassroots, right? And I think um especially for organizations like your Selena, we share the um the, the, the common goal this year of, of voter engagement. I am very sorry. What’s real life like I do it like if I open the door family, my kids might come in. I’m gonna let her out. I’m very sorry. All right. So, you know, um in terms of remote working, but yeah, but how it relates to this topic of people power. Yeah. So I think that’s really, really important and we’re definitely, so it’s, it’s one thing to convert to um teleworking, right? That’s one thing. But when your work is so much advocacy um and especially the leaders on the ground who are doing voter registration, which requires you to be on the ground talking to people, you know, that has shifted our work. So, one of the examples that we have is we have our People Powered Fair Maps campaign, which is basically um trying to get redistricting reform for across the country in a positive way that we don’t have another situation like we had in North Carolina where you’re from Tony and also in Maryland. So we wanna, we wanna make sure that you know, people are represented appropriately, but a lot of the states that we’re working in, they have signature collection campaigns going on right now. So how do you do signature collection when you can’t actually be within three or 6 ft of people? So now many of our um leagues are converting to digital signatures and going through their legislator to make those adjustments so that they can still collect signatures and meet that need, et cetera. Our lab, we have a lobby corps which is 21 volunteers that goes to the hill every month. Obviously, with the hill being uh also teleworking, it created what we thought might be a barrier. But now our lobbies are doing virtual coffee meetings on Zoom just like this and having those conversations with uh legislators, legislative staff and all of those things. So I think that the Coronavirus has forced us to do our work in a different way, but it’s also been great to innovate and be creative and do the work that people love just in a different way. So we, it’s not perfect. I don’t even wanna make you think that this is perfect because it’s definitely not. But I think that uh there’s a lot of positive energy about doing our work and finding ways to do our work in different ways which OK, thinking creatively, you know, II I for our, for our listeners and I don’t, I don’t want to focus just on moms rising and league of women voters us. Uh I want them to recognize how, what we’re talking about can be applied by them. Are they, are they what they need to go back to their CEO S or whatever vice presidents, whoever and what, what kind of like discussion items they need to be putting forward that the organization is not now thinking about uh in terms of, you know, again, people power say a revolution is coming. Um You know, how, how, how can our listeners help create it? I think just becoming involved, like when you’re talking about people powered anything, it’s really about base building. And for me, the goals of base base building are always to, to grow a base of volunteers who have a shared value of some sort. And you’re coming together in order to, to make some progressive movement on that. It’s also about leadership development, um communities and constituency who turn out who are players in, in this issue or what have you and then putting issues to the forefront. So I think that wherever you, what do you value, what’s important to you? Um It could be as simple as, hey, there’s a pothole in my street that hasn’t been fixed in the last year. Can we come together as a community and really talk with our local election officials about making sure our streets are in a position that’s not gonna wreck our cars or um have someone get endangered in some way. So I think it comes down to as on an individual level, what is important to you, what do you value and finding and connecting with those people who also value something similar? And what do you want to change? What is it that you’re trying to change or that would make your life better and who are the people who can support you in getting that done? OK. And that’s consistent with what you said on an organizational level too. Uh the same, you know, what, what are the core values? That’s what, that’s what drives all the work. Uh And, and brings people together just finding that commonality around whether it’s the pothole in the street on the individual level or whatever, whatever you, whatever your part. Yeah, Gloria, what, what, what’s your advice for how people can contribute to this revolution? Um I think that right now um we’re all sitting in our homes and we’re rethinking the way that we do our work and even as individuals, um we’re rethinking the way that we are doing our activism. I think that a very important message right now for activists personally and for organizations that organize activists and try to recruit and build the base is that now is not the time to step away now. More important than ever. It is important to stay on top of the issues, to sign those petitions, to speak up and to share your stories because I will give you a very, very specific example. Right now, Congress is um negotiating, arguing over all of these different critical needs in the Coronavirus relief bills. Right? Well, mom’s rising has been on the forefront of um trying to influence those negotiations and the most powerful weapon we have are your stories, people’s stories. Um What’s gonna happen to your childcare center that has to close down what’s gonna happen to uh domestic workers who suddenly don’t have a paycheck um paid family leave. This is something this is a uh a signature models rising issue. We’ve been working on that forever ever since our founding. It’s one of our signature issues. But now um because of the stories that we have gathered and we are hearing from our members about the need for paid leave and the fact that if we had had paid leave all this time, that the burden of Coronavirus would have been much lighter. This is something that we are powerfully bringing to the negotiating table and we are actually seeing we’re going on paid leave. So all organizations and all individuals, whatever issues that you’re working on do not step away continue to share your stories because those stories have to be brought to the negotiating table for policy. And that’s the only way we’re going to get the policy that we need. Ok, we’re gonna leave it there. That’s uh that’s quite inspirational. Thank you. That’s uh that’s Gloria Pan Vice President of member engagement engagement at mom’s rising and also Selena Stewart, senior director of advocacy and litigation at the League of Women voters, us. So, Gloria Selina, thank you very much. Thanks for chatting. Thank you, Tony. Next week, the Thanksgiving Show. If you missed any part of this week’s show, I beseech you find it at Tony martignetti.com were sponsored by donor box, outdated donation forms blocking your supporters, generosity. This giving season donor box, the fast flexible and friendly fundraising platform for nonprofits donor box.org. Our creative producer is Claire Meyerhoff. I’m the associate producer, Kate Martinetti. The show, social media is by Susan Chavez. Mark Silverman is our web guy and this music is by Scott Stein. Thank you for that affirmation, Scotty. You’re with us next week for nonprofit radio. Big nonprofit ideas for the other 95% go out and be great.

Nonprofit Radio for May 15, 2023: Engagement And Stewardship For Increased Giving & Data Maturity

 

Brenna Holmes & Alyssa AckermanEngagement And Stewardship For Increased Giving

As our #23NTC coverage continues, Brenna Holmes and Alyssa Ackerman deliver systems and ideas that treat your donors right. They help you understand the value of multichannel touches that move the needle on donor retention and value. They’re from Mission Wired.

 

 

 

 

Joanne JanData Maturity

Also from #23NTC, how data strategy and practices impact your ability to meet your mission. Plus a free resource to gauge your data maturity. Joanne Jan is from data.org.

 

 

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[00:01:43.26] spk_0:
And welcome to tony-martignetti non profit radio. Big non profit ideas for the other 95%. I’m your aptly named host of your favorite abdominal podcast. Oh, I’m glad you’re with me. I’d be forced to endure the pain of dextrose inclination if I saw that you missed this week’s show engagement and stewardship for increased giving. As our 23 NTC coverage continues, Brenna Homes and Alyssa Ackerman deliver systems and ideas that treat your donors right? They help you understand the value of multi channel touches that move the needle on donor retention and value. They’re both from mission wired and data maturity. Also from 23 NTC. How data strategy and practices impact your ability to meet your mission? Plus a free resource to gauge your data maturity. Joanne Jan is from data dot org. Antonis take to it is what it is is what I made it. No, no, we’re done with that. We’re sponsored by Donor box with intuitive fundraising software from donor box. Your donors give four times faster helping you help others. Donor box dot org. Here is engagement and stewardship for increased giving.

[00:01:49.59] spk_1:
Welcome back to tony-martignetti non profit radio coverage. Of 23 N T C 2023 nonprofit technology conference

[00:01:57.42] spk_0:
where we are sponsored by Heller

[00:02:12.89] spk_1:
consulting, technology strategy and implementation for nonprofits. It’s my pleasure to welcome back Brenna Homes and to welcome Alyssa Ackerman to nonprofit radio. Brenna is principal and senior vice president of Mission Wired and Alyssa is senior account director also at Mission Wired Brenna. Welcome back.

[00:02:25.08] spk_2:
Welcome.

[00:02:48.80] spk_1:
Thank you very much. Your topic this year, engagement and stewardship tactics that drive increased giving, writing the fundraising track. I’m sure part of fundraising track. Correct, Brennan, why don’t you kick us off? Just kind of give us a 30,000 ft view of wide. You believe that we need this session 23

[00:03:21.36] spk_2:
N D C. Um I mean, fundraising is harder and harder nowadays, right? It’s a very competitive market. There’s a lot of organizations out there vying for donor dollars. Um And while new generations of donors are coming up, the way they respond and the way they give is different from previous generations and then no matter who you are, nobody wants to be treated like an A T M. So building an engagement and stewardship opportunities is we found the best way to you get a donor from a one time giver to a lifetime brand, evangelist,

[00:03:28.30] spk_1:
evangelism, the evangelist for

[00:03:34.22] spk_2:
keeping them engaged, right? All the way through

[00:03:39.95] spk_1:
time. Have you done your session

[00:03:42.88] spk_2:
yesterday

[00:03:50.55] spk_1:
about how that went and what questions arose from that? Let’s see, I mean, I have your three learning objectives that were stated in the official document for your, for your session. Where would you like to start the topic? Where, where did you begin

[00:04:16.63] spk_3:
the session? Yeah, I think that it’s important to give an overview of why engagement is important as well as how it fits into the overall fundraising strategy. So yeah, I think a lot of organizations often time struggle with the balance and for us to be able to share the value of engagement.

[00:04:27.31] spk_1:
I want you to talk about it like you

[00:04:42.72] spk_3:
talked about it. So there is a strong value behind engagement and stewardship tactics. So you’re really building that relationship with your donor and potential donor. And by doing that, you’re building a case for support and they’re able to make their own decisions to give and quicker. So when you’re asking them to make that gift after an engagement, there’s little decision to be made because you’ve already helped prime and pave that path for them to make the easy choice to give, talking

[00:04:59.68] spk_1:
about giving, not just first time but

[00:05:08.81] spk_3:
any time. And we want to always try to lessen the time between the 1st and 2nd gift, get people to be giving at different levels. Um And so it’s not just about that first time donor and moving them down the marketing funnel, but also retaining those donors and moving them in their donor journey. Okay.

[00:05:24.86] spk_1:
So why don’t we stick with you kick us off with the first, we’re going to do engagement before we’re going to get the stewardship of the first engagement strategy.

[00:06:02.78] spk_3:
Yeah. So um engagement is really important in the beginning of a donor, potential donors journey. So thinking about um different ways to welcome an onboard. So someone who might have signed up for email, let’s get them into a automated welcome series. That’s explaining what the organization does, how they can make an impact, stay connected. And then when they get out of that series, get that first Baskin. So they’ve already taken the action of becoming a subscriber, but let’s get them to take that next step quickly, but also set expectations of how we’re going to be communicating, why we’re communicating. So really that onboarding is important to set the stage for how they are going to be included in the organization.

[00:06:23.07] spk_1:
How long does this welcome series last?

[00:06:57.78] spk_3:
So typically, um welcome series last could last 10 to 3 weeks having multiple touch points. It’s important, it’s important that when they are in a welcome series though, that you’re being mindful of other communication that’s going out. And so oftentimes, my recommendation is to suppress from other correspondents going out. So it’s very clear, concise and they’re on this track, they’ve been primed, they understand the organization and the communication stream and then get them into your normal cadence of communication. Um And it’s really about your organization. So you should test there’s not one prescribed timeline for a welcome series. And so based on your content and your audience, it might be shorter or longer, but it’s really important to test that

[00:07:45.73] spk_1:
out. You suggested that a part of that is informing them how you’re going to be communicating. Is that, is that really asking how do you want to be communicated or, or saying you’ll hear from us every three days for the next three weeks? I understand it would be, I understand this is not a template that everybody applies. You’re in the next 48 hours, there will be no communications after that. So, but how do you say to what degree are you informing them? How you’ll be communicating?

[00:08:44.86] spk_3:
Yeah. Again, I think it’s dependent upon your organization. I am a big believer in, in uh asking that question of what are you interested in? How do you want to hear from us? But sometimes if your system isn’t set up to actually do that or set those um standards of if you only want a newsletter, but we don’t have our system set up to only send you a news. Let’s not ask that. But we can be general to say you’ll be hearing from us and you’ll get newsletters, important updates. If you’ve given your cell phone number, you’ll be getting SMS messages from us. So you can be vague. But the big thing is you need to follow through on that. So if you’re asking how they want to be communicated to

[00:08:51.31] spk_1:
tell you. Okay. All right. How about you? What else about engagement before we get to stewardship? Yeah,

[00:09:39.62] spk_2:
definitely. So, I mean, engagement can mean many things to many people, right? And it really is in the digital space which is a lot of what we were talking about, um getting them to engage with content. So take an action, click something that is measurable in some way. Um Alyssa talked about onboarding, but we can take that even further throughout, you know, quizzes and surveys, getting their own preferences, even, you know, obviously action alerts for advocacy organizations, getting people to take action in a, in a more impactful way um and giving them feedback on what that impact is, is really critical. So depending on the organization, it’s a beautiful consultant answer, right? It depends, um you’re asking them to volunteer, asking them that they’re interested in these other opportunities to further bond them with the organization because whether it is engagement or stewardship or, you know, thinking of them as synonyms. It is about how they engage to stay bonded to the organization or become bonded in the first place.

[00:10:06.31] spk_1:
And there’s value in all these individual steps.

[00:10:07.38] spk_2:
There is definitely and some organizations can actually put a monetary value to them, right? Like they need this number of many signatures for this petition to take this to Congress or, you know, that sort of thing and some of it is a little bit more. Just feel good to calculate how folks are responding to the brand, whether it’s recognition and sentiment kind of things,

[00:11:13.73] spk_1:
any other strategies or tactics around engagement even beyond. So we, we’ve talked about the welcome series right? So now we’ve gone beyond the welcome series. Anything more. I mean, I guess we’re leading toward Alyssa. You had suggested a first gift or maybe, maybe, maybe the welcome series came after the after the first gift. So now we’re looking for a second gift. But the welcome series just to be clear, I mean, it could have come after some other action, right? A signature on a petition. I don’t know if you’re sophisticated enough, maybe a comment on a on a comment on a social post if you’ve got that kind of connection. But okay, so it doesn’t have

[00:11:14.76] spk_3:
to be so it could be, you know, an email subscriber, a new donor

[00:11:21.20] spk_1:
list,

[00:11:34.18] spk_3:
a new sustainer perhaps. Um or if you have like mid level giving or major giving, if someone’s made a mid level gift, they should have a unique onboarding experience as well. Um But beyond welcome series, as Brennan mentioned, having surveys and petitions to really bond and then that’s really focused in digital. But there are many opportunities in direct mail that can complement these as well.

[00:12:32.45] spk_2:
Surveys and petitions are a mainstay in direct mail, right? So those engage devices again, that’s the term that’s used in direct response for eras and eras is to get people to feel their impact beyond writing the check or making the gift. Um And you should be doing that. One of the things we focused on in the session was doing that on a recurring basis. So working, having the fundraising team either build them themselves as part of a comprehensive communications calendar or work collaboratively with a marketing communications team that may be already producing this type of more educational or quote unquote programmatic content so that it’s not just month 13 fundraising appeals and nothing else, we really want to make sure that the donor or prospective donor is having the opportunity to learn and engage with the organization in various ways. Okay.

[00:12:52.84] spk_1:
Okay. So anything else on engagement before we moved to? No, don’t hold out on non profit radio. I mean, what else did you share in your session?

[00:13:09.85] spk_2:
I feel like we touched on a lot of it. I mean, Alyssa talked about tactical opportunities to with whether it’s S M S or even like auto calls, voice recordings, things like that. Um And engagement and stewardship. Can

[00:13:13.80] spk_1:
people still people still react positively to

[00:14:19.92] spk_2:
the auto call? They do. I mean, we forget that our smartphones are actually phones oftentimes, right? Not just supercomputers in our pocket and getting a recorded message that is a human, sometimes even a volunteer or another donor from an organization that is thanking somebody, for instance, for their gift or giving them an opportunity to come to an event um or just saying, go online and check out this latest case that we just wrote this expose on again, depending on the organization is a really fantastic way to break through the clutter of somebody’s inbox, somebody’s direct mail, you know, actual mailbox. Um and technology now allows us to go straight to voicemail. So you don’t even necessary. Yes, ringlets, voicemail. Um and you don’t even have to, you know, have somebody answer the phone and it makes it feels very authentic for a recipient to just see. Oh, I have a missed call. Listen to the voicemail. It’s not a robo call, write personal

[00:14:35.80] spk_3:
messages. You don’t have to listen to the voicemail. You can see it written out in your transcript. And so, you know, that even is great. I like that is, you can see it there. It’s all written out, it’s emphasized. And if I want to listen to it, I can and I hear that real voice. But if I’m on the move and I don’t want to listen, it’s all written. How

[00:14:47.87] spk_1:
do we access ringlets voicemail as you’re calling the number. How do you do it? So,

[00:15:05.07] spk_2:
yeah, there’s third party partners um that work that offer these services um much like a telemarketing firm, but instead of the live callers, you are accessing a dashboard where your staff or volunteers can log in record a voice message. Um sometimes you can even record it just right on your iphone or whatever and then email the file over to the vendor um and then upload a list of phone numbers and the auto dialer spins amount. The vendor knows

[00:15:50.25] spk_1:
how to not make the phone ring. Exactly. Damn. Alright. Ringlets, voicemail. Okay. Very interesting. Okay. But again, I like the emphasis that these are personal calls. It’s not a, it’s not a, it’s not a robocall, it’s personal, you know, Brenna Alyssa, thanks so much. You sign that last petition a couple weeks ago and maybe the person says, um, and, and, and we’re so grateful.

[00:15:54.77] spk_2:
It is if you don’t have the time to do an old fashioned. Thank a Thon, right? This is a way that you can still give that personal touch and a very cost effective way.

[00:16:09.01] spk_1:
Um Okay, engagement. Have we exhausted?

[00:16:12.28] spk_2:
I mean, I guess that’s kind of stewardship to, right? So saying thank you. So kind of going back and forth.

[00:16:30.58] spk_1:
That’s true because we did say thank you. Right. Okay. Um But yeah, we want to keep folks engaged in your point early on. We don’t want to treat them like a T M. All right. All right. Um Anything else? So let’s move more formally to stewardship. Okay. What are your recommendations so we can increase, giving anybody?

[00:16:58.90] spk_3:
Yeah, I think that, um, one you need to make sure you have an auto responder set up for any action to say thank you. It’s very simple and it goes a long way and you need to be specific about what you’re saying. Thank you for. And so is it thank you for taking action. Is it? Thank you for making a gift. These things are important to take that kind of mass communication. And again, bring it to more of a personalized level and so digitally can have those auto responders for direct mail. I don’t think the written note is dead. It still makes an impact.

[00:17:27.55] spk_1:
It’s handwritten huge. I can’t emphasize enough uh fan of handwritten notes. They’re short, it’s not an 8.5 by 11 inch page that you feel you have to full, you have to fill their and nobody does them and they’re personalized and it’s somebody’s somebody’s hand handwriting. There

[00:18:02.83] spk_2:
are few organizations doing them but they stand out that hardly anybody, literally nobody. So that’s what we want. We want folks to kind of, it feels like going back to basics, but it really is just thinking about how would you as a donor, how would you want to be treated? How would you want to be recognized by an organization? Um And then thinking about what are the little things that you can do before?

[00:18:32.17] spk_1:
I want to emphasize the handwritten note. And then if you’re writing the folks, I’d say roughly maybe 60 65 over, don’t be surprised if you get a handwritten note back. Thanking you for your hand for thanking the time I’ve gotten scores of these giving everybody. I work with all the donors pretty much 55 over thanking you for taking the time to send a handwritten note. Thanking you for that. Thanks for your thank you. And they’re doing it another handwritten note back, especially folks in their seventies and eighties and nineties. Some of the donors I work with, that’s what they grew up with handwriting and postage note. So, absolutely. I mean, and also your mail is not junk mail to the folks that are giving to you, you know, an acquisition campaign that’s different. But we’re not talking about that for your, for your donors. Your mail is not your U S mail is not junk

[00:19:38.95] spk_2:
mail. Yes, people are touched and the generational giving studies that are coming out now too is saying it’s not just our elders in the United States that are feeling that way. Millennials respond to direct mail as well. They may not have checkbooks in the house. So you have to give them other ways to respond. Um But it stands out, we don’t get a lot of mail. Um And you know, it’s so having something, we talked a lot yesterday about the having a Q R code that is now ubiquitous, right? Silver lining of the global pandemic. But everybody knows how to use them. Do you remember Q

[00:19:46.98] spk_1:
R codes? They, I don’t know, eight or 10 years ago you’d see them on like a bus. And I thought, oh, these are brilliant and they didn’t take off them. What do we know what happened? 10 years? And if my timing is off,

[00:20:05.88] spk_2:
it was even older than that, actually, I remember them coming out really? In 2003. How come they didn’t take off then? Because each phone it wasn’t native in the operating system. And so if you recall, you had to download a specific app per code. So every company that was pushing these products or trying to get you to use their QR code platform to separate proprietary app reader that then had to be downloaded. So that’s a bridge too far for most of us.

[00:20:32.98] spk_1:
So every code could be a different, a different provider. I there was competition among them

[00:20:36.95] spk_2:
so we have to have the technology catch up. And thankfully now any operating system on any phone, has it native within the camera app. So you’re not asking the user to navigate their

[00:20:51.30] spk_1:
way proprietary app for our, for the company that provided our code. Alright. Yeah, I know it’s now native but I didn’t know why I thank you for explaining why they, why they died so many years ago. I thought this is a brilliant, okay, cool. Thank you for feeling that I’ve always had. Yeah. Now they’re right now they’re ubiquitous.

[00:21:53.24] spk_0:
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[00:21:58.73] spk_1:
Okay, millennials. Gen Z, no checkbooks in the house most likely, but give him a code, the

[00:22:49.47] spk_2:
donation page and like integrating that whether it’s donation page or you know, connecting from against stewardship pieces, newsletters. Um Calendar, people still really love having excuse me, um A wall calendar with beautiful photos to hang up year round and having Q R code there with various calls to actions to learn more about the very programs. You know that Q R code can of course take you to the website and specific pages designed, but it can also take you directly to youtube where you can watch videos. It can take you to a lot of other native apps on your phone that supporters already have and use and engage with on their own that then further your impact story.

[00:22:50.45] spk_1:
People react well to calendars December calendar for the next

[00:23:00.75] spk_2:
year, 100%. I mean, sometimes they’re even more than 12 months, right? So you’re sending them out uh summertime planning for the next year. Yeah,

[00:23:06.16] spk_3:
and all sizes.

[00:23:08.25] spk_1:
So like refrigerator magnets, calendars

[00:23:14.91] spk_2:
are magnetized nowadays. So that makes it harder.

[00:23:26.07] spk_1:
Stainless steel ones. I don’t even know. I don’t have a, I have a stainless steel stove, dishwasher but, but I never had magnets anyway. So I wouldn’t because I think that looks like clutter, clutter in my kitchen. Stainless steel magnetized.

[00:23:35.14] spk_2:
Obviously, I don’t know all of them, but on mine at home it’s just the sides that are magnetized. Interesting.

[00:23:41.49] spk_1:
Alright. Alright. So maybe maybe not the refrigerator anymore but people do like like

[00:23:46.06] spk_2:
wall calendar

[00:23:51.39] spk_3:
even with people moving, working from home and not necessarily working in an office where you’re hanging it up. Still want it interesting.

[00:23:56.54] spk_1:
Okay, cool. All right. So some of the some of the old school stuff is not dead. We’re talking about male, we’re talking about phone calls, we’re talking about handwritten notes,

[00:24:05.58] spk_3:
calendars. You can’t assume you can’t assume that these things aren’t going to work. And so you really need to know what your constituents right now. We go

[00:24:16.72] spk_1:
back to testing trying try a 12 month calendar, maybe there’s a is there a code on every month or something? And then we know right. We know how many of those, which months and how often we know we send 5000 calendars and if we get 1200 hits on a cure, is that, is that

[00:24:36.63] spk_2:
good? Well,

[00:24:42.85] spk_1:
alright, 5000 calendars times 12 month, 60,000 codes, but we only get 1200 I don’t know, but it depends what they lead to. It

[00:24:54.01] spk_2:
does tell you a lot about what your supporters are interested in. Um So if September,

[00:25:00.51] spk_1:
September, what the hell did we, what did we link to in September that everybody loved to volunteer opportunity was something related to the month of September month.

[00:25:11.39] spk_2:
It’s what was happening the world. Yeah, media. Yeah. All the things. So, and I mean, that’s what we have to think about from an engagement and stewardship and lifetime retention standpoint is it’s not just necessarily the bottom line L T V per donor, but it is how these supporters are engaging with the brand, the organization more broadly so that they stay engaged for the long term. Otherwise you don’t have planned giving prospects,

[00:25:56.91] spk_1:
right? My friend is so smooth. Didn’t even, I didn’t have, I didn’t have to give, I didn’t have to have to lay that out. All right. Thank you very much. Um These are awesome uh ideas you can implement for your program. So we’ve talked about a ton of ideas. Anything else that old school, new school stewardship,

[00:26:17.55] spk_3:
I think to part of engagement and stewardship is information sharing. So if something is happening in your organization, making sure that that’s shared and that can be seen as stewardship also because they’re in the know and they feel important and connected. And so thinking about content your organization already has or is planning to disseminate in other ways package it up as stewardship or engagement. So everything doesn’t have to be brand new just for this.

[00:26:35.76] spk_1:
What makes me think of is if you have insider communications, maybe it’s from donors at a certain level. Can you expand that circle? And you’re not diluting the content? You’re not, you’re not diminishing what you’re $10,000 donors get. If you start giving it to your $2500 donors, your $10,000 donors are still getting it. It’s not like a zero sum, right? So

[00:26:58.81] spk_3:
can you

[00:27:02.04] spk_1:
expand the circle so that so that more folks are considered insiders? It doesn’t hurt, it doesn’t hurt the existing insiders to bring more folks in. Repurpose the content, expand the content. I always think about that around and giving donors insider communications or events for your major donors. Why not invite your giving

[00:27:22.90] spk_2:
folks as well? I mean, we think about that similarly with sustain Ear’s. Um can I

[00:27:28.31] spk_1:
until they drop off? Yeah,

[00:29:10.69] spk_2:
I think, I hope we’re well past the like set it and forget it, don’t wake the bear mentality and you know, some things like the proposed Microsoft regulations from last year to will kind of shocked the industry in to having to be better stewards of these really important donors. Um and on the Microsoft. Sure. So I mean, we got a little bit of a reprieve. So, but it’s basically surrounding data privacy rules and allowing the donor themselves or from Microsoft’s point of view, the consumer to, to have a right to adjust their own information, have a right to change um what they want to change without having to jump through a lot of hoops. So Microsoft was not Microsoft, I keep saying Microsoft Mastercard, I’m so sorry, I’m so sorry. That’s not good. Radio, Mastercard, the credit card processing is was going is requiring for for profit e commerce, things like that, that there’s a lot more of the automation and receding that happens for subscription services, right? It’s kind of the Netflix vacation of our lives where we all have so many different monthly subscription services um that we sometimes forget which ones were actually actively subscribed to, but our cards are being charged regularly out and consumer debt is skyrocketing. Mastercard was trying to also extend that out to subscription giving for nonprofits. So sustainer programs. I did sign up for a second sustaining gift to one organization because I had forgotten which one

[00:29:33.92] spk_3:
it didn’t make organizations think about what our process is that

[00:29:39.48] spk_2:
it was a really long time getting there. But

[00:29:43.67] spk_1:
because an explanation, that’s something I never called it Microsoft in the beginning, I would have known exactly what you’re referring to. I didn’t know, I didn’t know, I didn’t know that. That’s

[00:30:18.81] spk_2:
okay. So, uh the T N P A which is a wonderful nonprofit advocacy focused organization, the nonprofit nonprofit alliance. Yes, that’s all it is. Um fought and lobbied on behalf of the industry to have nonprofits be forgiven for these rules or not, not have to be held to the same standards that commercial companies like Netflix and others are because sustained charitable giving is different. People are signing up for it like you said, for a reason and they don’t forget about it quite as often as

[00:30:37.12] spk_1:
they would.

[00:30:40.10] spk_2:
Like I said, I am, I am an example. The

[00:30:44.89] spk_3:
whole selling point is you don’t have to think about it. You’re giving to an organization you care about and don’t worry about it. We got it.

[00:33:08.53] spk_2:
There is some benefit to the efficiency, certainly, but I think we do have to move past that. Um And, and not be scared to empower our sustain ear’s um with some D I Y functionality online if they want to change the amount or the date that their gift is processed. A lot of systems nowadays are allowing for it, but the nonprofits still have to go in and activate those modules and customize that ui that user interface so that donors understand where to go, what to do and also where the humans are when they need extra help to do whatever. So we got a reprieve temporarily or potentially temporarily. But I think what hopefully what this does and how we’ve been working with our clients is a little bit of a wake up call that it shouldn’t be seen as a reprimand. It should be seen as a stewardship opportunity because you’re sustain ear’s are generally 100 plus dollar annual donors. And if they gave that gift at a one time gift level, you’d be treating them differently. They would be part of a pipeline strategy. Um And, and so we need to not only, like I said, empower them to take some ownership over their own giving, but integrate them into, you know, the rest of the communication and stewardship programs that you already have in place for donors of, of that value and higher potential value. We were just looking at an organization’s um stats just recently that a one time donor online acquired donor, which most sustainer zar is online acquired um had an average 24 month LTV of $86 which is pretty good. 24 months, 24 months, $86 sustain urz 2 87 right? So huge difference um that you theoretically don’t have to do much for, right? Um But if they’re, if they’re falling off, um and not, not being stewarded up that pipeline of giving, it’s still a drop in the bucket compared to the potential that may

[00:33:13.25] spk_1:
hold just going back to the mastercard rules. Was it just wasn’t that charities have to start informing the monthly sustain that there’s a dashboard or something that they can go to.

[00:34:09.47] spk_2:
So, not necessarily, you have to make it available. There was a few different, was a four or five different bullet lists that you had to do or bullet items to do. One was having easy accessible like links and all your emails to a place where they could cancel or change their, their gift and or be in contact with within a very short period of time, which was subjective with a human who could then help them through that. Another was uh email notification before the gift was charged on a monthly basis, which actually felt quite was probably the most arduous thing that Mastercard was asking for because most systems are set up to set the auto responder after the charge, not pre charge. So there would have to be some configuration and new content developed to have that year

[00:34:38.20] spk_1:
after one said, thank you, you will be charged in another 30 days that had to be within a certain time of the charge might have been like 24 or 48 hours. But yeah, thank you very much. And you will be charged in another 29 days, right? I

[00:34:40.37] spk_2:
like that. All

[00:34:49.99] spk_1:
right. All right. Um Okay. But yeah, I just wanted to get that little little detail about what the requirement was. Your bigger point was that there’s value in these folks see this as a stewardship opportunity, not a, not a reprimand.

[00:35:19.89] spk_2:
Exactly. And I mean, I think a lot of stuff you’re hearing at the conference to around data privacy. Um and donor choice is going to kind of follow suit here where we, we have to build systems that empower the donors to take ownership over their own giving trajectory. Um And sometimes it is our corporate partners and regulations that nudge us and sometimes we can stand up and do it ourselves

[00:35:23.81] spk_1:
and don’t be afraid to talk to your sustaining donors. Never. Don’t. Let’s not, hopefully, you know, we’re not only over the set it and forget it, but we’re also over the, if I talk to them, they might, they might change their mind,

[00:35:38.42] spk_2:
scarcity

[00:35:39.17] spk_1:
mindset, they’re gonna take that gift away if I remind them that they’re doing it every month. No, no, no. So see, there’s an opportunity

[00:35:45.54] spk_3:
afraid

[00:35:46.11] spk_1:
of, you’re afraid to talk to

[00:35:49.79] spk_3:
these folks if you’re engaging in store them, if they do make the decision that they can’t continue being a recurring donor, hopefully, they still will make that one time gift or they’ll sign up for advocacy or volunteer or planned giving is that they’re still fully engaged with your mission and organization. So you’re not losing them completely. They’re just shifting how they can support.

[00:36:35.11] spk_2:
Situational changes, certainly will affect that, right? And especially some sustainer Czar only giving three or $5 a month. Um and things like inflation and a tightening economy might affect if they can temporary, you know, if they need to temporarily pause that sustaining gift, um If the system allows them to do that themselves, amazing, if not making sure they, you know, who to contact. So that how they can do it and keeping that open line of communication so that they know they can also come back is really important to, again, building that brand affinity and bonding them to the organization so that they say good things about you out in the world.

[00:37:13.18] spk_1:
Oh, this is awesome. Um Great ideas coming, I’ll be very interested in if that Mastercard rule takes effect in the sort of the data, the outcomes, you know, do we see, do we see a lot of sustain ear’s dropping off? My optimistic self thinks that we won’t see that happen. A lot that a lot of people are going to abandon it just because their remote, that they could, but I’ll be interested in the data, but maybe the rule will never. So where does it stand now? With the Master card? It’s not, it doesn’t apply to non profits now and we don’t know if or when it will

[00:37:26.70] spk_2:
change their mind. And they

[00:37:29.09] spk_1:
didn’t say like December 31st is it

[00:37:31.21] spk_2:
is a temporary but no deadline waiver?

[00:37:36.26] spk_1:
Okay, perfect. Okay. Um I’m looking at your learning objectives that were stated in the official and 10 document for this session. Um Ideas with dozens. If you have, I think listeners, you have to go back and replay this. We play this episode to capture all the ideas we talked about. Um understand the value of multi channel touches that increase retention and value what we’ve talked about multi, we’ve talked about all kinds of channels. Uh What else can we talk about that you talked

[00:39:59.74] spk_2:
about yesterday. So we touched on it with the welcome series, right? In the automation. One of the things that I said yesterday and I firmly believe is that we should be leveraging automation more than we do in the digital space. Uh There is so much still like manual labor happening in email, launches SMS, launches advertising and things like that building audiences that is unnecessary. If we take a step back and take a little bit of time to kind of assess the lay of the land first and build out campaign goals, priorities and tactics and strategies. You can pretty much pre schedule almost everything online. Uh So you don’t need to be manually sending out three emails a week or, you know, whatever it is your systems, your technology can really do so much work for you. Um And it’s hard for some folks to put their trust in the machines. Um Yeah, to let go and not review every single audience Celtic and every single, you know, test life, want to see a live seed for every single email, you know, those kind of things. Um But there’s so much more opportunity to do that and you can build trigger based behavior based triggered actions, um emails, engagements, things like that, that keep stewarding people on their own timeline. So you don’t have to pull a list of your, you know, almost lapsing donors manually every time if it’s based on the data that lives in the CRM. Um, and you can build these chronic non responder, trigger based behavior based re engagement series. That’s all about when I last engaged. And it’s different from when Alyssa last engaged. Uh, and it is a little set it and forget it though. Of course, you want to check in periodically to make sure nothing’s gone sideways and the content is still relevant and doesn’t feel dated. Um But that would free up fundraisers, marketers, whoever at the nonprofit to think bigger, think newer, think how we can do something differently or what are the things that we wanted to do for so long. But we never feel like we had the bandwidth at the time if we truly allow ourselves to fully leverage the software that we are investing in regularly, um We’ll have so much more time.

[00:40:27.85] spk_1:
Okay. Leverage automation.

[00:41:43.14] spk_3:
Yes, I think another thing yesterday and often times this is a big question of how can I come back to my organization and have them see the value, you know, they’re looking for the up front giving and want fundraising at the forefront to ask donate now, give now. And so with engagement, you can have after actions, but that’s behind the engagement, that’s not at the forefront. So really being able to share with people, the value is important to go back to their organization and say, you know, there needs to be a balance. You need to look at your communication calendar, where is there the give and take that you can have and sharing that while you might not get the gift today. When you make to ask, there’s a stronger case to give their. And so really looking at your unique file and what they actually respond to because there’s some organizations where you can send a fundraising appeal and you get tons of gifts right off the bat and then there’s somewhere you need to sell it a little more and have those touch points before you can make the ask. And so it’s def for everyone, but it’s important to evaluate that before just saying no, we can only give fundraising emails and direct mail appeals.

[00:41:54.24] spk_1:
All right, I’m gonna let you, that was semi inspirational, but it was very tactical too. So I’m gonna let you leave us with an inspirational message about engagement and stewardship and how that leads to increased giving.

[00:42:08.48] spk_3:
Oh, that wasn’t inspirational enough. Okay. Um

[00:42:15.35] spk_1:
Okay,

[00:42:35.52] spk_3:
this is pressure. I think that you, you just have to take that leap of faith with engagement and stewardship and no one is going to say you thanked me too many times. You sent me too much information. Um You shouldn’t be afraid to provide what your organization does and share your mission. That’s what we’re here to do. And so, um, yeah, engage steward and you’ll see, you’ll see the value come back

[00:42:50.32] spk_2:
around, convey that impact and they’ll, they’ll keep giving. Thank you very

[00:42:59.93] spk_1:
much, Brent Holmes, principal and senior Vice President at Mission Wired and Alissa Ackerman, senior account director at Mission Wired. Thanks very much for sharing, energetic and brilliant. Thank you. Thank you very much and thank you for being with tony-martignetti non profit radio coverage of 23 N T. See where we are sponsored by Heller consulting, technology strategy and implementation for nonprofits. Thanks so much for being with us.

[00:44:38.14] spk_0:
It’s time for tony steak too. Hi there. Who can you share non profit radio with? I would be grateful if you could identify one or two folks that would benefit from the smart guests that I’m picking the brains of each week for all our listeners in small and midsize nonprofits. Maybe it’s someone you work with, someone you used to work with. Maybe it’s a board member. Who do you know that you could share non profit radio with? Let them know it’s your favorite abdominal podcast. So I would be grateful if you could share non profit radio. Love to have more folks learning from all our smart savvy guests. That’s what the show is all about. Passing on expertise and wisdom. Thanks very much. Thanks for thinking about that. That is Tony’s take two. We’ve got Boo Koo, but loads more time here is data maturity.

[00:44:47.31] spk_1:
Welcome back to tony-martignetti non profit radio coverage of 23 N T C. It’s day two at the Colorado Convention Center in Denver

[00:44:57.48] spk_0:
where we are sponsored

[00:44:59.15] spk_1:
by Heller consulting technology strategy and implementation for nonprofits. With me now is Joanne Jan. She is project manager of strategic

[00:45:11.35] spk_0:
partnerships at data dot org.

[00:45:14.61] spk_1:
Welcome to nonprofit radio, Joanne. Thank you,

[00:45:16.56] spk_4:
tony. Happy to be here.

[00:45:17.58] spk_1:
It’s a pleasure to have you.

[00:45:18.51] spk_0:
Thank you. And your

[00:45:28.69] spk_1:
session topic is, is data maturity, the key to meeting your mission. It’s question mark. All right, give us the 30,000 ft view of why this is important.

[00:47:14.45] spk_4:
Absolutely. So when data dot org is thinking about data maturity, we think about it in um three different ways, a specific framework we call the three PS purpose practice in people. And what we have designed based on this framework is a data maturity assessment, which is a way to understand where you think your organization is in terms of its data maturity. And we hope that you use the assessment as a communication tool to understand with other colleagues, perhaps your leadership, perhaps born members to think about what do you want to do next in terms of improving the way you use data more effectively? And um how do you use it better to meet your mission? What is data maturity? Yeah. And so there are a lot of different terms out there that um can encompass data maturity. But the way we think about it is again, in the three piece So when we think about purpose, we think about why are you collecting data? What are you intending it to do? Are you intending it to help you inform future decisions? Are you helping it? Are you intending to collect it to help you inform past um past programming or are you informing it or collecting it to inform um uh what you think could be right now, informing decision making right now in terms of the second P which is practice, this is what, how are you going to actually use the data? How are you gonna use it to achieve what you’re looking for? Um So this is thinking about data analysis, data visualization, um the way you’re using and working with that data. And then the third piece we think is probably one of the most important ones is the people. So thinking about who is actually doing this data collection, the analysis, the visualization, who at the leadership level is promoting and prioritizing data. And then there are the culture. So what is your culture around data as a team? Are you constantly collecting and analyzing data together using it to inform decisions um that type of uh culture?

[00:47:38.72] spk_1:
Okay. And the question is, is this the key to meeting, meeting your mission? So ah how does how does data maturity contribute to mission accomplishment?

[00:48:24.27] spk_4:
Yeah. So I think the way we think about it is it’s a way to be more effective, be more efficient and be more impactful in the way that you are carrying out your programmatic objectives. So um when we think about our data maturity journey, you can be at a different part of the journey depending on where your organization is. And perhaps if you’re earlier on in the journey, data collection might not be of primary focus. But as you’re moving along, as you’re developing more um understanding and knowledge and that talent and data, you might want to use it a little more and drive your specific decision making or practices in that way. Um And so the reason it’s a question that said students really thinking about where your organization is and thinking about what can I do now to um maximize the use of data that I as an organization and probably already collecting. So what am I doing now with the, with the data that I have on hand and thinking about in the future? Do I want to shift my practice is in any way, shift my people in any way or my purpose to make it a little more efficient, a little more effective? Um a little more impactful.

[00:48:53.98] spk_1:
Um You have some tools and resources. You mentioned the data, you mentioned data assessment. Yes. Is that, is that at data

[00:49:17.04] spk_4:
dot org? It is um data dot org is an organization that is a platform for partnerships to build the field of data, for social impact and we do it in the three CS. So the first one is the three CS, easy to remember.

[00:49:18.65] spk_1:
Three.

[00:49:40.85] spk_4:
No, I think that’s it. So the three C’s Cases Capacities, comments Cases, you’re really thinking about lifting up practitioners, nonprofits, social impact organizations that are already doing great work with data or data science. And we post those stories, we share their stories on our digital platform. The second one is Cases Capacity. So thinking about how do

[00:49:47.52] spk_1:
you do,

[00:50:44.61] spk_4:
you can only go from the capacity. So thinking about um how do you increase the capacities of individual practitioners and also organizations? And we do this in a few different ways. One of them being perhaps if an organization needs some technical assistance, we can match, make them with um different consultants or other organizations that do this type of work. Uh Thinking about upscaling organizations. So helping them become more um literate in data or developing a new skill. Um And then our third seat is commons, which is where the data maturity assessment falls in and comments is thinking about different digital public goods that you can offer for free for anyone to access. Um that is open source. Uh And that it um can help you improve your practice in some way. So we have an initiative called reverse at data dot org, which is what’s the name of

[00:50:45.62] spk_1:
the initiative divers?

[00:51:24.29] spk_4:
Okay. So that initiative was thinking about creating open source tools for epidemiology. And so if you have coders if you have public health professionals, everyone’s coming together from different roles and aspects and creating tools that would be helpful for um other people. So maybe a local government in a different country might want to look at these open source tools and helps them predict uh the way a pandemic might spread, predict a number of hospital beds you might need based on um different elements of their, of what has already happened. So putting things together and creating those tools and different packages that you can take and apply to different scenarios and context. So there is just one

[00:51:33.22] spk_1:
example of,

[00:51:34.32] spk_4:
of a comment of

[00:51:35.31] spk_1:
a of a commons,

[00:51:47.41] spk_4:
but the one I focus on is the data maturity assessment. And in addition to that, it’s connected to what we call the resource library. So there are a lot of different resources on our library that can help you figure out what you want to do next. So the way our assessment works is it gives you an overall score and a score for the three PS as well as subcategories. And with that, you get resources matched up to how you’re responding. And so say you’re scoring really high

[00:52:10.29] spk_1:
before we go to that, before we go to the outcome of the assessment, where where do folks find the assessment at data dot org?

[00:52:11.38] spk_4:
So data dot org slash DM A

[00:52:28.08] spk_1:
data management assessment assessment, maturity assessment, data dot org slash D M A. OK. Very well named, easily named. So then the outcome is we get, we get resources allied with our outcomes around the three PS.

[00:52:55.04] spk_4:
Yeah. So if you’re scoring a little lower and strategy, which is subcategory in purpose, you might want to check out our, our strategy guide, which is a step by step process that you, you might want to take your team through and think about okay, what is the data were already collecting? What do we want the data to help us inform in terms of decisions or in terms of team makeup or whatever? And then thinking about okay, what’s our over arching strategy and how do we communicate that with our team? So we’re all moving in the same direction. What do we need

[00:53:03.40] spk_1:
to know entering the assessment? Like is this something I can do in 15 minutes? Yes. So do I can I ceo do it or do I need my I T vendor with me or what?

[00:53:57.65] spk_4:
That’s a great question. And so the assessment you can do in about 10 to 12 minutes, it does not matter what role you’re in. Anyone in your organization can take it an important caveat. Is this is your perspective on your organization’s use of data. So this is not gonna be the objective assessment of how your organization is using data. It’s your perspective on it. And the way we encourage users to use the tool is to use it as a communication tool. So say I take it and then tony, you take it, but our scores are different. That’s okay. The whole point of it is to help you understand and have a conversation about why did you score maybe five in this category? But I scored eight, is it because of the role I’m in? Is it because we interpreted the question perhaps a little differently? And then once we’re aligned, then we can think about okay, we’re aligned on where each subcategory falls. And it seems like we both understand that maybe security is something we want to work more closely on because we agree that that is something that we don’t have the proper protocols and practices in place or that’s something we want to improve. So let’s work together on that and think about how do we improve that a little more?

[00:54:31.10] spk_1:
Um without our listeners having the advantage of having taken their uh data maturity assessment, how can we help folks? I mean, are there maybe there are some of the resources or tools that are commonly needed and helpful? How can how can we help listeners with their data maturity before they take their assessment because they’re just listening

[00:55:20.56] spk_4:
now? Yes. Well, so if you’re interested in exploring the resource library, we have a lot of different tools on it. But what I would recommend and what we recommend for those who are just starting their day to maturity journey is to think about strategy. So, data dot org has a specific guide for strategy in the resource library and you can think about, okay, where is my organization now? And how do I enact and write up a strategy with my team in order to use data more effectively, to better understand how data is coming in and what you could uh think about in the long term and future, what you want to do with the data.

[00:55:23.52] spk_1:
Okay. Okay. What else was in your session that we haven’t talked about

[00:55:36.09] spk_4:
yet? So unfortunately, my co presenter couldn’t be here. But another part of our session was thinking about um you’re using data but how you’re using it in equitable ways. So equitable, cultivating Ecuador practices for data for social impact. Um and the organization that was part of this presentation was the Data for Social Impact Initiative at the Social Policy Institute at Washington University in ST Louis,

[00:55:58.24] spk_1:
took four layers to get there.

[00:56:26.87] spk_4:
All right, I have to make sure I take a lot of pauses during that. And so what they’ve done is they created a course module. So it’s free and open to anyone to use and it’s thinking about data for social impact. So if you as an individual or thinking, you know, I want to learn a little bit more about data, I want to learn, you know, perhaps in my role, how you can use it better, just some foundational knowledge, this free and open courses, something you can access um at the Data for Social Impact Initiative at the Social Policy Institute website.

[00:56:44.36] spk_1:
Okay. Okay. Um How about questions that came from your, from your session? Uh What kind of questions did you get or anything that’s stuck with you? Maybe a provocative question around

[00:58:42.39] spk_4:
data. Yeah, I think um a question, one of the first questions we got was thinking about the word assessment and how that lands with people. So R D M A is called the data maturity assessment. And thinking about maybe assessment is not the right um word because it does have a certain connotation that you’re being evaluated. And the real purpose of the D M A is to help you set a um an understanding of what you think your organization is. So it’s not necessarily a value to it evaluative, it’s more of a um a snapshot of where you are. And so a suggestion was perhaps benchmarking is a little more um is a little more friendly or a little more descriptive of what it actually is. Um So that was really interesting question and useful feedback. Um I’m trying to think of others. I think an interesting piece about the data maturity assessment is that we um are global organizations. So we encourage wherever you are in the in the world to take it. And we’ve had um a lot of different countries represented in our dataset, which is over 1000 submissions at this point. So it helps us understand the field of data for social impact a little better. Um It’s a relatively emerging field. We’re still learning about it and the fact that we can have a larger pool data sets, we can better understand perhaps where there needs to be more support in the fields, um where there needs to be more funding in the field. Um Something that data dot org releases every year is, is a report on thought leadership. And our first report was work first wanted and thinking about what is the current talent landscape of this sector right now? And how do we train more purpose driven data professionals uh and bring some people over from the private sector, encourage new talent to get into data for social impact because we believe that data is going to be a huge um indicator whether or not your organization is going to be successful. What’s,

[00:58:47.62] spk_1:
what’s I guess I I really have kind of a neophyte question. So, but you’ve been your your data professional scientist and I’ve been studying this for about 16 minutes. So,

[00:58:58.10] spk_4:
well, I’m not a data scientist. I am. Yeah. Well,

[00:59:16.15] spk_1:
your title, your title is Project Manager, Strategic Partnerships. I’m sorry, you sound like a data scientist but you’re not. No, I’m not. Okay. Um Well, you have been working with this for a long time. Um What’s the value of knowing where we are in our data journey as an organization? Why, why, why is this important?

[01:00:54.28] spk_4:
Yeah. So I think, well, we hear a lot from organizations is everyone is collecting and consuming data regardless of whether or not you have a strategy in place. And so when you want to make a decision, perhaps you’re having a challenge at your organization and you think maybe buying software technology is going to solve everything. Um What we often hear is that making that big financial investment didn’t actually solve everything. It created more problems. And our hypothesis is that because there was no strategy in the first place, there was no overarching reason why um the decision to make an investment in some technology or software would help you achieve your overarching goals, which was, which is usually in some sort of programmatic objectives, your outcomes that you want your organization to achieve. And so it’s understanding what data are we collecting, what is our infrastructure, what tools do we already used and how do we make them all work in the same direction? How do we make it all work? So we’re going towards and working towards our programmatic objectives and something that we’re learning more and more is that data can help you be more efficient. It can help you understand the different trends in perhaps the different constituents you’re serving or the trends in um whatever your mission, maybe it can help you get more information and oftentimes you have this information, but it’s thinking about how do you um look at it. How do you analyze it in a way that can drive maybe financial decisions you’re making, maybe cultural decisions, you’re making leadership decisions. Um and this is just one data point. So thinking about the different types of data you’re collecting uh and helping you make as informed a decision as possible.

[01:01:21.88] spk_1:
Okay. Alright. So helping with strategic direction, obviously meeting mission um strategic

[01:01:24.96] spk_4:
planning. Yeah, talent decisions. If you want to hire who you want to hire, what skill sets you need, etcetera. Okay.

[01:01:32.28] spk_1:
How do we leave it there? All right. All right. So a big part of this is encouraging folks to do the data management assessment.

[01:01:41.57] spk_4:
Majority, maturity,

[01:02:01.46] spk_1:
maturity, dammit, I’m sorry, data maturity assessment, which you will find at data dot org slash D M A. She is Joanne Jan project manager of strategic partnerships at data dot org. Joanne, thank you very much and thanks for carrying the, the uh the other part of the other part of your session to for your co presenter who couldn’t be here. Thank you for representing that as well. And thank you for being with non profit radio coverage of 23 N T C 2023 nonprofit technology conference where we are sponsored by Heller Consulting, technology strategy and implementation for nonprofits

[01:03:07.70] spk_0:
next week, multigenerational technology teaching and goals aligned with technology. If you missed any part of this week’s show, I beseech you find it at tony-martignetti dot com. We’re sponsored by donor box with intuitive fundraising software from donor box. Your donors give four times faster helping you help others. Donor box dot org. Our creative producer is Claire Meyerhoff shows. Social media is by Susan Chavez. Mark Silverman is our web guide and this music is by Scott Stein. Thank you for that affirmation. Scotty B with me next week for nonprofit radio. Big nonprofit ideas for the other 95% go out and be great.

Nonprofit Radio for December 20, 2021: Zombie Loyalists

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Peter Shankman: Zombie Loyalists

Peter Shankman is a 5x best selling author, entrepreneur and corporate keynote speaker. His book “Zombie Loyalists” focuses on customer service; creating rabid fans who do your social media, marketing and PR for you. This is our annual rebroadcast of a show with very smart ideas for you to think about over the holidays. It originally aired 12/19/14.

 

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[00:00:04.14] spk_3:
Hello

[00:00:52.94] spk_2:
And welcome to Tony-Martignetti non profit radio big nonprofit ideas for the other 95%. I’m your aptly named host of your favorite abdominal podcast. Oh, I’m glad you’re with me. I’d suffer the embarrassment of Brome Hydro sis if I had to walk through the idea that you missed this week’s show. Zombie Loyalists. Peter Shankman is a five time best selling author, entrepreneur and corporate keynote speaker. His book, Zombie Loyalists, focuses on customer service, creating rabid fans who do your social media marketing and PR for you. This is our annual rebroadcast of a show with very smart ideas

[00:00:57.71] spk_1:
for you to think about

[00:01:19.84] spk_2:
over the holidays. It originally aired December 19, Antonis, Take two Thank you for the year We’re sponsored by turn to communications, PR and content for nonprofits, your story is their mission. Turn hyphen two dot c o. Here is a zombie loyalists.

[00:02:41.54] spk_1:
Peter Shankman is a well known and often quoted social media marketing and public relations strategist. His latest book is Zombie Loyalists. He wants you to create rabid fans who do your social media marketing and PR for you. He’s got super ideas and very valuable stories. I’m very glad Peter Shankman is with me in the studio. He is the founder of Haro. Help, a reporter out connecting journalists with sources in under two years from starting it in his apartment. Horror was sending out 1500 media queries a week to more than 200,000 sources worldwide. It was acquired by Vocus in 2010. He’s the founder and CEO of the Geek Factory, a boutique social media, marketing and PR strategy firm in New York City. Peter is on NASA’s civilian Advisory Council. You’ll find him at Shanklin dot com, and he’s at Peter Shankman on Twitter. His latest book is Zombie Loyalists, using great service to create rabid fans. I’m very glad his book brings him to nonprofit radio and the studio Welcome, Peter. Good to be here, honey. Thanks Pleasure. You, um, live on the West Side of Manhattan And you and you. There’s a there’s a pretty well known five star steakhouse. I’ll get Wolfgang’s not far from you,

[00:02:44.54] spk_0:
but you pass

[00:02:45.28] spk_1:
it to go to a different steakhouse. Correct? Morton’s correct. Why is that?

[00:04:33.94] spk_0:
I am a zombie loyalist to Morton’s. What does that mean? I, uh love the service, the attention to detail, the quality, the the sort of where everyone knows my name mentality. When I walk into that Morton’s or any Morton’s around the world, they have a tremendous, uh, customer relationship management system. When I call one number, uh, in New York or anywhere in the world, it they know who I am by my cell phone. And, uh, I’m treated with just, you know, phenomenal, uh, happiness to to hear from me and my wishes are granted as it were. I we have a happy hour holiday party coming up at Morton’s next couple of days. And, you know, as always, I forgot to call and make a reservation. And, you know, I called yesterday and said, Hey, I need a, uh, she has to get a reservation for seven people. Um, you know, Thursday night at seven p.m. Which is, you know, the week of the holiday party, and, uh, they looked and they said, Oh, well, and then I guess their computer system kicked in. Of course, Mr Shank, not a problem at all. We’ll get the frame and we you know we’ll have. We’ll have a great booth for you that, um, you know, and we’ll we’ll tell us the names of people attending and, you know, you know, you know, they’re gonna have specialized menus for them and their names on they Really, they have a really high level of service that they provide, not just to me. That’s the beauty of it. You know, it’s one thing, everybody. Yeah, it’s one thing that they just provided to me, but they do that for everyone. And that is huge because, you know, being able to call when a normal person makes reservation. And not that I’m special. I’m actually rather abnormal. But when a normal person makes a reservation and says, Uh, no, Martin says. Okay, great. Are you celebrating anything? So, yeah, it’s my wife’s birthday that’s always asked to anyone who calls. I said, Oh, you know what? It’s my wife’s birthday. Great. What’s her name? And her name is Megan. Whatever. And you go in and they and you sit down on the on the on the menu. It says, Happy birthday, Make it. And then Megan, whoever she happens to be, we’ll spend the next 45 minutes, you know, taking 50 selfies with her menu and and that will go online. And when her friends, you know, want that same experience, they’re going to go Morton’s,

[00:05:04.54] spk_1:
you say, uh, in in the book, you get the customers you want by being beyond awesome to the customers you have. And that’s why I wanted to start with that Morton story, which is in the middle of the book. But they do it for everybody, and then they have the V. I. P. S as well. And there’s the terrific story of you tweeting tell that story. That’s a good story. It’s

[00:07:24.54] spk_0:
a good story. I love stories. I was flying home from a day trip to Florida and was exhausted and starving, and they trip meeting you’re flying down and slow down at six a.m. At a lunch meeting, flew back the same day. You know, one of those one of those days, and I jokingly said, the tweet Hey, Morton’s, why don’t you meet me at Newark Airport when I land with a porterhouse in two hours? Ha ha ha ha ha. Um, you know, I said it the same way you’d say, Hey, winter, please stop snowing. Things like that and I landed. Uh, find my driver and sit next to my driver is a, uh is a waiter in a tuxedo with the Mortons bag. They saw my tweet. They put it together. They managed to bring me a, uh, a steak and, you know, as great of a story as it is, it’s that’s that’s it’s a great stunt and it’s a great story and it wasn’t stage, and it was completely amazing. But, you know, that’s not what they’re about. They’re not about delivering states airports. They’re about making a great meal for you and treating you like world when you come in. And you know, if they just did that, if they just delivered the state of the airport, but their quality and service sucked, you know, it wouldn’t be a story because, you know, you know what they did for Peter. But, you know, my steak is cold. So what it really comes down to is the fact they do treat everyone like kings. And that’s that’s really, really important, because what ends up happening, you have a great experience importance. And then you tell the world you know Oh, yeah, Great dinner last night. that was amazing. I would totally eat there again. And as we move to this new world where you know, review sites are going away and I don’t I don’t need to go to yelp reviews from people I don’t know. You know, if they’re shills or whatever the case may be, I don’t know. Or trip Advisor. Same thing. I want people in my network quite trust and and people in their network who they trust by default, I trust. So that’s gonna be that’s already happening automatically. You know, when I when I land in L. A and I type in steakhouse, uh, you know, not me. I know, I know where the steak house in l. A. But if someone types into Google Maps or Facebook Steak House in Los Angeles, you know they’ll see all the steak houses on Google map. But if any of their friends have been to any of them, they’ll see those first. And if they had a good experience, only if the sentiment is positive. Well, they see those first. And that’s pretty amazing, because if you think about that, the simple act of tweeting out of photo Oh, my God. thanks so much. Martin’s love this. That’s positive sentiment. The network knows that. And so if you’re looking for a steakhouse, you know, and your friend six months ago, I had that experience. Oh, my God. Amazing state. This is a great place. There’s a the sentiment’s gonna be there. And and And the network will know that network will show you that steakhouse because you trust your friend.

[00:07:25.84] spk_1:
And this is where we start to cultivate zombie loyalists. Exactly. Through this awesome customer service of the customers, you you have to say more about

[00:08:22.64] spk_0:
zombie. I mean, you have so many companies out there who are trying to get the next greatest customer. You know, you see all the ads, you know, the Facebook post. You know, We’re at 990 followers are 10 are 1000. Follower gets a free gift. Well, that’s kind of saying screw you to the original 990 followers who you had who were there since the beginning. We don’t care about you. We want that 1000 you know, that’s not cool. Um, the the the companies who see their numbers rise and you see their fans increase and their their, um um revenues go up are the ones who are nice to the customers they have. Hey, you know, customer 8 52. It was really nice of you to join us a couple months ago. How? You know, how are you? We noticed that you posted on something about a you know, your car broke down. Well, you know, we’re not in the car business, but, you know, your your two blocks from our our closest outlet or whatever. And you know, if you if you need to come in, have a cup of coffee when I use the phone, Whatever. You know, those little things that you can do that that that really focus on the customers you have and make the customers. You have the ones who are the zombies who tell other customers how great you

[00:08:35.54] spk_1:
are. And this all applies to non profits, certainly as well in

[00:09:12.94] spk_0:
the system. But even more so, I mean, if you you know, non profits are constantly worried about how to how to make the most value out of their dollar and how to keep the dollar stretching further and further, and you know you have this massive audience who has come to you, who is a non profit? Who said to You know, we want to help here we are volunteering our help and just simply treating them with the thanks that they deserve, not just as simple. Hey, thanks for joining us, but actually reaching out, asking what they want, asking how they like to get their information. Things like that will greatly increase your donations as well as, um, making them go out and tell everyone how awesome you are and letting them do your PR for you. And

[00:09:17.22] spk_1:
that’s what a zombie loyalist does. And this is for this. Could be donors could be volunteers organization who aren’t able to give a lot. But giving time is enormous.

[00:09:25.27] spk_0:
And if you know if they have such a great time doing it, they’ll bring friends

[00:09:29.84] spk_1:
as zombies.

[00:09:49.84] spk_0:
Do you know zombies have one purpose in life? A. Real zombies have one purpose in life that’s to feed. It doesn’t matter. How the Mets are doing it doesn’t matter, you know, because chance that they lost anyway. But it doesn’t matter how, how anyone is doing, you know, or what’s going on in the world and any kind of bad. It doesn’t matter what matters with zombies. Where are they gonna get their next meal? Because they feed and they have to infect more people. Otherwise they will die zombie loyalists to the same thing. All they have to do is make sure that their customer, they tell the world, and we all have that friend who does it. You know that one friend who eats nothing but the olive garden because oh my God’s greatest breadsticks everywhere, you know and they will drag your ask the olive garden every single time they get that chance. That’s a zombie loyalist,

[00:10:04.75] spk_1:
and you want them to do that for your nonprofit, and there’s a big advantage to being a smaller, smaller organization. You could be so much more high touch, and we’re gonna talk about all that. We got the full hour with Peter Shankman. Gotta go away for a couple of minutes, stay with us.

[00:10:35.54] spk_2:
It’s time for a break. Turn to communications. You’re 2022 writing. Do you have time to do all the projects that you need to do? Like social posts and blog posts, newsletters and annual report Web updates board reports, fundraising appeals and acknowledgment messages. What about your staff Communications? What about your process? Documentation? What about training and on boarding documents?

[00:10:51.74] spk_1:
Do you need help with writing

[00:10:53.52] spk_2:
In 2022?

[00:10:55.64] spk_1:
I mean, you can talk to them about

[00:11:24.24] spk_2:
2023, but that seems premature. But if you need help in 2022, with all your projects talk to turn to, they can create the content for you. They’ll get to know your tone and your messaging. They’ll create in your voice, turn to communications. Your story is their mission. Turn hyphen two dot c o. Now back to zombie loyalists.

[00:11:27.44] spk_1:
Peter, it doesn’t take much to stand out in the customer service world, does it?

[00:11:52.24] spk_0:
It really doesn’t, you know. And the reason for that is because we expect to be treated like crap. You know, if you think that I I I love this example. Whenever I give speeches, I asked, I asked everyone the audience I’m like who here has had a great flight recently, Like at least one person raised their hand. I’m like, Okay, what made it great and without fail. And I said, Well, we took off on time and I had the seat I was assigned and we landed on time. And so you paid for a service. They delivered that service and you’re over the freaking moon about it. Like that’s the state that we’ve become. You know, that’s how bad customer service has been that you are just beyond thrilled that they did exactly what they said they were gonna do it. Nothing more.

[00:12:05.51] spk_1:
Less than 20 minutes in the post office line.

[00:12:24.44] spk_0:
And I’m ecstatic Exactly. You know, it’s so we really are at a point where we only have to be one level above crap. I’m not even asking my client to be good. Just one level of crap. You know, if everyone else’s crap and you’re one level above that, you’re gonna win. It’s my favorite. One of my favorite jokes. Um, the two guys are out in the woods hunting in the woods and or just jogging and was the first one sees a bear and they see these bearings bears raised and he’s about to strike. And the first one reaches down and tightens up his laces on his running shoes and see what the studios don’t be. Don’t be. Don’t be an idiot. You can’t outrun a bear because I don’t need to. I just need to outrun you. You know, I love that joke because it’s it’s so true. That’s the concept. You know, all you have to do is be just a little bit better than everyone else and you’ll win the whole ballgame.

[00:12:50.14] spk_1:
Now we have to set some things up internally in order to have the structure in place to create these The zombie loyalists.

[00:16:14.14] spk_0:
Yeah. I mean, you have a you have a company where the majority of people in your company are afraid to do anything outside the norm, you know? I mean, look at look at the cell phone company. You know, they call them cause you have a problem, right? 18 T or T mobile. You call them, you have a problem. They are actually the customer service people to handle your caller, actually judged and rewarded based on how quickly they can get you off the phone. You know, not on whether or not they fix your problem, but how fast they can get you off the phone. Which means how many more? Cause I remember I worked when I worked in America Online. We all had to do a day of customer service every month just to see what it was like. That was a brilliant idea. But, you know, again, it was a system called Vantive, where you’d sign on and as soon as you signed on, if you want to call, you know, that was tacked against you. And if you were in a call and and it went over a certain amount of time, that was tacked against you, So the decks were stacked Not in the favor of the customer. There are some companies out there who allow their customer service employees to simply be smarter about what they do and do whatever it is they need to do to fix the problem. Um, you know, my favorite story about this Verizon, uh, wireless. I went overseas as in Dubai, and I landed to buy and I turned on my phone. I had gotten global roaming on my phone, Which, you know, $20 for every 100 megabytes. Okay, so I land and I turn on my phone and it says, um, like before I’m even off the plane. I get a text that you’ve used $200 in roaming charges on what the hell you know, $300 by the time I get off the plane. Like something’s up here. So I called Verizon and a nice guy answer the phone and Oh, yeah. I mean, you know, the first thing that was Yes. So you do have global roaming, but it doesn’t work in Dubai, I’m like, Okay, well, that’s not really global. That’s more hemispherical. Roaming, I think is the issue. And so the, uh I said, Well, look, I’m gonna be here for a week. I said, you know what? You have my credit card on file build me like I don’t know. Can you give me, like, 1000 bucks and just let me have the phone for, like, the week? And you know, daddy, you know, 500 bucks, I won’t go over two gigs. Would just do something for me. Sorry, sir. I’m not authorized to do that. Um, you can. I’m like, So what do I have? He’s like, Well, you can pay $20.48 a megabyte. I’m like, I’m sorry. Seriously, which equates essentially two. I will be charged $20.48 seconds, $20 or 48 cents for every I think at the time was for every four seconds of the video Gangnam style, if I decided to watch on my phone Like this is pretty ridiculous. So I simply hung up, hung up on Verizon. I went down the street to do by the mall of the Emirates, which is the largest mall in the world, has a freaking ski slope in it. And I’m not joking. It has a ski slope in the small and, uh, went to one of the 86 different electronic stores in this mall. Uh, but an international unlocked version of the same exact cell phone I have went next door to the local SIM card store, bought a SIM card that gave me 20 gigabytes of data and 1000 minutes of talk for $40. I then put that in my phone because it’s an android phone. I simply typed in my user name and password for Google and everything imported, and Verizon did not get a penny on that trip. Um, how easy would have been for Verizon to say Okay, you know what? We’ll cut your brake uh, they still make a lot of money off me. And I would tell the world how great Verizon was to work with and how wonderful, how helpful they were. Instead, They guaranteed that I will never they will never make a penny for me on any international trip. And I take, what, 15 of them a year. Because now my cell phone, um, my international cell phone that I bought all I do is pop out the SIM card in my land. Wherever I am, put in a new SIM card. So

[00:16:14.85] spk_1:
and you’re speaking and writing and telling bad

[00:17:32.54] spk_0:
stories, Of course. And and every time I tell the story about Verizon, I make it a little worse. Apparently, Verizon, uh, tests out the durability of their phone by throwing them kittens. I read this on the Internet Must be true, but, you know, not necessarily. But you know, the concept that that all they had to do, all they had to do was in power mark customers. And it wasn’t Mark’s phone. Mark was a really nice guy, but he was not allowed to do that. He would get fired if he tried to do a deal like that for me. And so it’s this concept, you know. And the funny thing is, it comes down to if you really want to go down the road. In terms of a public company like Verizon of where the issue is, you can even trace it to fiduciary responsibility because the fiduciary responsibility of any company CEO all the way down to the employee is to make money for the shareholders. Okay, that’s the future. Responsibility means by not allowing me, they’re not allowing Mark, the customer service agent to to help me and take a different tack. He’s actually losing money. Too many CEOs think about the next quarter, so we have to make our numbers. Next quarter, I’m fired. Companies in other countries tend to think of the next quarter century, And they make a much bigger difference because they think, Okay, what can we do now that will have impact in the next 5, 10, 15 years, you know, and really implement the revenue that we have and and augment and companies Americans don’t think about that, and that’s a big problem. I

[00:17:39.24] spk_1:
buy a product line, uh, has a lot of natural and recycled materials its seventh generation and their, um, their tagline is that in in our every decision, we must consider the impact on the next seven generations. It comes from an American Indian.

[00:17:48.98] spk_0:
It’s a great it’s a great line. I mean, just think about how much money Verizon would have made for me in the past three years. Just just in my overseas, you’d be telling

[00:17:55.71] spk_1:
a story about like them about Martin’s like the one of Morton’s

[00:18:19.64] spk_0:
look, a lot of people listen to me and they for a time when you Googled roaming charges variety When you Google Verizon roaming charges. My story about how I saved all this money came up first because I did the math. And if I had not called Mark and bought my own self on and done this, I would have come home with $31,000 cell phone bill and your damn of what I’m gonna do anything about that would be like up Too bad. Sorry should read the fine print

[00:18:23.91] spk_1:
and plus the the employee who sold you the quote international

[00:18:27.56] spk_0:
plan, right?

[00:18:28.53] spk_1:
I’m sure you told her,

[00:18:29.93] spk_0:
she said, where we’re going, I’m going to Canada and I’m going to Dubai. I’m assuming she didn’t know where to buy, was she? Probably. It was near Canada, but, uh, yeah, Long story short, I couldn’t use it.

[00:18:40.14] spk_1:
All right. So employees have to be empowered. There has to be. We have to be changing a thinking too. I mean, the customer has to come first. The donor of the volunteer

[00:20:41.74] spk_0:
Don’t volunteer. You get at the end of the day, where is your money coming from? I don’t care if your nonprofit or Fortune 100, where’s the money coming from? You know, and if you we see it happening over and over again, we’re seeing what you’re seeing right now. Play out every single day with the company uber, um, and uber. It’s so funny because uber makes, uh, you know, they’re valued at $40 billion right now, but that doesn’t mean anything that doesn’t mean anything. If people are running away in droves, which people are, there’s a whole delete your uber app movement. People are God’s people are leaving. What’s the problem? Well, it’s several number one. That uber is run by a bunch of guys who honor the bro code. The company was actually started by a guy who, in on business in business insider, said he started the company to get laid. Um, his goal was to always have a black car When he was leaving a restaurant, uh, to impress the girl he was with that he came out and said that And you see that culture run rampant throughout uber, um, from their God mode, where they can see they actually created. It was, uh I don’t know where I read this business insider as well. It was They created a hookup page that showed or or or or walk of Shame Page that showed where, uh, women were leaving certain apartments like on weekends going, leaving certain place on weekends, going back to their home. Um, it was obvious that they, you know, met some guy like they did that. And then, of course, just their whole surge pricing mentality, which is, you know, two days ago there was a couple days ago. It was a the terrorists of the figures, a terrorist attack in Sydney at that at that bakery and Sydney, uh, uber and Sydney instituted surge pricing for people trying to get out of harm’s way. You know, and and they later refund it. Always a computer glitch. You know, I’m sorry. You have a stop button. And you can when you see something happening like that, this has to be someone in the office, because you know what? Not cool. We’re going to take care of that and and hit the stop button. And it was Yeah, bad tons and tons and tons of bad publicity. You know, I was having an argument with one of my facebook page facebook dot com slash peter Shankman Because they said, Oh, you know, um, so what? They don’t they don’t turn on surge pricing, don’t have enough cabs there, and, you know, people can’t get home. I said I’m pretty sure that the only I’m sure that no one had cab companies there. I’m sure that there wasn’t anyone who had enough cars, their private cabs, ubers, whatever. Yet the only stories I read about companies screwing up during the event where uber not Joe’s Sydney cab company. You know, I didn’t see him screwing up because he didn’t turn on surge pricing. You gotta You gotta respect your customer. You have to,

[00:21:07.34] spk_1:
As we’re training for that then not only, uh, trying to change their mind shift. Well, in in trying to change that mindset rewards for for customers, for employees that do go, do go the

[00:22:11.74] spk_0:
extra mile. Well, first of all, if you give the employees the ability to do it to go the extra mile and I understand they won’t get fired, you’re not gonna get into. I always tell every one of my employees you’re never gonna get in trouble for spending a little extra money to try and keep a customer happy. You’ll get fired for not doing it. You know, you get fired for, not for seeing an opportunity to fix someone and not taking not doing everything that you could. You know? Ritz Carlton is famous for that. Ritz Carlton hires people not because whether they can fold a bedsheet but for how well they understand people. Because in Rich Collins mind, it’s much more important to be A people person and be able to be empathetic. And that is such a key word. Empathy is just so sorely lacking. You know how many have called customer service? Yeah, you know, I have to have to change my flight. My my my aunt just died. I really need to 100. Okay, great. That’s $300. I just want to go an hour earlier. You know, you show up at the airport, your bag is overweight by half a pound. $75. I just Can you Can you just cut me some slack? Nope. So empathy and giving the custom, giving the employee the ability to understand that the customer that sometimes you can make exceptions and it is okay to make changes.

[00:22:18.91] spk_1:
And this is where a smaller organization has huge

[00:22:33.84] spk_0:
advantage. It’s easier to change. That’s what kills me. You know, I go to these. I try to frequent small businesses when I can I go to some of these small businesses and they won’t they act like large businesses, you know, in the respect that they don’t have a like they

[00:22:35.45] spk_1:
want to be respected. Almost. They

[00:23:14.14] spk_0:
Don’t have, like, a 66,000 page code that they have to adhere to. They can simply, uh, do something on the fly. And yet, for whatever reason, they won’t do it. And and it’s the most frustrating things. Like guys, you’re acting like a big you’re acting like Mega Lo Mart here, you know, And you’re not Mega Lo Mart, and you’re just Joe’s house of stationary, whatever it is and you know, Not be able to help me. You’re pretty much killing yourself because you don’t have 85 billion customers that come through the door after me, you know? But I have a pretty big network, and for small business to get killed socially, as social becomes more and more how we communicate, you know, it’s just craziness.

[00:23:23.64] spk_1:
It’s, you know, we’re pretty much in the world. I think we’re something almost hasn’t happened to you unless unless you share it.

[00:25:44.34] spk_0:
I joked that, you know, if I can take a selfie. Was I really there? Um but it’s true, you know, we we do live in a world where, you know, I remember God 10 years ago. Maybe not even not even 10 years ago. I was one of the first people to have a phone in my camera you know, and it was like drinking from that’s what I said. Yeah, I can’t find my phone right. And it was like a I think it’s a 0.8 megapixel, you know, it looked like I was taking a picture with a potato. But it was, um it was this. I remember it was 2000 and two, and I was in Chase Bank and there was a woman arguing with the teller, and I pulled out my video. You know, it was it was the crappiest video you’ve ever seen. But I pulled it out and I said, You know, uh, I started recording, and the woman behind the woman behind the counter was the woman behind the counter was talking to the customers, saying, You do not speak to me that way. You get out of this bank right now and the customers saying, I just wanted my balance, and you and the manager comes over and get this whole thing on my little crappy three g Motorola phone phone. And I remember I posted online, and Gawker picks it up. I gave my email. You know, my headline I put on my blog was, you know, chase where the relationship is that Go after yourself, you know? And it was It just got tons of play. And then Gawker picked it up. It went everywhere. Totally viral. So it’s one of those things here, just like, you know, this was in 2000 and two. It’s 12 years later. How the hell can you assume that nothing is being that you’re not being recorded? You know, I I remember blowing I sneezed a couple weeks ago and, uh ah, not to get too graphic here, but I needed a tissue big time after I was done, anything. I remember going through my pockets looking for desperate, looking for tissue and looking around making sure I wasn’t on camera somewhere that someone didn’t grab that. Give me the next viral sensation, you know? I mean, I went God, I went to high school with eight blocks from here, right? If the amount of cameras that are in Lincoln Center today Were there in 1919, 90 be having this conversation entirely, I’d be having this conversation behind bulletproof himself. And, um, yeah, so you know, you’d be you’d be talking to You have to get special clearance to visit me, probably at the Supermax in Colorado. So, you know, it’s it’s one of those things that you’re just like my kid, who’s who’s almost two years old now is going to grow up with absolutely no expectation of privacy the same way that we grew up with an expectation of privacy. And I’m thankful for that because she will make a lot less stupid moves. You know? I mean, God, the things that I thought, you know, in, in, in, in high school I thought the stupidest in the world. Thank God there wasn’t a way for me to broadcast that to the world in real time. Jeez, thank God

[00:25:59.64] spk_1:
creating these zombie loyalists. And we’ve got to change some. We’ve got to change culture and thinking and reward systems. Let’s go back to the cost of all this. Why is this a better investment than trying to just focus on new donors?

[00:27:20.74] spk_0:
I love I love this analogy and I’ll give you a fun analogy. Let’s look at a bar and there’s a very cute girl across the across the park and she catches my eye catcher. I go up to her go. You know you don’t know me. I am amazing in bed. You should finish your drink right now. Come home. Let’s get it on. I’m gonna impress. I’m that good chance that she’s gonna throw a drink in my face. Go back talking to her friends. I’ve done a lot of research on this. That’s probably understand. Now let’s assume let’s assume an alternate world. I’m sitting there on my phone. I’m just playing like, you know, some words with friends like that. And, uh, she’s over there talking to her friends, one of her friends. Holy crap. That’s Peter. I think that’s Peter Shankman. I’ve heard him speak. He’s in this fantasy world. I’m single, too. He’s I think he’s single and he’s having this amazing guy. I know he has a cat you have. You should totally go talk to him. At the very least, I’m getting this girl’s number. That’s PR. Okay. And what do we trust? More me with my, you know, fancy suit collar Going over the seventies, leaders did. Hi, I’m amazing. Or the girl saying, Hey, we’ve been friends since third grade. I’m recommending that guy. You should trust me on this, You know, obviously that that’s where, uh, good customer service comes into play. And that’s where corporate culture comes into play. Because if I have a great experience with you and at your company, I’m going to tell my friend when they’re looking and I will stake my personal reputation on it. And there’s nothing stronger than that.

[00:27:26.19] spk_1:
And these are the people who want to breed

[00:27:27.55] spk_0:
as it’s stronger than advertising stronger the marketing

[00:27:30.74] spk_1:
and they’re gonna share. People

[00:27:55.94] spk_0:
want to share that. I think about the Internet runs on two things. It runs on drama, drama and bragging or bragging and drama. And if you if you need any proof of that, you know, go and look at all the hashtags with crap that’s happened, you know, bad customer service, bad, whatever. But then look at all the good Hashtags. You know, when our flight’s delayed for three hours and we lose our seat. Oh my God, I hate this airline. Worst airline ever. But when we get upgraded right hashtag first class bitches or whatever it is, you know something stupid like that and the whole because we love to share. It’s only a great experience if we can tell the world, and it’s only a bad experience if we can make everyone else miserable about it as well.

[00:28:54.94] spk_2:
It’s time for Tony’s take two Thank you for the year. It’s been another the second in a row up and down years. But you can count on nonprofit radio, and I know I can count on you are consistent, loyal podcast listeners year after year or some of you. Some of you knew this year. Welcome. Whether you knew this year whether you’ve been with us for a long time. I mean, this is show # 570. So, have you been with us 570 shows? Um, that’s a long time that I’ve been here. I’ve been here 570, however long. Thank you. Thanks for being with us. Yeah. And up and down year yet again. But, you know, you can count on nonprofit radio,

[00:29:00.74] spk_1:
and I know I can count on you.

[00:29:31.84] spk_2:
That’s the That’s the bargain. So thank you. Thanks for the year. We’re gonna be off next week and then and then back in early January. Thanks very much. So glad to have you with me. That is, tony. Stick to We’ve got Boo Koo, but loads more time for the classic zombie loyalists.

[00:29:41.34] spk_1:
Peter, you have a golden rule of social media that that a good number of customers like to share and people are going to keep doing it.

[00:31:15.14] spk_0:
People will always share again. It goes back to the concept that if you create great stuff, people want to share it because people like to be associated with good things. If you create bad stuff and buy stuff, I can meet, I mean anything from a bad experience. Too bad content. People not only won’t share that, but we go out of their way to tell people how terrible you are. Um, you know, how many times have you seen companies fail horribly? Uh, you know, after major disasters when companies are tweeting, um, you know, completely unrelated things after after a random school shooting? Uh, no. It was after the shooting at the theater in Aurora, Colorado at the Dark Knight. Um, the NRA tweets. Hey, shooters, what’s your plans for this weekend? You know, and I’m just going, really, you know, but And of course, the thing was, the thing was retweeted millions of times, you know, with the sort of shame on the NRA. So we we’re a society. Like I said earlier, that loves to share when when great things happen to us, but loves to tell the world when we’re miserable, because we’re only truly miserable. We make everyone else miserable right now, Um, it’s funny you mentioned, uh, generosity series, Uh, the one of my favorite stories, which goes to sort of a bigger picture of culture. And, um, somehow when you’re just doing your job because that’s what you’re supposed to do your job. But you don’t realize there are ways to get around that. I I listened to your podcast, among others, when I’m running through Central Park, Um, and more like, if you know, my body type more like lumbering through Central Park. But I get there. I’m an iron man. I have, I have that. And so I go through Central Park and it’s super early in the morning cause I usually have meetings and I don’t run fast. Um, I run like I really don’t run fast, but But as I’m running, But

[00:31:24.23] spk_1:
let’s give you the credit. You have done a bunch of iron man. I have try.

[00:33:28.64] spk_0:
I do. I do it, you know, my mother tells me that I just have very poor judgment in terms of what sports I should do. But, um, on the flip side. I’m also a skydiver, which is with my weight is awesome. Yeah, I fall better than anyone. Um but so I’m running through central park. Last year it was February, February of of 13 and 14 of this year and it was probably about 4. 45 in the morning because I had a an eight. AM meeting. I had to do 10 miles. So 45 in the morning, I’m running about but around 19, 79th, 80th Street on the east side, in the park and a cop pulls me over and I said, What are you doing? I look at him, you know, I’m wearing black spandex. I have a hat. It’s five degrees. I don’t like what I’m playing checkers, you know? But, you know, I’m like, I’m running and he’s like, Okay, can you stop running? I’m like, Okay, because they give the park’s closed like, No, it’s not like I’m in it. Look around. There are other people who know part does nobody else exam. I’m like, he’s like, Do you have any idea on you? I’m like, No, I’m running. He goes, What’s your name? I’m like, seriously, like I’m writing you a summons. I’m like you’re writing me a summons for exercising. I just want to clarify that you’re writing music, and sure enough, I wrote me a summons for exercising in Central Park before it opened. The charge was breaking the violating curfew. You know, I’m like I get the concept of the curfew is to keep people out after two a.m. It’s not to prevent them going in early to exercise, to be healthy. I’m like, I’m not carrying, you know, a six pack. I’m not drinking a big gulp. I’m not smoking. I’m you know, I’m doing something healthy, and you’re writing me a summons for it. Um, and I said, you know, I’m gonna have a field day with this. I said I I kind of have some fathers. There’s gonna be a lot of fun. I’m not, You know, I know you’re just doing your job, sir, even though you have the discretion not to, but Okay, so I go back home, take a picture of my ticket, I email it to a friend of mine in New York Post. You know, front page, New York Post. Next day. No running from this ticket. You know for that. Great New York Times covered it. Runner’s world covered. I mean, I went everywhere. Gawker covered it, you know? And And my whole thing was just like, Dude, you have to scratch. Look at me. You know, I’m not I’m not even going super fast, for God’s sake. I’m just I’m just trying to exercise here, you know? And of course, I went to court, and I beat it. But how much money they cost the city for me to go to court, fight this thing? You know, every employee you have to give your employees the power of discretion. The power of empathy to make their own decisions. If you go by the book, bad things will happen.

[00:33:36.14] spk_1:
And again, small shops. So much easier to do. Flat line, flat organizations.

[00:35:10.94] spk_0:
I work with a non profit um, animal rescue nonprofit. Um, a friend of mine was a skydiver and shot him out. No, I can’t, but but there’s a friend of mine was a skydiver, and she was killed in a base jump several years ago. And her husband asked to donate in her memory to this non profit. So I said, I’m a check and about three months later, I get a coffee table book in the mail. And I was living by myself at the time. I didn’t own a coffee table. It was more money to spend on my flat screen. And I remember I call I look at this coffee table book. I throw it, I throw in the corner. I look at it over the next couple of days and pisces me off. And how much How much of my donation did it cost to print? Well, and produce this book to me, And so I called them up. Well, sir, we believe most of our donors are older and probably refer to get a print version as opposed to, like digital. You know where they throw it away and like, you don’t throw digitally, but okay, um, I’m like So So you’ve asked your you’ve done surveys and you’ve asked, you know, we just assume that most of them are older. I’m like, Okay, So I opened my mouth, wound up joining the board, and I spent the next year interviewing customers, interviewing every current and past donor about how they like to get their information and shock of shocks, 94% said online. And so over the following year, we launched Facebook page, Twitter page, uh, Flickr account, YouTube, everything. Ps the following. After that, donations went up 37% in one year In that economy is right around 809. Donations went up 37% in one year, and they saved over $500,000 in printing, mailing and reproduction. Imagine going to your boss. Hey, boss. Revenues up 37%. And we saved a half million dollars. You’re gonna buy a really good beer. You know, all they had to do was listen to their audience, be relevant to the audience you have, and they will tell you what they want. We have tons

[00:35:17.89] spk_1:
of tools for segmentation. My God, you’ve got to listen to what segment that you want to. People want to

[00:37:33.83] spk_0:
be in. You know, someone? Someone asked me that they show what? What’s the best? I knew nothing about the company. What’s the best, uh, social media outlet for me to be on? Should be on Twitter should be on Facebook. I said, I’ll answer that question. If you can answer this this this question to ask you is my favorite type of cheese Gouda or the number six? Yeah, they say, I understand that’s not a real question like neither is yours. Like I can’t tell you where the best place to be your audience can. I said, Go ask your audience. Believe me, they will tell you there’s a gas station in the Midwest. Come and go. Um, I just love the name K U M and G O come and go and they’re tackling the book you can read more about. Their tagline is always something extra. I mean, come on, the jokes just write themselves, for God’s sake. But they don’t take themselves too safe. Really love that Come And just knowing the name of the company gas station. And, um, you know, I remember there in Iowa and I went to visit a friend in Iowa and I was like, You got to get a photo of me in front of come and go inside. And the beauty of this is that some of their employees actually look at their customers when they’re on their phones and the stories go. You know what do use Twitter or Facebook? And they say Oh, yeah, And they record that information and they know it. God, customers will give you so much info if you just ask them, because then they feel invested. They feel invested in your company. They feel like they that you took the time to listen to their nonprofit request for their their their questions. And they feel like they did for Harrow. Every month we have a one question Harrow survey, you know, harrowing question survey. And it was like 1000 people respond, and I spent the entire weekend emailing Everyone responded, thanking them personally took my entire weekend. But it was great, because what wound up happening is that, you know, if we took their advice and launched on Monday with the new thing, they go, Oh, my God. Howard did this. They took my advice. Well, yeah, it was your advice to 800 other people’s advice, but we took it and they’d be like, Oh, my God, this is it. And it just it just made them so much more loyal. And they tell hundreds and hundreds and hundreds of people we get I mean, there were days like there are days where I was in Temple one morning, the Garment Center synagogue and my phone. I feel my phone getting really hot in my pocket, which is not normal, and I’m starting to hurt and I look at it. It’s almost on fire. It had frozen because we were mentioned in Seth Godin’s morning blog, and at that time I was getting emails. Every time we get a new subscriber and the phone is actually frozen and was locked and and was like overheating, I take out the battery and reset the entire phone because we just got so many new like 14,000 subscribers in, like, three hours. It’s obscene. Obscene,

[00:37:35.25] spk_1:
you say. Excuse me? You say, uh, that customer service is the new advertising marketing NPR?

[00:40:23.41] spk_0:
Yeah, it really is well again. You know, if we’re moving into that world where so imagine a lava lamp and I love that. I can use this analogy. Imagine a lava lamp. Lava lamp has water, oil and heat source. Right heat source heats the oil. The oil flows through the water. It makes pretty colors. I’ve heard it looks really good when you’re high. Now I’ve heard now imagine if Crystal’s imagine if you are, uh, everyone you meet in your network, okay, is a drop of oil. The water is your network. And what is your world? Everyone you meet in your network from from the guy you’re sitting doing the radio interview with to the guy who serves you ice cream with local deli to the guy who does your dry cleaning to your girlfriend to your wife, too, at the same time to your kid’s second grade teacher to your second grade teacher years ago. Everyone you meet is in your network, you know, right now, when Facebook first started, I would see the same weight from a kid with junior high school with his posted at the same weight as like my current girlfriend, Which is ridiculous. I don’t need to know about everything my friend from junior high schools do. We have to talk to the kid. In 15 years, Facebook’s gotten a lot smarter as Google. Now I see the people I communicate with the most, okay, and if I if I reach out and communicate with new people, they start rising in my feet and my stream. If I don’t they fall. It’s just like a lava lamp. Every person you connect with is a drop of oil. The heat source at the bottom that’s rising. Raising or lowering those drops of oil is relevance. So if you imagine the heat sources relevance and the more I interact with someone, the more the higher they go in my network. And the more I see of them, the more trust level there is. When I’m at a bar and I meet someone at a restaurant or conference, I meet someone. I don’t need to, um, connect them. I don’t need to go on Facebook and friend requested, you know, awkward friend. Requesting is when you stop and think. The last time I friend requested some of the real world was second grade. Will you be my friend? My daughter is doing that because, you know, she goes into like, the cat. Will you be my friend like honey? The cat doesn’t wanna be here, but you know it’s this awkward thing. Who the hell friend request someone anymore? If I’m if I’m hanging out with you to bar and we connect again and we talk and we go out to dinner and we’re having a good time with friends. I don’t need to first request that you, you know, that’s going away Friending following liking and fanning is all going away. What will interact is the actual connection. So if I meet with you and I have a good time with you and we talk again if I use your business, if I go to your non profit, if I donate if I volunteer or whatever the network knows that the more I do that, the more interact with you. The more you have the right to market to me and the more you will be at the top of my stream and the more I will see information about you, the less I will have to, uh, search for you. But if you do something stupid or were no longer friends, yeah, you’re going to fade and unfriend, you just disappear. Unfriending is also awkward. I dated a woman we broke up. It was nine months after we broke up. There was one other friend, the other one, because it’s just awkward. So I woke up in front of me anyway. But you know the concept of not having to do that, just, you know? Okay, I haven’t talked to in a while. I don’t see your posts anymore. It’s the real world. That’s how it should be.

[00:40:24.73] spk_1:
And if you’re not feeding zombie loyalists, they can start to defect questions. So I want to I want to spend a little time on. If you’re

[00:41:11.71] spk_0:
not talking to them, giving them what they want talking about their information, helping them out, they will gladly go somewhere else to someone who is. You know, if I have a great experience in the restaurant every week for three years and then all of a sudden over time, I’m noticing less and less that restaurants doing less and less to take care of me, you know, and maybe management to change. And I don’t feel that, you know, I’m ripe for being infected by another company. I’m right for someone else to come see. You know, Peter, Because if I tweet something like, Wow, I can’t believe I have to wait 40 minutes for a table that didn’t used to be like that. If someone else is smart restaurant, they’re following me. And they’re gonna get you know there’s no way. No way over here. Why don’t you come to black storms will give you a free drink you know, you know, and that right there, that’s the first sign of infection, and I might become infected by another by another. Company becomes a lot less for them.

[00:41:22.81] spk_1:
And so let’s let’s take. You have a lot of good examples. Let’s take a one on one situation. How can we start to cure that? The simple act of realizing

[00:41:42.21] spk_0:
following your customer’s understanding when they’re not happy and fixing the situation before it escalates. You know you can contain a small out Brett. A small outbreak small viral outbreak. You can contain that by getting the right people finding out what the problem is getting into one room, fixing their problems, healing them.

[00:41:42.84] spk_1:
You have a good united story. Back when it was Continental,

[00:42:40.50] spk_0:
I was a frequent flyer and booked a trip to Paris, and it was very angry because they charged me $400 and looking for you. Remember what it was and I called the CEO just just for the hell of it. I’m like, I’m gonna I’m gonna write a letter or an email. This was before Social wrote an email to the CEO and like this is ridiculous. I’m freaking tired, huh? And, like, 30 minutes on my phone rings. Hello? Peter, can you please hold for Larry Kellner, CEO of Cotton Airlines? I’m like crap, you know, and the guy gets on the phone. He’s like, Peter, How you doing? How you doing? Sorry, Clinton. These fees, their new, um, we send them a note, I’m guessing it and see it. We’re gonna waive them for you. But if you have any more problems, you know, feel free to call me and I end up the phone for the next 40 minutes, sort of staring at it like Holy crab Larry killed or the CEO of United. Everyone just called me and talk to me, and it was like it was like, God coming down and say you now have the power to levitate your cat. It was just ridiculous. And so, you know, I have been faithful to Continental and now united ever since, and and they continue to treat me with respect and and do great things, and they’re they’re improving. They’re getting a lot of crap over the past several years, and they really are starting to improve. It’s nice to see

[00:42:52.50] spk_1:
And not only, of course, your own loyalty. But

[00:42:54.41] spk_0:
you’re my God.

[00:42:55.11] spk_1:
How zombie loyalist for them And how many times how much it’s

[00:42:58.83] spk_0:
unquantifiable qualified. Dr. Drag, So many friends to united. I’ve made so many friends. Uh, my father, you know, uh, he only flies united now, which means he only drag drag my mom Only in United only drag my wife in United States. There’s a lot of a lot of work that way. Yeah.

[00:43:22.80] spk_1:
Are we gonna go away for a couple of minutes when we come back? Of course, Peter. And I’m gonna keep talking about his book Comes out in January. Zombie loyalists. You have some examples of zombie loyalist leaving and mass like dominoes. Netflix. They’re both They’re both in the book. So it’s so one leaving. If you know, if you’re not starting to cure one leaving,

[00:43:59.20] spk_0:
and then that’s the thing. You know that it will expand the internet with the hashtag everything like that. You know, it doesn’t take a long time. Um, for those things to sort of blow up in your face and, uh, you know, the end of the day, everyone say, Oh, you know Twitter is responsible for for us losing. No, they’re not. You’re responsible for you losing, you know, And And if your product isn’t great and you’re your actions, don’t speak well of who you are. Then there’s no reason your customers should stay with you, you know? And it was so social Media is really hurting us. I know you’re hurting yourself. The only difference is that social media makes it easier for the world to know about.

[00:44:06.14] spk_1:
They’re just telling the story. Yeah, dominoes and Netflix are good examples because they got back, they took responsibility and

[00:44:38.89] spk_0:
they both owned the dominoes, came out and said, You know what? You’re right. Our pizza. We do have a problem. We’re gonna fix this. And they spent millions fixing it. And sure enough, they’re back with a vengeance. Now I’m I’m maybe not even ordered them every once in a while and I live in New York City. That’s that’s a That’s a sacrilege. But, you know, I have the app on my phone from overseas, traveling somewhere I’ll be showing or whatever. And you know what? You’re gonna get it 11. 30 at night when your flight is delayed. You land down. Um, which reminds me I’d probably go exercise. On the flip side, you look at something like Netflix. They they also were screwing up, you know, They were losing their trying to switch between the two. They came up with a new name and everyone’s like, gross public man. And so and again you’re watching the same thing happened with uber right now would be really interesting to see if they’re able to repair themselves.

[00:44:55.39] spk_1:
Listening is important. Both both those. Both those two examples. They listen to their

[00:46:54.48] spk_0:
customers. I think there’s a problem with listening because everyone’s been saying, Listen, listen, listen for months and years and years and years now, But, you know, no one ever says that you have to do more than just listen. You have to listen actually follow up. It’s one thing to listen, you know, I use example, my wife I can sit there and listen to her for hours, you know? But if I don’t actually say anything back, she’s gonna smack me, you know, and go to the other room. And so you really have to. It’s a two way street. Listening is great, but you gotta respond and look, I’ll take it a step further. I was like, Oh, Twitter is so great because someone was complaining on Twitter and we went online, and we we saw the complaint that we fixed the problem and, yeah, how about if the problem don’t exist in the first place? You know, because the great thing about Twitter is that yeah, people complain on Twitter, the bad thing about it is they’re complaining about you on Twitter. So it’s like, What if the problem didn’t exist in the first place? What if What if you empowered your front desk clerk to fix the problem so that I didn’t have to tweet? Hurts is my favorite story about all this? Uh, I used to rent from Hertz religiously. Um, and then I went to, uh, Phoenix Sky Harbor Airport this past April, And I gave it. I was giving a speech, and I go and I my name is supposed to be on the board, you know? So I can go out to my car and it wasn’t it’s okay. It happens. I got upstairs. I wait 40 minutes on the v. line. um, after 40 minutes, they finally say? You know, there’s a, uh, only one guy here. A lot of people might have a better chance to go up to the regular line, like Okay. You probably have told us that a little earlier. Go to the regular line. Spent 45 minutes waiting. The regular line, it’s now been. Are you tweeting while this is happening? Well, I had enough. I was actually not only tweeting I had enough time to create a meme that should give you some idea of how long I was online with myself. And I was okay. Enough time. I mean, I get to the counter how I can help you. Yeah, I was downstairs the V i. P does, and they told me Oh, you’re very preservationist downstairs like, Yeah. Okay. Let’s let’s put a pin in that, um They just sent me up here, like right? They have to help you. Well, it’s not really they You guys are the same company. I mean, I can see the reservation on the screen. You you can help me. Sorry, sir, I can’t help. You have to get the V i p. Next. Like you just next to me. Okay, so if you know anything about Sky Harbor Airport in Phoenix. Um, all of the rental car company in the same place. So I walked 50 ft. It’s a

[00:46:57.76] spk_1:
bus, takes you to the big the Big pavilion, where they’re all

[00:48:53.37] spk_0:
next to each. I walked 50 ft from the cesspool of filth and depravity that was hurt to the the wonderful Zen Garden of Tranquility that was Avis. And in four minutes, I had a nicer, cheaper or nicer, less expensive car given to me a woman named Phyllis, who was 66 and moved to Phoenix from Detroit with her husband for his asthma. I knew this because she told me, um, she smiled at me. She brought her manager out and said, that’s another refugee from Hertz and I said, This happens a lot. They’re like, Yep, I’m like, Wow, you think they have done something about that? And so on the way out in Avis, um, I I thank them. I walked past her as I shoot them. This, you know, sort of look at the look of the beast. I get my Avis car to drive in my hotel. Once I get my hotel, I write a wonderful blog post about my experience called Peter and Hurts and the terrible, Horrible No book. Good, really bad customer experience. Once you have a kid, you find rewriting titles about your blog post that has to do with kids books. Um, I do not like hurt Sam. I am. And and, uh, I included in this blog post the five things I’d rather do than ever, uh, rent from Hertz again. I think number three was was ride a razor blade bus through a lemon juice waterfall. Um, with just, you know, and so. But, of course, the next day hurts reaches out to me. I’m Shannon. Well, this is the head of North American customer service. So your bike I’m like, they’re like, you know, we’d love to have Nick No. Like, you’re not going to fix the problem. Number one of the Navy’s car. I’m never going back to Hertz number two. There are five people. Yesterday five people interacted with all of whom had the chance to save me and keep me as a customer for life. A customer who had been so happy and I would have loved you. five people blew it so don’t waste your time trying to convert me back. You’re not going to. What you want to do is spend some of that energy retraining your staff to have empathy and to give them the ability and the empowerment to fix my problem when it happens. Because five people it takes every single employee to keep your company running. It takes one to kill it. Yeah, PS Avis reached out, um, to thank me personally. And, uh, I am now just this ridiculously huge, loyal fan of Avis and always will be.

[00:49:02.47] spk_1:
You have a pretty touching story about when you worked at a yogurt shop. Really? You’re really young? Um, we have a couple of minutes to

[00:50:39.26] spk_0:
tell that. Tell that story that was on the East Side, which again is yet another reason why I live on the West Side. Nothing good ever happens on Manhattan’s east Side. So I was I was working, and I can’t believe it’s yogurt, which was a store that I think back in the I c b y. No, no TCB. Why was the country’s best yoga The countries I c b i y was a poor? I can’t believe it’s yogurt I can’t believe it’s not. You can’t live yogurt. It was a poor attempt to capitalize on that. And I’m working at this store, and I go in every day and make the yoga to clean the floors. I do. You know, the typical high school job. And, uh, it was during the summer and thousands of people walking by, I think, like 2nd Avenue or something. And there were these brass poles that hung from, you know, there was an awning, right? That’s something that they’re never the brass poles that held the awning up and they were dirty as hell, right? I’m sure they’ve never been polished ever. And I found some. I found some brass polish in the back all the way back in the back. And one afternoon I went outside and I started polishing the polls. My logic was, if the polls were shining and people saw them, maybe they come into the store. Maybe they want to, you know, buy more screenplays. And the manager came out. What the hell are you doing? I told them what I thought. I don’t pay you to think. Get inside. You know, I’m like there’s no customers in there, like, Okay, I’ll make sure the yogurt still pumping it full blast. And I quit. I just quit that job. I mean, I couldn’t even begin to understand why someone would invest. I mean, do you own a franchise by 50 grand to at least to buy that franchise? Why wouldn’t he invest in the two seconds it took a little elbow grease to make the poles clean? That might bring in more customers. What the hell? You know, But

[00:50:40.04] spk_1:
you’re not paid to think

[00:50:49.76] spk_0:
you’re not paid to think my favorite line. Yeah, um, I I just I encourage if any kids are listening to teenagers. If you if you boss says that to you, quit, quit. I will hire you. Just quit. It’s probably the worst thing in the world that you could possibly do because you have customers who you have customers who every day can be helped by people who are paid to think. And that’s the ones you want to hire.

[00:51:00.56] spk_1:
We gotta wrap up. Tell me what you love about the work you do.

[00:51:44.76] spk_0:
I get paid to talk. I mean, my God, this is the same stuff I used to get in trouble for in high school, but on a bigger picture. What I really love about it is being able to open someone’s eyes and have them come back to me. Um, I run a series of masterminds called shank mines Business masterminds shank mines dot com their day long seminars all around the country. And I had someone come to me and, you know, I took your advice about X y Z and I started listening a little more. And I just got the largest retainer client I’ve ever had in my life by a factor of four. She goes, and I just can’t even thank you never sent me a gorgeous bottle of tequila like I can’t even thank you enough. Oh, my God. Being able to help people, you know, at the end of the day, we’re I’ve yet to find another planet suitable for life. I’m looking So we’re all in this together. And if that’s the case, you know, why wouldn’t we want to help people get a little bit more? You know, there really isn’t a need to be, as do she. As as we are as a society, we could probably be a little nicer to each other, and you’d be surprised that will help.

[00:51:54.56] spk_1:
The book is Zombie Loyalists. It’s published by Pal Grave. MacMillan comes out in January. You’ll find Peter at shankman dot com and on Twitter at Peter Shankman. Peter, thank you so much pleasure as Amanda. Oh, thank you

[00:53:05.15] spk_2:
Next week, As I said, No show you’ll have an extra hour. Have fun, have fun with your extra our next week, and we’ll be back on January 3rd. If you missed any part of this week’s show, I beseech you find it at tony-martignetti dot com. We’re sponsored by turn to communications, PR and content for nonprofits. Your story is their mission. Turn hyphen two dot c o. A creative producer is Claire Meyerhoff. The shows Social Media is by Susan Chavez Marc Silverman is our Web guy, and this music is by Scott Stein. Thank you for that affirmation. Scotty. Be with me next week for nonprofit radio. Big nonprofit ideas for the other 95 Go out and be great.