Category: Planned Giving Marketing

Practice thinking like your prospect. Who are they? What do they care about? What are their hopes, fears, dreams? What are their deepest desires?

Age-Based Marketing isn’t just outdated—it’s brain-dead. Today’s 60-year-olds are launching businesses, not shuffling off to Florida in a golf cart. If you’re still segmenting donors by age, you’re marketing like it’s 1985. Planned giving requires intelligence, nuance, and relevance. Want real results? Stop guessing based on birthdates. Start targeting based on behavior, mindset, and motivation. Because nothing says “lazy fundraiser” like treating a 45-year-old entrepreneur like a retiree.

Many development officers are wondering where to focus their efforts during these uncertain times. Whether times are good or bad, the answer may surprise you: It’s planned giving.

“Response rates from newsletters are down! Attendance at my annual seminar is way off…” fundraisers tell us.

It’s my experience that your audience is the single most powerful and most important element in the mix. If your marketing campaign is to get results, whether you use direct mail, print pieces, or e-mail, you must first make certain that the right audience is getting your message.  As I see it, finding the right audience determines 60 percent of the outcome.

In planned giving marketing, it’s virtually impossible to guess direct mail response rates unless you’ve had a control group you’ve been experimenting with for years.

Your organization helps teenagers with substance abuse. One of your board members announces he’s received a large inheritance from his grandfather and is going to donate $250,000 in his grandfather’s name. The local paper discovers granddad made his money from the sale and distribution of alcohol.