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Nonprofit Radio for July 7, 2017: Social Change Anytime Everywhere, Part I

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Amy Sample Ward: Social Change Anytime Everywhere, Part I

Amy Sample Ward

Our social media contributor’s book is “Social Change Anytime Everywhere.” When it came out we talked about how your nonprofit can raise money, find advocates and move the needle on engagement in our anytime, everywhere world. Four years later, Amy Sample Ward’s book remains relevant and valuable. (Originally aired 3/15/13)

 

 


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Oppcoll hello and welcome to tony martignetti non-profit radio big non-profit ideas for the other ninety five percent. I’m your aptly named host. Our three hundred fiftieth show is coming up it’s july twenty eighth, three weeks oh, i’m glad you’re with me. I’d be forced to endure the pain of skill algeria if you kicked me with the idea that you missed today’s show social change anytime everywhere part one our social media contributors book is social change anytime, everywhere when it came out, we talked about how your non-profit can raise money, find advocates and move the needle on engagement in our any time everywhere world. Four years later, amy sample wards book remains relevant and valuable absolutely that originally aired on march fifteen twenty thirteen. I’m tony take two hello, nc tech for good. We’re sponsored by pursuant full service fund-raising data driven and technology enabled, you’ll raise more money pursuant dot com and by we be spelling supercool spelling bee fundraisers. We b e spelling dot com here is aimee semple ward and me talking about her book social change any time everywhere amy’s not here yet, so we’re going do a little a little preview of her book, a little browse through her book. The first thing that i want to point out is that i wish it had more pictures when i’m when i’m picking books. I i flipped through looking for pictures, and i probably would not have bought her book. It didn’t have enough pictures for me. I like pictures, like more graphic, so it has graphics and has some screen shots. Ah, it’s, very good that way, but i would like more. I would like more pictures in amy’s book. Aside from that, any simple word has just joined us. Well, i’m sure you did. All right, pick moment. Take a moment. Compose yourself if we figured you were in the subway, i was just saying, i wish your book had more pictures. Oh, yeah. Pictures of what? Just it doesn’t really matter. I don’t know. Cute dogs, landscapes, landscapes yeah, i just looked and i look for pictures as i’m i’m browsing through the book section the books it was meant more for reading than browsing. But ok, take another breath. Your yes. You knew you knew that we were waiting for you, and yeah, i was going to be fine, but welcome. Thank you. Have you for the full hour? Yeah, exactly. I’m happy to be here for as much of the subway would let me to be our best majority. I did tony’s take two in advance. So? So whenever i’ll have that time together, congratulations on your book. Thank you. It’s called, written by alison is keeping kapin kapin much. Tell us about alison she’s, the founder of radcampaign and the tele summit and network women who tech she’s based in d c ah, she’s. Pretty. Cool. Yeah. I met her because i was at your book launch. Oh, that’s right book launch that you did at the at planned parenthood parenthood federation. Yeah, yeah, that was very good to about forty people. If you got to meet your husband, max? Yes, very nice. Often left alone as your traveling throughout the country. Yes. That’s the that’s the first time he’s ever seen me speak in any capacity in public? Yes. He said that i didn’t talk to him. You know, first time i know for certain that lovely. Um okay, we’re in. Why do you let’s make this clear? Where? Ok, i need any time everywhere, what’s, what’s our anytime, everywhere world that you are trying to help people make social change in. Well, the anytime everywhere is really focused on the people, not the organization. So all of your constituents, donors, supporters, whatever you want to call them, they are, you know, living their lives basically around the clock, their life. And they are thinking about okay, if i want to talk to this person, i’m going to do it here or if i want to talk about this topic, i’m going to do it here you just interact with your community, however you do as an individual, it might mean a friend calls you and then after you hang up, maybe you go look at facebook and interact with another friend there and then maybe send your mom and email, you know, but you’re not thinking okay, well, i only talked to sam on the phone on, i only talk to my friend barb in email, you know, you as people, we don’t treat our communications and our networks in that way, so organization shouldn’t be saying, ok, well, we only send you emails or we only let you talk about our campaign on facebook. We need to think about the way we communicate and allow our communities to engage with us as as a way that crosses all those channels as well, okay? We’re not segmenting our lives and write our community our conversations, right? Stilted, like communications are conversations, right? I see somebody on foursquare check in and i’ll make a snarky comment or something. E i have seen one of those geever andi didn’t answer it as i recall, um, in fact, you were recently traveling, you were in south by southwest i wass that’s. Ah, what i think of it is just a big music and party and drink fest. Is that what many people think of it that way as well? I’ve never been there at the beauty of being me is that i can know nothing about something and still be an expert in that. Yes, of course. Oh, i think i’m very well acquainted herself by southwest, even though i’ve never been there. Why don’t you tell us what the rial tell people like me who think that everything that they know nothing about but it’s a very comfortable place to be. Actually i what is south by southwest? Well, it are very originally was a music festival, but now has three components music tech interactive, which is really all kinds of technology, not just social media, including gaming and all kinds of interfaces hardware, software, etcetera and film. So film and interactive take place the same week. Concurrently on then the following week is all music. Were you there in your capacity as membership director of non-profit technology network? I waas so there’s a non-profit lounge there lounges of all different types sponsored by different people so there’s, a blogger lounge meant for bloggers to find each other, etcetera. So the non-profit lounge is sponsored each year by beaconfire ah, long time, you know, and ten member organization sponsor etcetera. And they opened it up for others to get to be in the space with them. So and ten had a presence. We had a couple couches, if you will. And i was also working with them to manage the content each day so that people that were start in the lounge, what kind of cause that we had was that we had a different topic each day. So we had one day was focused on measurement and metrics. One day was focused on engaging millennials. One day was focused on technology, staffing and the capacity around technology. Um, there were a couple more, and we so we highlighted little, you know, not not trivia because they’re real. But, you know, just little tidbits from our research each day based on that topic. So you come in the room and learn different things. And then at lunchtime we had panels on that topic so people that we knew were going to be either at south. By southwest are actually based in austin that we could bring in to talk that day, just with whoever wanted to be there and engage with them. And then night times that was the drink fest in well, for some, i think drinking started as early is, like eleven, because i guess technically it’s noon on the east coast. Yes, yes, all right, anything. Did you learn a couple of one or two little things that that you didn’t know or maybe reinforce something that what was your was your take home from from south by that’s me something? Yeah, i think you know, they’re always different applications or tools that get launched itself myself west. So people, you know, waiting, teo, unveil some new application, and so there was a bit of that as well, but i think this year, the feeling that i got from a lot of the non-profit and social impact crowd at the conference was that people are really starting to get to a place where they feel really proud about some of the things they’ve done in their non-profit and they they wish, you know hey, what? Why don’t we get all the attention? You know, just because that really big organization, you know, that has tons of marketing budget and had tried and tried many things and then succeeded with something, you know, we’re a tiny organization, and we did that to, you know, they want a platform for their voices to but, you know, south by is always kind of mixing up the content and have had different tracks and and things like that over the years. So it’s not to say that there will never be a platform for them. But i think this year, there are a lot of organizations there, you know, looking for a place where they could stand on their soapbox and and get to share with everyone what they’ve worked on. All right and excellent that they got that exactly like to see that small, especially small and midsize shops getting attention. Craig newmark wrote the forward to your book. Craig is the founder of craig craig’s list, of course. And craigconnects he’s been our guest on the show twice. I think that was a trivia question once. How many times you been on the show? Oh, did we do that? Oh, i think we did. I think for a giveaway and weigh just you were my guest for the hundredth show and we’re giving away, yes, but the answer’s two way long ago gave away a lot of intense swag for us to give away. Yes, and he says in the forward that social media and good customer service or big deals you think we were going to you and i talk every month about social media, we know that that’s a big deal, good customer service what? Why? Why is he talking about that with respect to social engagements? Social change? Well, i think it doesn’t matter if you’re for-profit aura non-profit if you do true direct service or not, ah lot of the most basic day to day interactions that you could be having with your community take the form of customer service, even if you know, in a non-profit we normally don’t call them that, but but answering people’s questions or just being able to be present on social media, where you see people asking a question, even if it’s not about you being the organization that can answer the question for them and really playing a service role builds community in such a small kind of passive way, but that israel and you’re creating value with them that it is a matter you know, if you are comcast and you want to use twitter to answer customer service questions or, you know you’re the humane society and you want to use twitter to make sure people know how to get help with their animals and and, you know, i like your just broad definition of what’s customer service. I mean, it may just be interacting on a day to day, right? You may not think of it as a service to the customer just having, you know, we’re just engaged in a conversation there on the engagement ladder and which is that we’re just, you know, talking to them right, exactly and helping helping your supporters take advantage of all that they could do with you is customer service, you know, someone calling and saying, i want to volunteer, but i don’t know how and you pointing them in the direct in the right direction that is still a customer service function in your organization got some live listener love we’re talking about texas austin, texas, where itself by was but we have san antonio on the line, santa or on the web, you know, antonio, texas, live listeners love, welcome, welcome to the show and the conversation. Let’s, talk, talk a fair amount, i think about fund-raising and then how will we even, you know, engagement and advocate could you get, you know, getting talking toa advocates and motivating advocates? And you spent some time talking about the different motivations to give why white people are giving on dh. There certainly have been articles and books on this right by the the traditional, i guess, fund-raising prose that are out there, you you spent a little time with emotions, emotions versus statistics, right? What would you like to say there? Well, obviously, we are humans. We are driven by emotion. Um, and i think that a lot of online tools facilitate that really well, you know, how many times have we seen a tweet or gotten an email where they say, you know, this many million people in this country are dealing with this issue and it’s like, okay, well, i don’t actually know a billion people, so i can’t conceptualize that very well, you know, but having a story that directly connects with you. And is someone that’s already been served by that organization helps you understand the kind of person that is may be dealing with that issue and the way that the organization helps them. Because that’s really what we need thio conceive as the person who’s going to take action. Isn’t that what does it really mean for a billion people to be dealing with this issue? But what does it look like to help a person with dealing with that issue? If i can conceptualize what changing the fate is, then i can understand how i can help it and be a part of it. But if it’s just the raw data, it’s really hard to see what the action is in that, and social media really helps with storytelling because you can have, you know, people interacting people sharing their own story in response to that story, it really facilitates that. But the other part of emotion is our natural competitiveness and, you know, not really wanting to say, oh, yeah, my friend karen gave a lot more to that organization that i did. Who says that? Who says, oh, i gave the least. Of my friends, you know, and and tapping into that natural competitiveness, you know, using your pressure for good is actually very successful. One of the research reports that we sight in the book was in pledges, so so, like a pledge drive over the phone, but still you could do this on social media. But when the caller you know, talking to the donor said that the previous caller had given more than they were about to pledge, they then up to their pledge and they upped it even more when the collar sad? Oh, actually, the woman before you, if it was a woman collar and once they knew it was the same gender is them, they gave even more so just by presenting the opportunity to be outdone by someone else, people wanted to beat them. We’re going to talk that’s, outstanding. We had a guest i had guessed professor jin xiang from the university of indiana, and she had done research with this was telephone based also with public radio in bloomington, indiana. When when? When certain, whether she had five key words and when they were used to thank the person you’re or to describe. The person as as a donor. So you’re very kind of you to give or it’s very compassionate of you to give that it increased the the donations right for that call. And actually i think that we’re doing it. I’m being a little inarticulate, but where they were doing it was i want to thank you for your kind donations in the past, or your compassionate or your thoughtful donations in the past, and we hope that you’ll you’ll help us today. Yeah, those using there were five different adjective she had and they could trigger they would trigger hyre giving than someone who who was just thanked. Thank you for your past giving, right. So this is this is really interesting when it’s gender and when there’s a comparison to the previous calling out how were they, you know, like what the language they were using because you don’t be snarky about it, right? Right. Do you remember i were introducing that it’s now the top of my head. It was something like, you know, similar. Like, thanks so much for your desire to give the woman before you donated fifty. How much would you like to donate? So you’re just kind of using it as a context setting statement and then giving them the chance to say, like, well, darn it, i’m given sixty five, you know? Yeah, yeah, excellent. Okay, um going back to your point about big numbers versus a face, i found a quote, i’m going to quote mother teresa, i found a quote that that’s pertinent to this, i think she said, never worry about numbers, help one person at a time and always start with the person nearest you. Social media can make a story come alive it complete person near you could be pictures on instagram. It could be video youtube video on your blogged you can you can put a face to the the homelessness or the hunger that affects a billion people right, and show people how their gift will will impact that that story right? And i like the part of the quote that says start with the person nearest to because that’s too, what we’ve talked about many times in the show don’t go out there and try and find these new people. You already have a community of people that you work with, that you’ve served. Start with their stories and then other people will come out of the woodwork. You know that identify with that story or that have also been served, but maybe i hadn’t talked to you before, so start with the stories you already have and just show them out to the to the rest of the community. Ok, so some peer pressure, yes, about suffering a little point about about suffering can be a valuable, motivated give yeah, it’s kind of a weird nuance on competition. It’s it’s part of why things like walkathon tze and challenges of you know, if i if someone donates five thousand dollars, i’ll shave my head because we actually really liketo watch each other half to deal with something that we don’t have to deal with. And so it’s it’s part of why we khun sake, great! You know, if you pledge, i’ll have to run this many miles. Terrific! I would like to see my friend have to run that many miles. Yeah, and again, doing that in a place where all those people you know in a like a thon process where all those people are competing for donations gives you both layers. Of the captain’s competing against each other for the most pledges, but then also all of their friends saying, oh, yeah, i want my friend to have tto shave his head back in the dark. Days before before, i knew you as well as i do. Those were the dark days. They were. Well, they were more your doctor, darker for you. If you’re going, there were much darker for you before you knew me then. And then before i knew you. I was used to now, so you’ve even like you, really? You haven’t liked me because i used to pay more attention to vanity metrics, then you and i have talked about vanity tricks, and i’m going to give the quintessential example of it in a second. I pay less attention to those things now more involved in the more thinking about the engagement, and i was paying at that time very close attention to the number of facebook like likes, likes of the show’s facebook page, and this was a couple of years ago, and i wanted to get to three hundred and i don’t remember where we started, right? But i with some high school friends of mine who were willing tto co chair, the campaign, i issued the blue pedicure challenge, and i said that i would get a blue pedicure if friends from anywhere but the two friends from high school with cochair radcampaign if we would get to three hundred likes and of course we did get the three hundred likes within a certain time is like two weeks or so. We’ve got three hundred and and i went across the street from the studio. Here, there’s, just get up on the second floor. There’s a salon and i got a blue pedicure and i had a video it’s sons on the youtube channel. It was great fun. Yeah, and people said, you know, a soon as we got the three hundred are weighted the blue pedicure. Yeah, it’s only gonna make good on the way we want to see the photo so i had video of me making my appointment, which was won. And then i picked my color. Nice different shades of blue, of course. Of course i picked my blue color. And then i went back a week later for my appointment, and i upgraded to the paraphernalia axe also, i got the paraphernalia. I don’t even know what that means, but well, they put your feet in warm wax. Oh, interesting wax. Okay, yeah. I don’t know what i’m supposed to soften. I think too interesting. That was my first and last pedicure left so many questions now, so well, they’re all answered on the video there i’ll go to the video i block i met blogged it too. I know it’s on the but certainly it’s on youtube blue pedicure challenge you took a multi-channel approach to this pedicure experience i did that’s true, because we campaign was in multi-channel on dh then the impact in the outcome were were probably blawg and certainly facebook on dh youtube e did take multi-channel provoc any other and plenty of engagement, lots of engagement it was great fun. Yeah, it was good. So pie in the face you use the pie in the face. Example in the back. There’s. A picture of someone one of the few pictures in the book has someone getting those lots of graphs and good pictures. Has someone getting a pie in the face and there’s a picture of alison’s dog in the book leah leah lida lida lida like peter with a now okay, why is why is there dog picture? Because they adopted her. And so there’s ah, case study in there about an adoption campaign. Okay, so there you go. There’s a picture and it’s a cute. I didn’t say there were no pictures. I said it’s not enough to suit me. Wait, we’re coming out in the fall with color book edition graphic novel way have just about a minute before break let’s talk about the last area of motivation sharing impact you and i talked about this before, but let’s just remind listeners how important that is. Yeah, and it doesn’t have to be, you know, i think a lot of organizations when they think sharing impact, they think, okay, well, you know what? The campaign’s over wilson, an email that says, we got all of the money and now we’re going to do though nothing. There we go, that’s the report, but but there’s versions of sharing impact that are kind of like evergreen content. You know, the putting, putting some of your expenditures or big, successful things in the footer of your email. So anytime someone goes in the photo of your website, anytime someone goes your website, they see this is how much money is being devoted two programs, and this is what those programs have created or whatever. There’s also reached the research that shows on donation forms where you actually show the impact of the money people donate more so again, just just keeping it really clear, clear and present all the time as an opportunity, right? Wait, go away for a couple minutes. And when we come back, of course, amy stays with me, and i hope that you do, too. You’re tuned to non-profit radio. Tony martignetti also hosts a podcast for the chronicle of philanthropy. Fund-raising fundamentals is a quick ten minute burst of fund-raising insights, published once a month. Tony’s guests are expert in crowdfunding, mobile giving event fund-raising direct mail and donor cultivation. Really, all the fund-raising issues that make you wonder, am i doing this right? Is there a better way there is? Find the fund-raising fundamentals archive it. Tony martignetti dot com that’s marketmesuite n e t t i remember there’s, a g before the end, thousands of listeners have subscribed on itunes. You can also learn maura, the chronicle website, philanthropy dot com fund-raising fundamentals, the better way. Hyre more with amy sample ward coming up first pursuant their info graphic it is five steps to win at data driven fund-raising i’m always telling you that they are data driven here’s the proof this cool infographic shows you how to define your fund-raising goals what the most important metrics are and how to optimize to get your best fund-raising results be data driven, you should be it’s a good way to live you’ll find the infographic at pursuing dot com you’re quick resource is then infographics! How much simpler could it be? We’d be spelling super cool spelling bee fundraisers. You need money for your good work. I know you do throw a spelling bee and don’t get knocked out if you participate, don’t if don’t get knocked out on the word lettuce like i did in seventh grade that sucked, and to this day i can’t look ahead of iceberg lettuce because that’s all we had when i was in seventh grade iceberg was all we had. Now, of course, we’ve got bib and boston greenleaf red leaf, you could even throw shard in some people. Consider kale, let us so much broader let us spectrum now, but it was iceberg, then i can’t i can’t even eat iceberg plus it’s not very nutritious, i think, but i can’t look ahead ahead of iceberg lettuce without getting a stomach churn, so don’t get knocked out in the world. Let us check out the video at we b e spelling dot com, then talk to the ceo alex greer. Do it now. Time for tony’s take two hello and c tech for good. I was at that conference last month in north carolina and delivered my first workshop on podcasting. I’ve talked about planned e-giving and charity registration through the decades to be precise, but i finally they persuaded me actually to do something on podcasting, and i went outside my comfort zone and now it’s in my comfort zone, so i did it once, so expert on, but i’ve been doing it a long time, so the weapon are that it wasn’t a webinar was a workshop live in face-to-face it was five lessons from seven years of non-profit radio and hello to all the smart nufer philantech folks that i met there, there were few listeners there and insiders getting the insider alerts. Hello, jean lisa, caitlin heather stephanie, tiffani good luck with that podcasting project that you’re tryingto trying to get kicked off there. There were no guy listeners or insiders, there was always all women i don’t know it’s all un enlightened tech men in north carolina for some reason, i don’t know why many thanks for hosting me and see tek for good. Glad to have been with you, and that is tony’s take two here’s more with amy sample ward and me on her book social change. Anytime everywhere. Welcome back big non-profit ideas for the other ninety five percent there’s a bunch of you on facebook, there’s a bunch of you on twitter and join the conversation with those already there on twitter, use the hashtag non-profit radio thanks for joining us multi-channel let’s see what you bring in-kind caroline, caroline caroline xero eyes are san antonio is that i believe. Shut up, san antonio. Um okay, so we’re all about multi-channel we should have a plan for our multi-channel now. Engagement strategy. Turns out we are too, right? Yeah. You want to have goals? You and i have talked about some of this before, but right, putting it all together now. And you’ve put it together in a book, so it’s ah it’s worth it’s worth revisiting the stop? Yes, because they are important our multi-channel plan goals, but how are we going to figure out where we want to be? Well, especially for fund-raising you know, goals have to be really specific. It’s hard to say we’re going to do this year and campaign because we would like to raise some money and you know where we’re soup kitchen, we do things that are important, although important, not compelling has a goal for your staff to even create a campaign out of, but also for your donors to want to support. But if you can say if we raise this much money, it will actually give us this many meals in this much time, you know, three hundred meals over the course of the month. If we can raise this much money, people then can imagine both you know what their actual like hundred dollar donation means as faras how much is served, but it also sets you up to do more than your asking, you know, if you say we’re we’re shooting for ten thousand dollars and that gives us three hundred meals for the month of january as soon as you get close to the goal. It’s really easy to say terrific. Now, if we get ten thousand more, we can feed everyone for february two instead of those campaigns that you see where they’ve done a really great job, they’ve activated their community, and once it starts, they actually start raising a lot of money and then they get to the end and they think terrific close down shop, you know, the thermometer reached the top instead, you’re setting yourself up to go is much, you know, raise as much as you can in the time that you’re planning to run the campaign, and you also set yourself up. If, in case you don’t reach your number, you’re still able to report back in a successful way of saying, you know, we had high hopes of raising ten thousand and we didn’t get there, but we’re still have enough to do two hundred bills this month, and this is how you could help us, you know, after the holidays to serve those last hundred or whatever. So giving yourself a really clear goal lets you iterated kind. Of as the campaign goes and respond to how how it’s doing important, do you think tio have a time limit to your your fund-raising goal? Definitely ah lot, whether you have one week or a one month or however long that the time is, you’re going to see an initial tick and then a big drop in the valley and then as it gets closer, you know, everyone starts donating again, so it doesn’t really i mean, technically, it matters. You don’t want to say this is a yearlong donation campaign, but whatever the duration, is it’s really clear or it’s, really important to be clear about when the end date is so that people know? Okay? It’s coming oh, my gosh, i better donate now and and they actually respond to that e mail instead of just saying, oh, well, i could do it next time i remember or next time i have my wallet now we’re gonna have to figure out how to message, right? That’s it just campaign so that should be a part of our our plan also, exactly and a lot of organizations, you know when when starting to think about a campaign fund-raising or otherwise get really excited in that staff meeting when you start brainstorming like the catchphrase of the campaign, you know, and that can be fun and enjoyable, but very rarely are the witty catchphrase is actually the things that include the action and the ask so don’t spend too much time thinking of like balloons for ur or whatever like crazy thing that maybe is related to the campaign is because you want to make sure whatever very simple phrasing you use and then build your campaign off of includes the aschen, the action so what, you know, give or do this thing for, you know, this many meals in this time? And then once you have that core messaging, yu khun, start planning out of communications calendar that’s reflective of all those channels you want to use remembering, of course, offline or direct mail and not just e mail, etcetera. The other part about messaging that i see organizations forget about is is they concentrate on how they’re going to launch the campaign, and their communications calendar will say, you know, here’s, the first email that goes out and here’s how we’re going to decorate our facebook page. And rebranded there’s no date in that planet’s launch plan on them. Exactly, exactly for exaggeration plan. Sometimes organizations say, well, you know, we want to be responsive, we want to wait and see how it goes. Well, that’s totally fine, but you could still say our plan is to send a second email day three of the campaign, and we’ll be able to say what you contribute and you need to have planned out when you’re going to message so that you can say, great if day three, we’re going to send it on update email let’s, make sure later that afternoon facebook has an update as well, and not just another, you know, status report or something, so it helps you maintain a good flow across your channel. So it’s not always responsive and you’re you know, twitter isn’t just thanks, thanks, thanks, but also has things to share out. You know, that match your other communications you meant now you mentioned offline also. So this is that we’re not just talking about online social social networks, but the offline strategies should be coordinated, if that’s the way that you’re right, typically engaging with people, right? And some organizations may plan an offline launch event the day that the campaign is launching, so of course, you know there’s a lot to do there. But it’s also a good reminder to to capture content from that launch event that you can use throughout the campaign. If you have a bunch of people in one place, make sure summer your staff have their phones or flip cameras or something to take some videos, and then you have maybe half a dozen videos you can use during the course of the campaign that again, just bring up on individual story give you some divers content, etcetera, you know, whatever kinds of content you could pull from that live event. But it’s also a good reminder that many organizations, even while running a campaign, have other work that you’re doing. And so maybe you have a press event about some of your other work. Use that as an opportunity. Once the press component of that piece is over, you know you’re done talking about that policy change. You have a room full of people, then say great, you know, this is all done. I had now want to talk to you about this campaign we’re running, and we’re on day five and it’s going really well and here’s the story take advantage of all those offline opportunities to engage people kayman sample. Ward is a cz membership director of and ten, which you’ll find it, and ten dot org’s and the book that we’re talking about whether that she co authored is social change anytime everywhere you khun follow amy on twitter she’s at amy r s ward at which we know stands for rene the artist for rene and her block is amy sample ward, dot or ge? Get some more live listener love madison, wisconsin, tustin, california. Salem, oregon welcome, salem. Welcome you’re in. So you were in the salem several months ago. You were in somewhere in oregon. Weren’t portland, portland not very far away. Okay, italy, we don’t know what city in italy we just have a vague reference to italy. Bon giorno, chow. Welcome live listener love also tio sudbury in ontario, canada, and barnaby burnaby. Pardon me, burnaby in british columbia, canada. Two provinces welcome canada he’s offline strategies. Amy um, could also be so for aside from events direct mail if you usually using that. Channel telephone. Yeah, right. This these could all be coordinated in your three day or one week or one month campaign. Yeah, especially if you have stories that you know you’re going to use ahead of time in your campaign. You know things that you’ve collected in the past, because if you khun send a direct mail piece, especially just something simple, like, ah, postcard or, you know, an invitation to participate in the campaign that is from that person or telling that person story has their photo, and then two days later, you can send them an email that says, great now the campaign’s open and it has that same story. People then can say, yes, i know that story. I ready to kim. You know, i’m ready to join or actually remember that they’ve signed up with your organization at all, and that they should be engaging in this campaign. And that direct mail piece wasn’t a like mistake in their mailbox in their apartment building. What do we know about how donors give across multi-channel versus more traditional the off for the strictly off line? Well, that data is changing every year is we actually get more and more data at all have more people that we can ask survey, etcetera and and organizations are also becoming more sophisticated with being able to track there donors with they came from online or not, and then just able to report that data so it’s getting more it’s getting clearer every year, but really, we know that people that are online aren’t just saying because i found you online, i want to give to online or because i found you offline. I want to give to offline there’s actually a lot of back and forth that happens. And for most people, even if they are millennials, where people think for some reason, you know, young people only ever look at facebook even if they found you on social media, they still come to your website tto learn about your work and figure out if they want to donate to you so that relationship, maybe on facebook, that relationship may be off line at events they attend, but they still want to go to your website where they can kind of take control of what they’re looking at on your website and learn about your work. So it’s still really important that you have information on your website, but also that you provide that donation, ask an opportunity button, what have you on your website so that once they go there and learn about you, they could take that action? We also know that activists are seven times more likely to be donors, so we can’t treat people like, well, this is my activist list in this database and over here is my donor list because those activists are totally primed to now give you money, they just put their name on a bunch of work for you, they might as well, you know, give you ten dollars, so it isn’t just about allowing them to come to you wherever you are, but also making sure you’re giving everyone the opportunity to to engage in donation or fund-raising asks, excellent, uh, keeping with our multi-channel a z, i said you could join us on twitter using hashtag non-profit radio there’s some folks on the facebook page and we have a phone call. We have tim. Tim, welcome to the show. Oh, thank you very much. Hi, dad. Uh, that’s adorable. Dad called? Yes. That’s to sweden. Where you where you calling from? Amy sample wards. Dad. Well, i work important oregon, but amy was raised, and we live out in the country outside of portland. Okay. And, uh, of course, her mother knew first and called me and said, oh, my god, going to computer your daughter’s on the radio. I just had to get on here, listen and tell everybody i see how proud i am of this. Oh, thank you, dad. I love you. Now i hope you’re gonna listen. Other shows to tim, you know. Oh, i will now want you to be a regular starters down there. Yeah. Do you have? Do you have a question? You really want to ask amy? Yeah. When’s. He coming home. This’s too sweet. I love this. I’ll see you on saturday. You will at a girl. Alright. Financial proud of you, amy. Thank you, dad. Nice to meet you to let me on it’s. A pleasure to meet you, tim. If you want to, if you want. To ask a question of amy, you can call eight seven seven for eight xero for one, two, zero, eight, seven, seven for eight xero for one to zero. Or you can also treat us. We’re monitoring the hashtag and the facebook page. That’s. A very nice way of saying you’re stalking social media in case people ask questions. Here in the studio, i’m busy talking now control. We want to engage people in our messages, whether they’re online offline and you talk about the hooks we have just a little we have a minute before a break, what? Just once you just tease the idea of of the hook a little bit? Sure, i mean, different people have different ideas of messaging hooks and what you can do, but i think for people really thinking about multi-channel campaigns, the important idea of ah huh, look, is that that’s the consistent piece you’re going to throw in so that whether you’re maybe sharing a photo and a story of someone on facebook that day or you’re sharing a big infographic about, you know, all this work that’s going into the campaign or maybe it’s just tweets about simple actions people can take you use a consistent hooked to bring them back into the campaign. So when isn’t just like this photo or share this info graf or, you know, retweet this step, but there’s an additional hook that always connects it backto larger campaign so people don’t think, oh, the campaign must be over, and now they’re just sharing info graphics. But but that there’s always some peace. Hooking it all together, so it, you know, you want to break the campaign and into individual stories, individual images and smaller actions, but they have to be connected. Otherwise, people don’t get why am i doing this today? And i did this other thing yesterday. We’re going to go away for a couple minutes when we come back, amy, and i’ll keep talking about your your multi-channel plan and what should be in it, including the goals and the messages in the hook that we’re talking about. Stay with me. Like what you’re hearing a non-profit radio tony’s got more on youtube, you’ll find clips from stand up comedy tv spots and exclusive interviews catch guests like seth gordon, craig newmark, the founder of craigslist marquis of eco enterprises, charles best from donors choose dot org’s aria finger do something that worked, and they are levine from new york universities heimans center on philantech tony tweets to he finds the best content from the most knowledgeable, interesting people in and around non-profits to share on his stream. If you have valuable info, he wants to re tweet you during the show. You can join the conversation on twitter using hashtag non-profit radio twitter is an easy way to reach tony he’s at tony martignetti narasimhan t i g e n e t t i remember there’s a g before the end he hosts a podcast for the chronicle of philanthropy fund-raising fundamentals is a short monthly show devoted to getting over your fund-raising duitz just like non-profit radio, toni talks to leading thinkers, experts and cool people with great ideas. As one fan said, tony picks their brains and i don’t have to leave my office fund-raising fundamentals was recently dubbed the most helpful non-profit podcast you have ever heard, you can also join the conversation on facebook, where you can ask questions before or after the show. The guests were there, too. Get insider show alerts by email, tony tells you who’s on each week and always includes link so that you can contact guests directly. To sign up, visit the facebook page for tony martignetti dot com. Hi, this is claire meyerhoff from the plan giving agency. If you have big dreams but a small budget, you have a home at tony martignetti non-profit radio dahna. Welcome back. I’ve got more live listener love asia so well represented inchon, china sold. I’m sorry. Inchon, korea in john career where the airport is, everybody knows that. Inchon, korea, seoul, korea welcome. Manolo haserot food out. China shanghai, china taipei, taiwan ni hao. Amy, did you know all these languages? No, i have been to korea, but i don’t remember much more than hello. Were you at the airport in inchon? No, you don’t know. You went to see flora. Different airport. I i flew into seoul and then hopped over. Teo, you know we’re other places. Okay, um, the these these little hooks you you have some ideas about matches the hook in as part of your your message plan might be that you have a campaign match which could be which could be motivating to people to give. I thought you meant matches like to ignite striking matches. Right, that’s. Why? I could see the look on your face. Keep talking until you come back till it’s. In my reality, we need to show some reality. Um, yes, matches are a great way. As you know, in a fund-raising like retirement today campaign. Especially when you know that money is already guaranteed you don’t necessarily have to just recruit a matching sponsor, you could say, well, the sponsors giving us ten thousand dollars anyway, let’s give this sponsor more visibility, give them more value as a sponsor, but also leverage that to get more individual donations. So saying, you know, this sponsor is goingto give for every one of your dollars, and we want to get up to ten thousand just like, you know, they will match or to say, you know, every time you do this action, they will donate so that way you can, you know, maybe you don’t necessarily have a fundraising campaign that’s pure fund-raising but you want people thio maybe donate, you have this sponsor that’s going to donate the bulk of the funds, but you really want to get some behavior change in your community. So the diabetes hands foundation did a great campaign what’s the actual fall diabetes hands foundation and you know, they’re they’re focused on people with diabetes and really making behavioral change so that they have healthier lives and and are healthier people. So they had a campaign where there was a matching sponsor, so they were going to donate every time people exercise for thirty minutes and then took did their test so that they were being able to see from their own results that when they took a test than exercise for thirty minutes and then took another test, how much better their results were blood a lecture on and then you report that. So so go onto the website or goto instagram and share a photo of view exercising and to prove that exercising for thirty minutes doesn’t mean you drive all the way to the gym. You change your clothes, you know, you do the thing, whatever it could just mean taking your dog for a walk that’s twice as long as normal. So you actually get to thirty minutes instead of maybe, you know, ten or fifteen around the block and realizing you don’t have to go out of your way to be exercising every day and still see those positive results in yourself. So every time you posted that you did the testing and you exercise into the test again, then the sponsor was going to donate. So of course you have all these people that for one month no. Every time i do this thing that i should do anywhere, you know, they’re going to donate money and then because you’ve done it for an entire month, and even if you only did it once a week, that was already for five times that you’ve taken this positive action and seeing how easy it is, and you’re that much more likely to continue that behavior outstanding. I love how it’s so closely tied to exactly what they’re what they’re mission exactly, exactly improvement of health, of people with diabetes. Exactly. So now, if we have these messages now, we need to identify who they’re going to go out, too and where where they’re gonna go out? What? Which way said you and i are always saying, you want to go to people where they are exactly, but it’s also not the same message, every single place i mean, we have all experienced those campaigns where an organization sends you an email and then post on facebook like the exact same two paragraphs that they just sent you in an email, and then you don’t hear from them for the entire month, and they’re just waiting for the response to come in, so recognizing that you’re going to have some consistent messages throughout the campaign, like we talked about with the campaign communications calendar, but also that they’re going to be slightly different and nuance. So you may see on facebook people not really catching the campaign, not really engaging, and yet you see people on twitter going crazy and sharing that information, so you’re going to have to address the facebook community, maybe with less information about the campaign, maybe that community is just saying we’re not really interested, so don’t be posting every single day, but otherwise they’re definitely going to tune out, whereas you could start engaging twitter more because people are really responding there. So it’s it’s also recognizing where to pull back and not just okay? Well, we’re going to send the ask everywhere another channel that you and i haven’t talked about it, we just have about a minute left. So is mobile yet for people who have given you permission, yeah, say little about mobile mobile is great for engaging people, especially in the middle of the campaign where you could send attacks that says, hey reminder, tomorrow is going to be the last day. So today, when you get home, you should donate or even include in the text the link so that they could go from there, you know, text message on their smartphone over to the to the web and donate their so long as you’ve actually optimized your website. So from a phone, the for the forum doesn’t look like this weird gobbledygook. Amy sample ward she’s, co author of social change anytime everywhere i’m very grateful that she’s, our regular social media contributor thank you. I really enjoyed having you on. Do you have so much banter with others? I want to believe that i give you the hardest time. Okay, well, i want then i in that case, i want you to continue believing that the book is social change anytime, everywhere get the book. We just talked about a small part of it. We talked about the fund-raising portion, but it’s all about engagement and increasing advocacy. Moving the needle on engagement get this book it’s ah it’s on you’ll find it on amazon social change anytime everywhere amy’s blogger is amy sample ward, dot or ge? And on twitter she’s at amy rs ward amy thanks so much, thank you, real pleasure every time next week. Social change. Anytime, everywhere, part do you gotta get this book for pizza it’s. Really? Very, very good. If you missed any part of today’s show, i beseech you, find it on tony martignetti dot com. Responsive by pursuing online tools for small and midsize non-profits data driven and technology enabled, and by we be spelling supercool spelling bee fundraisers, we b e spelling dot com, a creative producer is claire miree off sam lee boots is the line producer. Betty mcardle is our am and fm outreach director. Show social media is by susan chavez, and this music is by scott stein, thank you for that information, scotty with me next week for non-profit radio. Big non-profit ideas for the other ninety five percent go out and degree. What’s not to love about non-profit radio tony gets the best guests check this out from seth godin this’s the first revolution since tv nineteen fifty and henry ford nineteen twenty it’s the revolution of our lifetime here’s a smart, simple idea from craigslist founder craig newmark insights orn presentation or anything? People don’t really need the fancy stuff they need something which is simple and fast. When’s the best time to post on facebook facebook’s andrew noise nose at traffic is at an all time hyre on nine a, m or p m so that’s when you should be posting your most meaningful post here’s aria finger ceo of do something dot or ge young people are not going to be involved in social change if it’s boring and they don’t see the impact of what they’re doing so you got to make it fun and applicable to these young people look so otherwise a fifteen and sixteen year old they have better things to dio they have xbox, they have tv, they have their cell phones. Me dar is the founder of idealist took two or three years for foundation staff to sort of dane toe add an email address card. It was like it was phone. This email thing is right and that’s why should i give it away? Charles best founded donors choose dot or ge somehow they’ve gotten in touch kind of off line as it were on dh and no two exchanges of brownies and visit physical gift. Mark echo is the founder and ceo of eco enterprises. You may be wearing his hoodies and shirts. Tony talked to him. Yeah, you know, i just i’m a big believer that’s not what you make in life. It sze you know, tell you make people feel this is public radio host majora carter. Innovation is in the power of understanding that you don’t just do it. You put money on a situation expected to hell. You put money in a situation and invested and expected to grow and savvy advice for success from eric sabiston. What separates those who achieve from those who do not is in direct proportion to one’s ability to ask others for help. The smartest experts and leading thinkers air on tony martignetti non-profit radio big non-profit ideas for the other ninety five percent.

Nonprofit Radio for February 17, 2017: Don’t Burn Out In 2017 & Personalized Video

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Paul Loeb: Don’t Burn Out In 2017

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Paul Loeb has been doing social change since the Vietnam War and his most recent books are “Soul Of a Citizen” and “The Impossible Will Take a Little While.” After nearly 50 years of activism, he has a lot to recommend about keeping yourself motivated day-after-day, especially in a time when nonprofits may suffer federal cutbacks. We talked at Opportunity Collaboration 2015 in Ixtapa, Mexico.

 

 

 

 

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Are your videos engaging? Do they deepen your donor connections? Are you taking advantage of video personas? Is video part of your donor onboarding and retention strategies? If you answered “no” to any of these, Michael Hoffman and Jono Smith can help you. Michael is with See3Communications and Jono is from Make-A-Wish America. We talked at the 2016 Nonprofit Technology Conference.

 

 


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Oppcoll hello and welcome to tony martignetti non-profit radio big non-profit ideas for the other ninety five percent on your aptly named host oh, i’m glad you’re with me. I’d suffer with ad elect assists if you deflated me with the notion that you missed today’s show, don’t burn out in twenty seventeen paul lobe has been doing social change since the vietnam war, and his most recent books are soul of a citizen, and the impossible will take a little while. After nearly fifty years of activism, he has a lot to recommend about keeping yourself motivated day after day, especially in a time when non-profits may suffer federal cutbacks. We talked at opportunity collaboration twenty fifteen in x top of mexico and personalized video or your videos engaging and deepening your donor connections. Are you taking advantage of video personas? Is video part of your donor onboarding and retention strategies? If you answered no to any of these, michael hoffman and jonno smith can help you. Michael is with c three communications and jonno smith is from make a wish america we talked at the twenty sixteen non-profit technology conference on tony’s take two is your thanks sincere? We’re sponsored by pursuant full service fund-raising data driven and technology enabled, you’ll raise more money pursuant dot com and by we be spelling super cool spelling bee fundraisers we b e spelling dot com here is paul lobe with advice on not burning out. Welcome to tony martignetti non-profit radio coverage of opportunity collaboration twenty fifteen we’re back on the beach in x top of mexico with me is paul lobe he’s, the author, most recently of soul of a citizen and the impossible will take a little while, plus three other books before those those two have sold over a quarter million copies, you’ll find paul lobe at the impossible dot org’s polo. Welcome to the show. Glad to be here. Thanks. I’m glad we’re together on the beach. I want to talk about avoiding burnout. A lot of your work for decades. Going back to the seventies is in activism. Citizen activism, right? Um, taco, actually, let’s. Start with a cool story that i heard you tell about rosa parks. So it’s. Interesting. Because rosa parks is the sort of story that everyone thinks they know. You know i can go. I can be overseas and people know the name i can talk to eleven year olds and they know the name. Oh, yeah. She’s the lady on the bus. But what’s interesting to me is that most people know in a certain version and they know it as one day she was writing on this bus and sort of just feed retired. She just refused out of nowhere and single handedly launched the civil rights movement. You know, all by yourself is this lone heroic woman. And i get very frustrated when i hear that story because it strips away the context that’s so important understand that actually is much more empowering that that story and so i look in there several elements there’s the one he is that’s, their mistake, the element of community. So she at that point is the secretary of the end of the civil rights organization in montgomery, alabama. And she has worked for dozen years with the p co founded by her husband. That particular chapter was a barber in the city and she’s doing these sort of humble towns, like getting people to come to meetings and all the stuff that certainly is not going to make the history books. Or the network news or even page six of the local paper. And when you take that away and you take out all the other people that she’s working with, it becomes a sort of lone crusade, which is very much a mythology of our culture. I mean, you know, one of things i sometimes bright lad in the language around social on ownership is lone hero super person. Yeah, but she’s, part of a community that she’s built there’s, others in it. There’s ah, a union organizer, gotomeeting nixon who’s, the head of the local. At that point, he’s, the person who gets a very young and relics on martin luther king involved king is all these excuses. He’s young he’s, new in town is thing was reluctant to join. He was reluctant to join. Yeah, he’s reluctant step for we think of them as leaping forward, but at that point, he has not really fully he’s not embraced that path. He’s still, you know, well, i i’ve got divinity school. I’m going to be a minister and it’s not at all clear that that’s going to be his direction. So he’s looking, i think warily at it and there’s a phrase i used the perfect standard, which is the notion that you need to know everything be the perfect place in your life, be the combination of sort of albert einstein, gandhi, king wonder woman, mother grace, you know, add seven other people, you know, none of us is ever going to get there so and it’s also about the perfect time and place and, of course, he’s saying, well, it’s, not the perfect time in place. I’m too young, i’m do knew all the excuses, you know, in his case elements of truth, but he’s their excuses. And so it’s nixon, who persists, gets king involved, and montgomery is where the world hears the king as well as in rosa parks. So when you strip that away and you make it the long hero, it ends up, i would say, being very disempowering to people, even though think it’s an inspiring story because they have to be as her work as a perceived princessa rosa parks perceived rosa parks as opposed to the real heroism which is doing the stuff day after day after day. Um, and then the second element is that they think it is. A sort of accidental action one day, her feet hurt, but there she wasn’t. The first person refused to move to the back of the bus. There was a young woman who was actually unmarried and pregnant. They just died not from the youth section, not to build a campaign around because they’re up against enough as it is latto strategic decision and these parks had got the summer before arrests, going to trainings at a place called highlander center labor and civil rights center still going in tennessee despite being burned at once by the group klux klan and so she’s meeting with an earlier generation of civil rights activists smaller move but still certainly present and when she acts it’s intentional, intentional doesn’t mean she knows the outcome. I always said that there’s a two, two aspects one is, you’ve got to have a leap of faith. The minister, jim waller’s, from the social justice magazine sojourner, says hope is believing in spite of the evidence and then watching the evidence change. Yeah, so, you know, by your actions, you change and you have believe it faith about the possibility, but right next to that is intentionality, which just means you’ll be strategic. So you’re looking at you’re saying, ok, what do want accomplished? How do we get there? Who are allies are the obstacles? How do we get the resource is how do we carry it out? How do we tell our stories? All the practical stuff? Of course they had to deal with that montgomery and and when parks took that leap, she also knew that it was going to be part of intentional campaign. They would run his best they could. And, you know, they’d see where lead and it is. Yeah. I love the story because of the intentionality aspect, and that leads us to the social change work the people are doing now, right? And where we get to the potential for burn out in all this day after day after day after work that is so intentional and so time consuming, right? And and so and so emotionally fraught. And the stakes could be life and death and disappointing. Yes. And i just ate pointing. Yeah, yeah. You know, never enough resource is all of those kinds of things. So so i think there’s a third element. That’s missing is perseverance, which is okay, you know, twelve years, if she gives up in your tender rate, we’ve never so and so and so that that carries into that question of burnout persisted. You have to keep going. So let’s spend some time talking about sort of empowering people toe, right? Not burn out in their day to day work as they’re going about their struggles. Where? Wherever in the world yeah, you, uh you believe a lot in, uh, support and they do, and the disempowerment of isolation isolation is the killer. I mean, when you feel like you’re the only one you’re up against every but when you change it to okay, we’re up against a lot, but there is a way and the wii doesn’t have to be thousands of people. It can be three or four people that are the ones that you rely on, but it’s so easy. I mean, i i find myself i run a project that i found it that gets students engaged in elections using the resource is of the colleges and universities. Shut that out. What’s the name the campus election engagement project. Campus elect a door ad it’s really demanding on dh. You know, resource is and on also sometimes, you know, really hard personnel situations and, you know, because this comes up, you hire people and sometimes problems like you and i remember one particularly acute situation, which really, wass i mean, it was just the kind of thing we are going to details that just wrenches your heart wrenches your soul on it had the potential to destroy the organization and and just trying to deal with my own. And then, you know, call. I talked to a friend who we have really wonderful street newspaper in seattle where i live real change that where homeless people sell it and it’s partly professional staff partly almost poses a great model. And, you know, i just called my friend who who ran it was like, ok, tim, why don’t i d’oh it’s like, you know, you really you know, this is something that you can’t you’re not large enough to handle the son, you know, you know, when you know, you just hear this, you have to be ableto, you know, hard as it is to say, this person can’t be apart the organization because, you know, it’s just this otherwise you’ll be in constant crisis, so we need to have support. Yeah, it could be it could be colleagues similarly situated right in the community or across the country, right? Yeah, could be, yeah, with funders even made the tech with the technologies we have, you know, it doesn’t have to be geographically focused. Yeah, but you do have tohave and you have to have a team of folks. I mean, on the other side is we’re doing, like, i mean, i’m asking people in my election project to basically take the culture of us college or university, get access to the administration, and we go in through sametz works that they tend to work with, but even still, you know, and the student government convinced them to do something that they haven’t done before, or now that some of them now they have done because they worked with us, which is to make a priority of registering their students to vote and getting to reflect on issues and helping them turnout at the polls in all non partisan is this school has to be done lorts ad and i mean, we’re just think, okay, here it is, here’s how we’ve done it before go do it and so it’s hard. So, you know, part of even like working it’s harder working virtually, but we have our conference calls each, you know, in the heat of it every week and me, we’re gonna do a video or we don’t go hang out or whatever, and we’re supporting each other. We’re appreciating each other’s successes were brain streaming through the through the project. We also have coaching the cohesion in the group is what sort of were being extremely were being extremely intentional. The cohesion doesn’t happen automatically were laughing and making jokes talking about, oh, did something cool happened in your personal life? Two be able to sort of give people the sense that it’s not just because in our particular case, they really are physically on their own there’s not somebody in an office, but they’re off on a college campus know weather off where they happen to live, and then they’re either talking by phone or visit making site this is tow campuses, but they don’t have the calling next to them. So we try and very intentionally create that community because otherwise they would they will burn. Out, you’re tuned to non-profit radio. Tony martignetti also hosts a podcast for the chronicle of philanthropy. Fund-raising fundamentals is a quick ten minute burst of fund-raising insights, published once a month. Tony’s guests are expert in crowdfunding, mobile giving event fund-raising direct mail and donor cultivation. Really, all the fund-raising issues that make you wonder, am i doing this right? Is there a better way there is? Find the fund-raising fundamentals archive it. Tony martignetti dot com that’s marketmesuite n e t t i remember there’s, a g before the end, thousands of listeners have subscribed on itunes. You can also learn maura, the chronicle website, philanthropy dot com fund-raising fundamentals, the better way. Dahna about in in recruitment, there’s gotta be there’s gotta be things that you look for bringing people to the organization that are going to help create this cohesion, you know, it’s a good question, i’m not, and i wouldn’t say i’ve always been perfect at it. I would have had my share of a fallibility, but i do think that, you know, as i learn and we all do, you know that being able to i mean, have a strong sense of self but also know that you’re not going to do it all on your own know that you’re going to be working with others no, that have a sense of humor. I mean, if you’ve got a sense of humor, helps help cement slim and you see people in just, you know, dealing with the hardest i lost the vote, heart wrenching situations and there’s a sort of i mean, somebody called gallows humor, which french trenches humor has in-kind wartime or whatever guys get you through it’s so important in prison culture, they talk about the brotherhood of suffering, yeah, it helps to be that cohesive group, right? And so, you know, one of the stories i tell in the impossible, take a little while. Um, is, you know, they’re breaking it robben island prison in south africa, you know, they’re telling mandela and all those other folks, you know, you are going to rot here, the world has forgotten about you, you will never leave here alive, and they isolate him in every way they can. And so they’re breaking rocks in a prison courtyard, and they start whistling a freedom song and just just that, you know, okay, we’re not allowed to have this political conversation, but we all know what this means, and they’re they’re ice. They’re denied newspapers and, you know, further isolate him. And they said guard who’s got his tuna fish sandwich wrapped in a newspaper and throws, you know, sandwich stores in his paper in the trash, take it surreptitiously under their shirt. They see a story that they think might give each other heart and in a kind of coded script on toilet paper’s only paper, most of them had access to the right, you know, just something that will tell that story of the outside world so that people are connected to the outside world to each other. And then they pass it hand in hand, you know, when they’re waiting, you know, had lunch or whatever the damn chance or in the yard. Yeah, so it’s just it’s those air extreme situations, but they also suggests to me that and this is the lesson of both soul of a citizen and be impossible to take a little while, but that in any situation, you know, you don’t have to be faced in prison. But if you’re doing difficult work, you need that camaraderie. You need that community. And you have gotta be we know recently intentional about trading it about, uh, the scope of the work of the organization being judicious about what the organization takes on, right. So it’s not straying from mission and and stressing stressing in killing staff? Well, yeah, i think we are. I mean, i think we all face that challenge because if you’re trying to do something, i mean, i was the needs are so great, the needs are so great, and i always encourage people to think really large and to tackle big systems on a lot of times. There’s a tendency to sort of yeah, which i describe it. It’s i think there’s a value in that more delimited personal work, it’s i don’t want to demean it in any way. Hyre but i remember stanford students saying very well meaning lee, i’ve learned so much volunteering at this homeless shelter, i hope my grandchildren get the opportunity to volunteer at the same homeless shelter that i have and as his friends sort of try to gently remind him that really wasn’t the point. And so if you’re working at the homeless shelter, which is great, you wantto look upstream and you want to be able to say, okay, what am i learning from this one on one encounter? And how do i buy-in with others and join together others to tackle homelessness on a larger platform? Because if you don’t it’s just going to the endless parade of need, so i think that that’s true and at the same time well, where do you draw the bounds? And you look around the issues and there’s poverty and inequality and climate change and, you know, on and on and on, you know, police violence, i’m not stone on on on how do you deal with all of it? And so i think part of it is just you do have to think about what your capacity is. You do have to think about the past people. I tend to be somebody who thinks large and tries to get my project on staff to think large and probably, you know, maybe drives them a little too hard. But by national directories is wonderful. Twenty eight year old is pretty good at balancing, like, all right, you know, this is what we can ask people to do. And if they do it, well, that will matter. But i have this wonderful friend who i nufer years who died at a hundred to is an environmental activist. And of course, you know what time she reaches her. You know, late eighties and nineties, you know, you’re asking your weather sees her secret of longevity is certainly but also her secret of being able to keep doing this work. Yeah, on and so, you know, one of the phrases she does that you know, you you do what you can, you can’t do everything you have to say no to people, but you can do what you can and then you could do some more and you could do that your entire life. And then she also another point she was talking about reviving our spirits and she said, you know, you go kayaking, you go hiking, she both into her nineties and she gets the mist of a smile and she says, then you come back ready to take on exxon, you know, so she’s willing to take on exxon, but she also knows that she has to go do those other things to renew her soul, you know? And, you know, and humor and just she and this sort of goes to the recruitment to you, right? You recruiting hole people? Yeah, you have other interests beyond the work that you’re you’re hiring them for your not recruiting robot? Yeah, no, absolutely. And so i think having, you know, having people who really are just i mean, it’s hard because i always want people who are passionate about the cause, but also but not one dimensional, but no one dimensional. Yeah, yeah, and not, you know, we’re not recruiting robots aboutthe aboard as potential support you, you know, in times again, times of burnout, we’re not talking about your fiduciary responsibilities. But hyre valuable to have a couple of trusted board members who, you know, i would you can’t trust confide in i mean, i would say the trusted people can be anywhere, so i think, you know, if they’re on the board that’s terrific, you know? And there was also i mean, sometimes you sort of worry, will you exposure in, er, you know, the afraid of the classic phrase about politics and sausage making it’s like you really don’t want to see how the sausage is made? I mean, there was there was at least those those sure are meat eaters and made sausage sometimes i really don’t want to see how it’s made and, you know, do you expose the inner workings that boardmember than thinking, oh, my god, this is like, you know, we’re in crisis, we’re in crisis, you know, you know, and the same thing’s true with funders, i mean, certainly myself, you know, there’s funders who i have a very serious, trusting relationship who really do want to know and who i trust if they recognise that, oh, everything is not going perfectly, but this is true in any organization and is not and he’s, perfectly compatible with doing astounding work, you know, i remember i had a staffer once was running operation brilliant, brilliant guy and you, you know, innovated. A lot of the things that moved us forward is an organization, but at one point he liked the plan, which is good because he brought. He brought us to a higher level of planning, and planning is really good. But at one point, he said, it’s supposed to election is that you planned all this stuff out and, you know, it’s all going out, it’s all happening, different blade, yeah, and i’m like and yes, and that’s always going to be the way it iss. It is gonna happen differently, and the planning was good and it makes us respond, you know more effectively, but there’s always going to be if you’re doing anything worthwhile, ambitious enough to be worthwhile, there are always gonna be things coming in from left field on her balls and what not and it’s just. How about sort of going backto what the one hundred two year old activist saying she kayaks, etcetera, right? And he’s mischievous? I mean, i remember a lot of us hundred to you talk. I think there are like he was busy in your party little chablis apartment lived on second, section eight subsidence dilgence social security, which, when she was twenty three years old, as a young union activists, should help lobbied through one of the first public pension programs in america became a model for social security, so something she did in twenty three or four benefits there are ninety eight, ninety nine, one hundred, and i think her i can’t see what she was talking about her landlord and said, well, you know what? If something happens, you know? Yeah, just dig a hole in the backyard. I’m pretty small. I don’t take up my face, you know? She just was she didn’t know there was one point there was was in central america, something there was a congressman she met. She was very active with the audubon society and and who very condescendingly in the way that when does towards the old than the young sort. Said to her, oh, so i hear you’re a birdwatcher like, isn’t that? And she said, yes, there’s a lot of birds in washington d c that need watching these days, but i was thinking of the kayaking, she she takes care of herself, she takes care of its just got this wonderful sense of humor, right? And she’s a kayaker and yes, you know, so having similar to recruiting people who aren’t one dimensional, not being one dimensional yourself. Yeah, i mean, you do have to take care of yourself. You do. I’m a big proponent of naps. Yeah, i’ve blogged about the the the the love i have for napping. But whatever it is, you do need to have something outside. Yeah, yeah, i know it and it’s true. And, you know, and again, i think we all wrestle with i mean, i certainly wrestle with that it’s like, you know, on, you know, my wife’s going out to see a play. I’m she works very. She works very hard, but in a more contained space probably dad, you know? And i’m like no, i got this deadline. I got to do this, you know? But, you know, if i over the years on a runner and run in my early sixties and been running since i’m fifteen and fortunately, my knees haven’t given out and so, you know, if i go run, i also live in seattle, so i get to run by water, but, you know, if i’m traveling, lecturing on the road, it’s, like i take a break, which because i met town, make my living, you know, i take a break and i run along usually if there’s water around, i’m going to run along the river or the stream of the, you know, whatever the lake and it just, you know, physically, it flushes me, you know, they did toxicity out of you, but it also just, you know, it gives you a space and it’s it’s, you feel better afterwards? Endorphins, there’s lot to be said for endorphins, flood flow. All that stuff suppressing the stress hormones. Yeah, yeah, i can think of offhand. Well, no, gentlemen. One of them? Yeah. Suppressing those. Yeah, and building up endorphins. And yet, yeah. And i think also things like diet. Yeah. He’s getting enough sleep? Yeah, yeah. I mean, i called. I mean, i called the holy trinity of, you know, exercise diet, which includes, um, good supplements. Yeah. Ok. And after? Yeah, not not on the suicide. Very practical. And you know what? Yeah, you are dealing with serious dressed. This will help. Uh, this will lower your cortisone there’s. Another right doesn’t stretch on and, you know, and sleep, were i my sleep tends not to be that great. So i just figure okay, i’m gonna log nine hours to get a where you get seven and a half, okay? Yeah. And, you know, and that helps about switch gears a bit to the teo donor-centric team. It don’t, er burnout, right? You know, i’ve been doing this. I’ve been supporting this cause a long time. I feel like it’s time to move on. I need any advice around that. Well, i think part of what happens is people have this constant pressure to sort of see the quick short term results and a lot of times howard’s in new york by accepting the impossible take a little while the greatest story. And he talks about the optimism of uncertain. You don’t know when the moment will turn you go backto parks. Of all, the wasn’t like she was doing lots of things for twelve years, as they all were one of them little spark, but you couldn’t anticipate which and so i think, it’s very it’s, very easy to sort of say that success is for human dignity that we’ve had were inevitable civil rights movement. Of course, eventually they would have revealed gay rights in eventually. Well, our environmental challenges open question whether we will be able you do what we need. Well, we are able to do what we need climate change, but they have the will is yeah, the will for it. I mean right now, you know, the technology is there, renewables have now passed, you know, they are cheaper than coal, there are equal with fossil fuel without any externalities at all. And you know, when next molly’s it’s not even close. So but will we have the political will? I don’t know, um, it depends on us and you and the stakes are pretty ultimate because, you know, we’re talking about the habitability of the planet. So you know, when i when i look at it, you know what i what i see is donors being subject to the same schools is the rest of us buy-in possibly possibly in a more mediate wet because they’re not actual sum of money, but a lot of making sure they aren’t in the field, they’re they’re dealing with, you know, with them, you know, then the publicans of hands, possibly and it’s so and they’re getting reports, but they may not even have time to read the reports and, you know, depends on how good the people are a storytelling and so i think and, you know, let’s be honest, at least on some issues, they they may be insulated by privilege, they’re not, you know, they’re not seeing in their social circle, and i remember talking with one of our funders, and she said, well, she has a couple different pieces, like one of her groups, they are just not always down in silicon valley, they are just not at all concerned about this stuff at all and, you know, so she’s an environment that is not reinforcing her concern. Yeah, and that’s what? You know, that makes it harder to continue as a donor, then everyone’s talking about these urgent issues and oh, yeah and, you know, here you are, so you’re trying to address them, so i think you know, the challenges well for the rest of us, to try and offer that perspective in our work, which is hard because we’re often mean again, the stakes couldn’t be life and death, you know, they’re huge, even if they’re not immediately life and death wait care passionate about our families to myself, it’s like this is what we can do, and we want to put these many people on the ground in our states in time to really work with the school’s for this election and the clock is ticking and, you know, so, you know, from the donor perspective, if you want to try and really see that long term, you know, i mean, and of course, you want to be rigorous and you want all the rest of this stuff, but not get but see that long term goal is his long term goal recognized the the the short term, the short term impacts we can have, right? And but you also see the longer the wait and see how things build on the other thing i think is, you know, there’s a certain, you know, i would argue that our our culture, including certain the non-profit donor intersection, has that has adopted dahna bh session with certain kinds of measurement to the detriment of other kinds of metro meant measurement. And so it’s, metrix, metrix, metrix, metrix and i mean, i mean, i’ve been seattle in a city where it’s particularly talks, because we’ve got a tech culture, and yeah, some of the numbers could be exceptionally important. There’s, no question about that, but here’s, a story that embodies the process of what’s occurring that can be equally indicative. And so when you’re trying to evaluate impact, which is a reasonable in good thing, you want to take that broad, long term picture, and you want to get the understand all the different ripples of a particular organization. You’re supporting our considering supporting. Yeah. That that’s that can be as warm or important. Then then the numbers, you know, and not to dismiss the numbers, you know, but another way of measuring there’s qualitative, this good storytelling as well. Yeah, but, you know, in which can include numbers which can include numbers the air of i mean, you know, when i talked to donors, they know we have some very good numbers on our project. Way from our best calculations. Couple hundred thousand students who voted our last year who wouldn’t have otherwise? This is huge, you know, for a tiny minute budget of well, i have less than half a million dollar budget for that level of impact is amazing. Yeah. Yeah, we just have about a minute left or so you’ve been doing activism. What? Forty some years? Forty something years. It creeps up on you. What do you love about it? Why do you keep forty you? Why so long? What do you love? Well, some of it’s that the work continues to need to be doing dahna but some of it is that you do. I think the old skills and you build a sense of capability. And you can see, things happen that you’ve done or and this is what i would say is that everybody wait the books that i write, try it like impossible and so try to connect people to a broader stream of people working for such for social justice that started way before any of us were born and is going to continue long after we die. And if we feel connected that stream, it can help carry us, and we can help carry others. And to me that’s a lot of what keeps me doing it because it means that not only do i have a community that supports me current time, but i have a community of historical time, which i could see is supporting, and that makes you an awful lot of difference. Follow-up he’s written five books, the most recent our soul of a citizen and the impossible will take a little while you’ll find him at the impossible dot or ge paul, thank you so much. My pleasure. Been a real pleasure talking to you. Thanks a lot. On the beach on the joanie martignetti non-profit radio coverage of opportunity collaboration. Twenty fifteen. Thanks so much for being with us personalized video coming up first, pursuing they have mohr free research for you. This one is a paper it’s their e-giving outlook report. They bring in data from several industry reports, different reports and put it together with their own boots on the ground perspective as fund-raising consultants to give you precautions, opportunities and questions for discussion in your office e-giving outlook report by pursuant and it’s at. Pursuant dot com click resource is than content papers we’ll be spelling spelling bees for fund-raising have you checked out this video? You’ll see live music, dancing, standup comedy, spelling and raising money from millennials it’s that we be e spelling dot com now time for tony’s take two my video this week is, is your thanks since here less thanksgiving, i got two messages that said, thanks, but they added in promotion and solicitation that made them sound less than sincere like here’s an example. Just wanna wish you a happy thanksgiving and ask about your athletic fund-raising i’m kidding like, well, happy thanksgiving to you. And can i borrow five hundred bucks? Have you got all the insurance you need? Uh, might you be in the market for a used car happy thanksgiving i have another example of something less than sincere and a little more to say about sincerity. The video is at tony martignetti dot com that is tony steak, too, from ntcdinosaur sixteen here. Michael hoffman and jonno smith on personalized video welcome to tony martignetti non-profit radio coverage of sixteen ntc this is day three with e san jose convention center, and this interview is also part of ntc conversations. My guests now are michael’s, michael hoffman and jonno smith. We’re going to eat them in a moment. First, i have to shut out the swag item for this interview, doing one each time and this is a t shirt from canopy studios. What i like about this one is the pretty green tag i mean, they don’t just toss you a t shirt and throw it on, but comes a little pretty green ribbon, i should say pretty green ribbon. We had that to the swag pile the three day pile with a small thumb because that’s a soft item, alright. Michael hoffman and jonno smith. Michael is ceo at sea three communications. Jonno smith is director of brand marketing and digital strategy at make-a-wish america gentlemen, welcome to non-profit radio. Thank you, michael. Michael, welcome back. Thank you, it’s. Good to be back two years ago and tc believe was twentieth. Twenty fourteen. Your workshop topic donor onboarding and stewardship using personalized video to create stronger constituent ties and raise more money. Okay. That’s a mouthful. Yes. Let’s, let’s. Start with michael. You’re the c three is a video production company and marketing what’s. What is personalized video? Personalized video is away. Toe put user data inside a video to give every individual a personalized video experience. So it may say hi, tony, in the video and you get a link to that video that’s for you. So it’s almost like mail merge for video. All right, what’s the okay, i have a couple questions. Can this be done on a large scale or were absolutely so we’re not talking about recording an individual video about now we’re talking about tony. Hello, michael. Hell, john, we’re not doing that. We’re talking about automated triggers with a c r m so that we can take any data out of your database and say tony gave fifty dollars, last year. Tony, will you give one? Hundred dollars this year. Or thank you for your gift of x and the ex comes from the database. Okay? And these are called triggers. Within a video, you create a trigger to make the video so it might be a first time gift. Or it might be trying to upgrade you. And then the system will produce a video on the service side and send you a link to a video that has your name in it on way. See that people are incredibly responsive when we are customized to their own experience. How okay, if if i am the person in the video howto my lips sync with each different persons also mostly we don’t do audio we just to text on the screen so it might say hi, tony in ah in words on the screen on then there’s kind of a generic voice over. We have done it with voice and basically the way you do that would be to record, you know, the top two hundred first names, for example, and then and then have a default for names that don’t fit so most people would get you know, something that that says their name. And other people get some default, but usually that’s not necessarily worth the effort, because just seeing your name on the screen and seeing a donation amount or something specific about you, i really had an impact. Upstanding how long have we had this personalized video technology? We’ve been doing it for years, mostly for peer-to-peer fund-raising sofer run, walk and ride fund-raising mostly tto help the person who’s raising the money, who’s just a donor really ask others for money, so it’ll say, you know, tony is walking in the in the important, you know, make a wish event. Yeah, and you should support tony and and so you could just send that video to your friends, and that does the asking for you because most people don’t like to do the asking, and most people aren’t very good at it. So we’ve seen that raise money we’re doing working now with the alzheimer’s foundation and alzheimer’s association, and we’ve done for american cancer society, and we’ve done for autism speaks we’ve done from video reference it’s a very successful company. Did you develop this? We did. Yeah, we did. And there’s other other folks doing it there’s some. Companies that just do this for the corporate side, which is really what got us into the question of onboarding and stored ship on retention because we’re seeing companies like a t and t uses technology to welcome new customers to say hi, tony, this is what you ordered this when you’re billing date is this is who you know and and it keeps people are connected. I saw jonno check his watch. He’s. Well, let’s bring you in there’s a part of this. You know what? I’m speaking at a ten o’clock. Okay. Oh, my gosh. Okay, it’s. Nine. Forty. All right, we’ll try to be mined mindful of that, but i got to get these twenty one minutes out of you. All right, so how is make-a-wish using this? Well, what we’ve done is work with michael’s team to create nineteen in nine different audience personas. And historically, all of our video has been very make-a-wish centric and not focus on our constituents. Oh, and so we created dahna personas volunteer personas medical professionals because they’re very important to our wish referral process, huh? And have rolled those out across all sixty two our chapters in the us. As a framework for them to think about storytelling and video storytelling specifically in a different way. I’m not just talking about make a wish and how great we are, which we are, but we couldn’t do what we do without hundreds of different people to make witches happen. And so by featuring these different personas in our videos, it really moves make-a-wish out of the hero role and more into the mentor role and puts our constituents ahs the hero of our story. So personalized video is just one tactic in a in a bigger strategy, which is to really understand who your donors are and speak to them, you know, clear directly, personally, thoughtfully, yeah, we’ve been just really privileged partner with make a wish on figuring out who those who those folks are today and who they will be in the future and on dh, then to be helping them shift the messaging so that it really speaks to those people in their role. Yeah, it really does mean using their name that speaks to them. Yeah, right, i’m saying, but even outside the technique of personalized video, we’re doing that through all other kinds of content. Development just wanna banding that, you know, the major donor is of this age or is likely to like these things. Then when you start to create content, you speak more clearly to those people, even if you’re not using their name. Okay? And this is one of many channels that you’re communicating with courses altum staying multi-channel sure, all right, you know, you’re specifically using this for donor onboarding and retention or stewardship? How, john, how are you using it in the end? Donor-centric video technique, it’s personalized video is just one tactic that we’ve used around this donor onboarding in sword ship. Oh, okay, but well, you have video personas, though yes, so just a little bit different. We’re not at the point yet where we’re featuring the person’s name in the video, okay, but we’ve just changed the storytelling archetypes, so to speak, to focus on these different individuals and make them the folks of the video instead of it being all about us, okay, makes a lot of sense. All right, so then for onboarding michael, how how are non-profits using it or how might they? Yeah, i i think i think it’s a powerful opportunity. To say when somebody doesn’t action or does a donation to say to them, you know what you just did was really important and organisations are so focused on acquisition all the time, it’s like that new name, that first gift that they forget to amaze and delight their donors afterwards. And so the theory and we’re seeing it again in the corporate world, is that if you treat them well at the beginning and you explain what they did and why it was important, then they’re going to stay with you longer. And so we know, for example, that monthly givers often drop off after a couple months when they see this thing recurring on their credit card, but if you keep them for longer than a few months, they might stay for seven years, so just using different techniques, personalized video being one of them to really speak to them in those moments and say, hey, what you’re doing is really important and here’s the impact that it’s having and here’s people like you who are doing it and doing incredible things and making them part of the story, one of our most important metrics is donor commitment. Score, which is the non-profit equivalent of the net promoter score and we measure that on an annual basis with our donors, you have to explain what the net promote. I have george in jail on sorry twenty martignetti non-profit radio i do not know what the net promoter score is, so and i’m the on the orbiter for jorgen shell. So? So when amazon asks you, how likely you to recommend amazon to a friend on a zero to ten basis, the nines and tens are considered promoters of that brand and the ones most likely to purchase again and to refer amazon and there’s a group that’s adapted that for the nonprofit sector and not only asks, how likely are you to donate to this organization? But are they your favorite charity? Do you love this organization? And they combine those scores to understand the donor’s commitment? And so we measure that on an annual basis and what we’ve seen since we’ve transitioned to the more personalized form of storytelling in general and specifically through video is that our donor commitment scores have started teo increase because the donor’s air really seeing themselves in our stories for the first time and in a long time, okay, and what are some of the other techniques that you’re using alongside the personalized video? So we’ve once we created these nine different personas, we actually built collateral around them for all sixty two of our chapters and developed with michael’s team, a flip book that sits on every marketer and fundraisers desk throughout make-a-wish way have a thousand employees throughout the u s and so having a shift like this and storytelling was a massive endeavor. We didn’t want the personas to end up on the shelf in the office, so to speak. And so literally we put these flip books on everyone’s desk, and when they’re getting ready to send an email or write a direct mail letter or create a video or whatever the case, maybe they can literally flip the persona and remind themselves about their demographics there. Psychographic sw what? What these individuals value so they make sure that they’re truly speaking to these individuals and personalized and segmented way, right? So if you’re writing an e mail or you’re writing a facebook post, you look at those pictures of those people and you say, well, will this person like that was this speaking to them now they’re not it’s not speaking to everyone. It’s, speaking to specific types of supporters donors wish, refers on making that really top of mind all the time when you’re doing content creation. Now the flip books are the persona. Yeah, the nine percent cracked and their posters on the walls and there’s, you know, an idea of like these air, our constituents, we need to be talking to these people, you’re not the audience, these in the audience. So when we think about the language we use, when we think about the things we want to share, when we think about how to ask for for donations, we have to look at these faces and their character, and we have to say, you know, will this resonate with them on dh that sharpens started to sharpen the messaging on, but also diversifies the messaging because it’s not just one one type, so make a wish kind of got caught in talking one way tau one type and the way to grow is really to think about, well, who were those other types that we weren’t speaking too? Okay, and it sounds like common sense, right? People have been talking about being donor-centric and constituent centric it conferences in presentations and white papers for ten years, but the reality is, most organizations have not really embraced that. And although it seems like common sense and doesn’t sound like a controversial idea, it was actually very controversial for many of our chapters, especially those with staff who have been there for ten, fifteen, twenty years. They’ve been used to talking exclusively about make a wish, make a wish being the focus, and when we said no, if we’re going to grow, if our donor commitment scores are going to rise, we need to flip that and people were resistant to that. And so the flip books really helps push that along. What are some of the other personas you mentioned? Doctors, volunteers, major donors? Who some what are some of the other? Sure so we created not only current heh personas, but perspective personas of those who were not currently reaching that we feel like there’s a good opportunity. Two one example of that is a volunteer persona of an older male. Most of our volunteers are younger females, but we thought there was an opportunity with men who are approaching retirement age to become volunteers who helped grant our wishes. A tte the same time, those individuals could potentially become candidates for plant giving, major gifts and so forth. Doctor’s on social workers and child life specialists, or court our mission. And they’re a really difficult audience to reach. Eso, we develop personas for all three of those individuals. And it’s enabled our chapters toe. Think ah, a little bit more strategically, about how they get into the conversation, in hospitals, in treatment centers and with nurses, and so forth. Like what you’re hearing a non-profit radio tony’s got more on youtube, you’ll find clips from stand up comedy tv spots and exclusive interviews catch guests like seth gordon. Craig newmark, the founder of craigslist marquis of eco enterprises, charles best from donors choose dot org’s aria finger, do something that worked. And naomi levine from new york universities heimans center on philantech tony tweets to, he finds the best content from the most knowledgeable, interesting people in and around non-profits to share on his stream. If you have valuable info, he wants to re tweet you during the show. You can join the conversation on twitter using hashtag non-profit radio twitter is an easy way to reach tony he’s at tony martignetti narasimhan t i g e n e t t i remember there’s a g before the end he hosts a podcast for the chronicle of philanthropy fund-raising fundamentals is a short monthly show devoted to getting over your fund-raising hartals just like non-profit radio, toni talks to leading thinkers, experts and cool people with great ideas. As one fan said, tony picks their brains and i don’t have to leave my office fund-raising fundamentals was recently dubbed the most helpful non-profit podcast you have ever heard. You can also join the conversation on facebook, where you can ask questions before or after the show. The guests were there, too. Get insider show alerts by email, tony tells you who’s on each week and always includes link so that you can contact guests directly. To sign up, visit the facebook page for tony martignetti dot com. Lively conversation, top trends and sound advice. That’s. Tony martignetti non-profit radio. And i’m lawrence paige nani, author off the non-profit fund-raising solution. I like the idea that it’s not only people you’re dealing with now, but perspective volunteers, for instance, the old er, the old er older guys, yeah, i mean, that was really an important insight that michael’s team helped us come teo and sell internally. Yeah, yeah, and also, for example, it fits in with the diversification of america as well. So, you know, we have a millennial donor-centric perspective dahna persona whose latino so, you know, those air communities that the chapters are starting to connect teo and don’t necessarily have the insight or the language to connect well, and so the persona is help them do that. Jonah, what kind of reactions have you gotten from donors who have received personalized video for whatever stage of their relationship with you? Yeah, so, ah, since we started implementing this about a year ago, ah, pretty much every single metric on our youtube channel has doubled subscribers, engagement, comments, shares, you name it, we’ve, you know, historically are channel had gotten a little flat. Excuse me, are these personalized don’t don’t personalize videos on youtube channel their videos with these personas featured in them on our youtube channel? Yes, not not the ones personalized each individual doesn’t. The person doesn’t go to youtube to watch it. It’s a it’s a private somewhere, as i said make-a-wish e-giving treyz you guys wait, give me a break elearning this now i’ve got about fifteen minutes of forty six seconds into personalized video. You’ve been doing it for years, okay? Yes, yes. Oh, no. Just saying that personalized video where the name appears in it is one tactic that make a wish is not using yet right? And they’re using the broader approach, which is to really see yourself in the video in the broad sense that there were somebody like you on the video, i think that’s having a great impact, i thought you meant they weren’t using them in donor onboarding but you’re not not using that. You haven’t personalized the videos yet, correct. Okay, you too. Metrics have doubled in views in every single way. Yeah, as you know, we believe as a result of changing the storytelling paradigm on youtube. Historically, all of our videos were about the wish, the child’s name, their disease and what they wish for organization centric or when you were talking about being donor-centric exactly, and now they can actually see themselves in these videos, riel live donors, medical professionals, volunteers contributing to our mission. We saw a video in the session that that make-a-wish produced that was these guys who created a polar plunge thing, and then they were somebody said, why don’t you make it a fundraiser? And they raised over five million dollars for make a wish and the video was about they spill it on you, but the video was about them, right? And there the donors on there, the fundraisers in the video was about them. It wasn’t just about the wish kids and the impact they had a huge impact. It had a huge impact on their life, right? They were incredibly moved by it. So this donor-centric heimans techniques is really saying, well, that’s an important story to tell and that impact is valuable, right? The impact on the child is a focus, but that impact on the donor is a real value and it’s something that make a wish is bringing to the world and let’s talk about it. Yeah, i mean, videos like this, i think, really make volunteering and giving contagious because people are able to see themselves in these videos more than they have in the past and they can say, well, if these these two guys from long island put together a polar bear plunge that raises five million dollars from make a wish, why can’t i do that? Why? Why haven’t i done something as simple as that that’s exactly how the ice bucket challenge took off right for for a l s purely organic and it was it was a beneficiary who thought of the thought of it, and it is now obviously took off from there. So in this case, a donor saw it and said, why don’t we do the same thing? So it’s our job to remind people every day how they khun get involved and and stay of involved? And if we’re just talking about us, we’re not going to be able to be doing that. Yeah. Grayce now, general, won’t be respectful of your time. It’s ah, about seven minutes of no it’s. All right, ten. Thirty i’m good. Oh, ten. Thirty. Okay. Okay. Because michael and i could’ve wrapped up in like, the next three, four minutes. But you’re good till ten. Thirty, i speak in ten. Thirty, so okay. Oh, yeah. We’re gonna get you wrapped up in a few minutes. Okay. Um, so we do have a few more minutes left. What what more can we say about this technique? The multi-channel that goes along with think, you know, important thing to say is that there’s a lot of shiny objects here. There’s a lot of technology is there’s a lot of good strategy, but in the end of the day, it all bumps up against culture and capacity. And and so you can say let’s be donor-centric you can say whatever, but if you have buy-in grain silos, if you have people have been doing some things for thirty years the same way that’s, what you’re going to run into, and so well we’re really focused on and what we’ve been working with jonno. And is this culture change and that’s not an easy process? That’s something. But if it’s not built in tow, whatever it is it’s it’s not gonna work. So when we think about strategy, we really think about that culture and capacity and, you know, how are we designing for change? Johnno talk a little about that. Because this this applies not only to a video strategy but really anything new where there are long term employees who haven’t been doing this way. Culture change, we all know, is enormously difficult. How did you bring along the recalcitrant ones? Yeah, absolutely so creating the percentage was twenty percent of the challenge, you know, eighty percent was rolling it out, and we work with michael’s team to create something internally. We call the content strategy collaborative, and we’ve broken our sixty two jap chapters into cohorts of fifteen, fifteen chapters with similar characteristics and are putting them through a nine months virtual learning program where each month they participate in a webinar on a topic related to one of the personas. Then they have personalized one on one coaching with a marketing and fund-raising coach, and then they get back together with their peers at the end of the month in a webinar that we call a share fest, where they share how they’ve experimented and tested and started to implement these personas in their storytelling and their campaigns and it’s been ah, overwhelmingly successful so far, the chapters love the program and have been extremely engaged in it and they’ll be spending literally nine months, five to ten hours per month. Just focused on this for the next year. Yeah. All right, so so there really weren’t people who were seriously objecting because they were brought along in the process and it was it’s a working product is the working process. I mean, even in this program, you know, there’s there’s, people, there’s, you know, resistance to specific things all the time. So it’s ah it’s working through it it’s saying, hey, we never did it that way or hey, look, we have events we’ve been doing our schedule a certain way, and we feel really full, like you want us to do these other things, you know? So that’s it it’s not a straight lying. So the program is great. And it’s moving the needle, but it’s turning a big ship? Yeah. Okay. Okay. Where we want to leave this? We have just like, another minute or so left. What? What happened? We set about it that that we should yeah. I mean, i would just say, ah, you know, every day if you work in marketing or fund-raising the non-profit you’re going to get an email from a vendor with a white paper about being donor-centric you’re going to go to a conference and see all the sessions air about that? But if that’s been going on for ten years, why have things not changed? And, you know, one of my former colleagues used to call it the mission megaphone. All we’re good at doing is sort of shouting our mission, but nobody’s listening, nobody cares what your mission is, that they care about what impact they can have on your mission. And until the sector really embraces this idea, e-giving will continue. Tio tio, grow at a at the small rate that it that it is. And so, you know, i would really challenge all of my colleagues to think seriously about this and start finding ways to implement in their organizations. Okay, outstanding. Thank you. Deep thinking civilization, right. They are michael hoffman, ceo of c three communications and jonno smith, director of brand marketing and digital strategy at make-a-wish america. Gentlemen. Thank you again. Thank you. All right. Tony martignetti non-profit radio coverage of sixteen ntc the non-profit technology conference. Thank you for being with us. That was interesting. I got i got a little confused. I feel like i wasn’t totally paying attention to what michael was telling me. So i apologize for that, michael his first time going through it. Sorry about that. Next week, jean takagi returns he’s, our legal contributor and principal of the non-profit and exempt organizations law group. You know, jean takagi, if you missed any part of today’s show, i beseech you, find it on tony martignetti dot com, responsive by pursuant online tools for small and midsize non-profits data driven and technology enabled, and by we’d be spelling supercool spelling bee fundraisers. We b e spelling dot com, a creative, producers clad meyerhoff sam leave uses the line producer. I’m still working on hyre, not am and fm outreach director. Social media is done by susan chavez. On our music is by scott stein. Offgrid me next week for non-profit radio big non-profit ideas for the other ninety five percent go out and i agree. What’s not to love about non-profit radio tony gets the best guests check this out from seth godin this’s the first revolution since tv nineteen fifty and henry ford nineteen twenty it’s the revolution of our lifetime here’s a smart, simple idea from craigslist founder craig newmark insights orn presentation or anything? People don’t really need the fancy stuff they need something which is simple and fast. When’s the best time to post on facebook facebook’s andrew noise nose at traffic is at an all time hyre on nine a m or eight pm so that’s when you should be posting your most meaningful posts here’s aria finger, ceo of do something dot or ge young people are not going to be involved in social change if it’s boring and they don’t see the impact of what they’re doing so you got to make it fun and applicable to these young people look so otherwise a fifteen and sixteen year old they have better things to dio they have xbox, they have tv, they have their cell phones me dar is the founder of idealist took two or three years for foundation staff to sort of dane toe add an email address card. It was like it was phone. This email thing is right and that’s why should i give it away? Charles best founded donors choose dot or ge somehow they’ve gotten in touch kind of off line as it were on dno, two exchanges of brownies and visits and physical gift mark echo is the founder and ceo of eco enterprises. You may be wearing his hoodies and shirts. Tony talked to him. Yeah, you know, i just i’m a big believer that’s not what you make in life. It sze, you know, tell you make people feel this is public radio host majora carter. Innovation is in the power of understanding that you don’t just do it. You put money on a situation expected to hell. You put money in a situation and invested and expected to grow and savvy advice for success from eric sabiston. What separates those who achieve from those who do not is in direct proportion to one’s ability to ask others for help. The smartest experts and leading thinkers air on tony martignetti non-profit radio big non-profit ideas for the other ninety five percent.