Facebook Both Boosts and Challenges Fundraising Efforts

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AccuList helps its nonprofit clients with fundraising via direct mail and events as well as digital channels, and online giving certainly has seen tremendous growth in recent years. But the latest M+R Benchmarks report shows a distinct slowdown in nonprofit online revenue. After years of steady growth (a 23% increase in 2017), online fundraisers reported just 1% growth in 2018. Exploring the why behind that drop yields some important lessons for fundraisers moving forward, especially when it comes to Facebook campaigns.

Facebook Changes the Game, But Are Nonprofits Ready?

M+R cites multiple trends underlying lower online revenue growth—from declining e-mail response, to more low-dollar mobile traffic, to falling online donor retention. But the report starts by noting how rising Facebook usage has both undercut revenue measures and signaled potential for future growth. Yes, changes to the Facebook algorithm resulted in, on average, only 7% of followers seeing any given post, but use of Facebook Fundraisers’ peer-to-peer giving really took hold for the first time in 2018. However, because of the way the donations are processed, the Facebook Fundraiser dollars were not included in M+R online revenue calculations. It’s an important missing piece for revenue growth: The Facebook Fundraiser tool for hosted fundraising now accounts for about 99% of all nonprofit revenue processed on Facebook, with nonprofits raising $1.77 through Facebook for every $100 raised through other online channels, per M+R. The impact is big for some sectors. For example, health nonprofits received $29.88 from Facebook for every $100 in direct online revenue in 2018, accounting for about 30% as much revenue as every other source of online revenue, including e-mail, web giving, monthly donors, digital ads, and search. To turn the new Facebook Fundraiser use into a bigger revenue boon, notes the M+R report, nonprofits would need to make an effort to get more individuals (the average now is 56) involved in hosting fundraisers and in attracting both more donors and higher-dollar donors (now the average per hosted fundraiser is seven donors and a modest $31 gift per donor).

Ignorance of ROI Is Far From Bliss

Another recent study pointed to a deeper issue with nonprofit Facebook efforts. The 2019 Digital Outlook Report—from care2, hjc and nten—found that nonprofits surveyed reported spending anywhere from $0 to $100,000 on Facebook and Instagram campaigns. But the majority (over 75%) answered “don’t know” when asked about any resulting revenue! Clearly, the report urges, staff need training in analytics, whether using Google or another tool, as well as calculating not only resulting donations but the value of lead generation, e-mail signups, event attendance, etc. If there is any good news from this kind of ROI blindness, it is that Facebook probably has untapped potential.

Tips for Optimizing Facebook Fundraising

CauseMic recently offered some helpful tips for fundraising with Facebook. In using Facebook Fundraiser, in order to benefit from site traffic and donor information as well as dollars, start by disabling the “donate” button and direct supporters to donate on your website rather than through Facebook. Donors will learn more about the mission and fundraisers can stay connected with them for better retention. Second, nonprofits shouldn’t focus only on the Facebook tool hosting fundraisers; they can use promoted posts and ads to grow the support base, interact with supporters, promote events, etc. When a breaking news story or emergency occurs that impacts giving, it can be incorporated into social media outreach to spread the word and raise money more quickly. Just make sure to use tracking analytics and calculate result values to avoid the ROI ignorance identified in the Digital Outlook Report noted above! Plus, make sure that Facebook is a consistent piece of a multi-channel strategy, and remember that it offers a proven response driver to multi-channel campaigns: video. Use the platform to post videos about donation impact, to host live videos, to publicize upcoming events, and to tell the organization’s story with visual/emotional resonance. Finally, pay attention to timing in planned Facebook campaigns; M+R found that nearly a quarter of all Facebook revenue is raised in the month of November.

For more on general trends in online fundraising, see the latest M+R Benchmarks.

Tech & Data Trends Spur 2019 Fundraising Opportunities

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Despite 2019’s many challenges for nonprofit marketers, including competing for attention with political fundraising noise, trends in data analytics and technology offer good news for AccuList’s fundraising clients.

Fundraising Can Leverage Digital Innovations

Consider trends highlighted in this spring’s Nonprofit Technology Conference in Oregon. For example, nonprofit tech pros reported success using Digital Wallets, such as Apple Pay, Paypal and Google Pay, to make donating easier for donors and to increase conversions. AI and chatbots are another boon cited by tech experts, not just because they free up staff from time-consuming interfaces but because they can be used to segment audiences and tailor communications to boost donor acquisition, value and retention. Meanwhile mobile text messaging and mobile giving not only continue to grow in use, but nonprofits are learning to leverage SMS to trigger response, scale donor relationships and engage and motivate communities more fully. Online giving continues its growth path, but there are now more online giving services and their offerings are expanding. For example, Give Lively has free online fundraising tools for text-to-give, peer-to-peer, events, and integration with social media platforms such as Facebook. Finally, virtual-assistant voice services have entered the fundraising arena; for example, Amazon’s Alexa now can help donors verbally contribute up to $10,000.

It All Comes Back to Targeted Data

But for tech innovations to be effective, quality data and data analytics are essential. For example, fundraising efforts can use data to identify and segment those groups of current or inactive donors more likely to increase their donation dollars or flag donors to tap as future legacy donors. And data analytics can combine with real-time marketing automation, triggered e-mail series and variable data printing of personalized direct mail for improved donor acquisition. While the task of data collection and analysis can seem overwhelming, nonprofits don’t need to vacuum up every bit of big data for better results. The key is to collect and track the information in the donor database, or to select the key response factors to target in prospect lists, which are most likely to lead to success. Beyond the basics of name, address/contact, gender, age and date and amount of last donation, data targeting can be enhanced with parameters indicating donor capacity (the ability to give) and donor affinity (the willingness to give). Indicators of donor capacity include personal income/wealth measures, real estate ownership, business title, stock ownership, etc., while donor affinity parameters include the RFM (recency, frequency, monetary) of the donor or prospect giving history, past relationship/interest in a specific cause or affiliated appeal, and political affiliation and giving. Check out this article on donor data from Candid’s Philantopic blog for data management tips.

Beware Assumptions About Donor Data

A good database policy also includes regular hygiene and updating as well as an ongoing check for knowledge/data gaps. Classy, the online fundraising software provider, suggests challenging assumptions of donor knowledge by making sure analytics can deliver on these questions:

  • When are donors most likely to donate?
  • What is the average donation amount?
  • What is the average donation amount?
  • Are there different types of donors?
  • What is the reason for donation?
  • How does the donor liked to be thanked?
  • What is the donor’s communication channel preference?
  • What value does the donor get from donating?

See the rest of Classy’s suggestions on using data for fundraising.