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How to Market Planned Gifts

Your 10 most common planned giving marketing problems solved

So you realize the importance of planned giving and have decided to raise more planned gifts for your nonprofit organization. Excellent! You’re already ahead of the curve. Most nonprofits, whether universities, healthcare philanthropies or zoos, neglect planned gifts—to their own peril as well as their organization’s. Fundraisers who even dabble in planned giving eventually earn 50-100 percent more than those who don’t. So it's good for you, and good for your nonprofit. What a win-win.

So what skills do you need to get more planned gifts? Just three essentials:

  1. Learn the importance of planned giving.
  2. Love people.
  3. Communicate well.

If you’ve got those covered, you’ll do just fine. Having a copy of our Pocket Guide would not hurt.

These pages cover the most common problems and solutions nonprofits face with planned giving marketing. Our downloads and tools are resources you should look at as well.

Planned giving is a people business. If you love people, you'll raise more money than you have ever imagined.

And if you ever need our services, please contact us at 800-490-7090. We are the planned giving marketing standard for those who have the highest standards.

 

Open All Solutions

 

1. Your Own Internal Resources

You have a very limited budget, or you are just getting into planned giving and do not know what to do.

➕ SOLUTION

Thinking like a young entrepreneur who is starting a business is your biggest bang for the buck. Really.

There is no better way to market planned giving than your existing internal media. This is true for all nonprofits, from the large state university to the small hometown hospice:

  • Newsletters
  • Digital outreach
  • Facebook
  • Annual report
  • Stationery (tagline at the bottom of your letterhead and business card)
  • Signature lines
  • Voicemail
  • A simple letter to your key constituents and board

What to say? Begin with a small display ad and short elevator pitches wherever you can squeeze them. (“A gift that costs nothing during your lifetime.”)

Here’s a white paper that covers this in more detail.

 

2. Junk Mail

Your direct mail is beginning to look like junk mail.

Sorry, but it is. No matter how creative you get, no matter how hard you try to get your juices flowing, your mailers are still junk mail… to your prospects.

➕ SOLUTION

“Junk Mail” works. Avoid being too critical of your work or trying to ensure each and every piece you send out is perfect. Nothing is perfect. You get opinions and advice, and you re-write stuff 20 times over until it is “right.” Then, you give it to a tenured professor who knows nothing about marketing, and he re-writes it in perfect English until it’s vanilla. You finally mail it…after you’ve blown three deadlines and missed phone calls from eight prospects.

Nothing happens. Worse? Not even a complaint. If you send out 10,000 planned giving brochures and do not hear at least 100 complaints, your mailers are going right into the trash. Sorry for the honesty, but it’s true.

Two things you should do:

  1. Hire a professional writer and designer and follow their advice. Do not use internal resources as you need a gift planning marketing vendor with fresh eyes. Internal resources are great for your annual report, admission bulletin and standard communications. But for a set of fresh planned gift marketing eyes, get an outsider. Give her a few before and after re-writes and see how you like her work. Make sure the copy has punch and emotion. As to the designer? Make sure he has a marketing eye, not an award-winning design eye with a fat ego. We’ve seen some of the ugliest direct mail pieces outperform award-winning designs.
  2. Mail often. One time shots do not work. One time shots do not work. (Did we just say that twice?) Yes, one time shots do not work. Here’s why: your competition is not the nonprofit next door. It’s your prospect’s cat who pooped on the rug; niece who is getting married; husband who is ill; brother in-law who just won $10,000 in the lottery; the Mercedes-Benz sales-person who called when your mailing piece arrived with a great deal; and the bingo tournament coming up. Yes, your prospect has a life, and your marketing postcard just arrived in the mail along with coupons and bills. Need we say more? Mail more often, so your chances of “getting them” at the right time happens. It’s simply a numbers game that eventually fills your marketing funnel.

 

3. The Planned Giving Newsletter

Your boss or someone on your board is pushing you to do a planned giving newsletter promoting planned gifts, and you have heard and know in your gut that planned giving newsletters are passé. This happens over and over again. Even worse, you have a friend at the nonprofit next door and a vendor pushing you to do a planned giving newsletter.

➕ SOLUTION

Just say no. Let them know reputable consultants advise against it. Explain this to your team:

  1. A good planned giving newsletter requires resources. To do it right, either a significant amount of money has to be spent with a reputable gift planning marketing vendor, or it must be done in-house. The latter is preferred.
  2. The problem with the latter is you may not have internal resources. Newsletters take time and effort, and your job is to call or meet with prospects or create your planned gift marketing campaign. Your job is not to write newsletter copy.
  3. The standard planned giving newsletters offered by gift planning marketing vendors today are the same products they were offering in the 80s. Why have they not changed? Because to do newsletters right costs more, and most nonprofits do not have the budget. Do not blame the vendors.
  4. What to do? Use your resources for multiple touches instead by using planned giving postcards, gift plan brochures and solicitation letters combined with digital outreach. New and better ways now exist.

Remember the friend from the private retirement home with three enamored board members who are having an ego trip over a single planned giving newsletter? The one who is also blindly ignoring 98% of their constituency? Don’t let her fool you. It’s easy to get entangled within your closed loop.

 

4. Planned Giving Solicitation Letters

These can also be considered junk mail unless done right. And most envelopes from the outside cry junk mail.

➕ SOLUTION

Here are some ideas:

  1. If it’s just a letter, keep it at that. No enclosures unless it is a must. Studies show enclosures take away your main message.
  2. Make sure it bears a real signature. Ask volunteers to help. It’s okay if it is mimicked. By the way, asking volunteers to help also creates comradery.
  3. A live stamp is a must. There are mail houses that do this.
  4. No labels. Either laser-print the envelopes, or use handwriting. There’s a new technology where an actual pen “hand” addresses each envelope, and no two letters look alike. It’s cool and different than a script font. It really looks like a person wrote it!
  5. Handwrite your initials (or the signer’s initials) on the top left hand corner of the envelope. Use blue ink.
  6. Write the letter yourself, and give it to your communications person to edit. Then, hire an outside professional copywriter with direct response marketing experience. Do not:
    • Ask your uncle’s opinion (unless he is a marketing expert)
    • Ask an attorney to edit it
    • Ask a professor to re-write it
    • Ask your staff’s opinion
    • Ask more people to get involved. Doing this makes the writing more vanilla, which appeases the masses. And that’s simply not doable. Your job is to tease. Never appease.

 

5. Gift Planning Digital Outreach

Your boss is shouting “budget, budget, budget” and pushing you to use electronic communications for your outreach. Save paper and stamps, he says.

➕ SOLUTION

We once received an annual report that asked the reader to go online to download a list of donors who supported the organization. Pooh. Let the reader go online and download P&L statements and fancy financial bar charts, but donor names should come in print. One of our clients, a school in Dallas, begins their donor list on the cover of its magazine. Not on page 82 in 8-point type. On the cover!

Educate your boss with these pointers:

  1. Promoting planned gifts via digital outreach is not as cost-effective as people think. It has to be done right. And done right is more than pressing a send button.
  2. Along with the digital outreach, you need a planned giving website with landing pages that collect information and feed it to a database. This costs money.
  3. On your planned giving website landing pages, you need an offer.
  4. To do it right, you need a planned giving website vendor who knows A/B split testing (and maybe even A/B/C split testing, depending on how large your list is and how critical you are).
  5. Your first broadcast should be to a small group to analyze responses. Then, rethink your approach.
  6. Before doing anything, make sure the analytics for your planned giving website are in place.
  7. Test, test, test. We have seen emails go out with: Dear {name}…
  8. Learn about spam controls. Several innocent words could send your message into the spam box.
  9. Hire an outside agency. Again, it’s more than just pressing a send button.
  10. Are you regulated heavily? Be careful. Although not heavily enforced, there are anti-spam rules you need to abide by, such as opt-ins, etc.
  11. Digital outreach should be part of an integrated, multi-channel planned giving marketing solution. It’s not a good stand-alone tool. We can’t emphasize this enough.
  12. Digital outreach should be part of an integrated, multi-channel planned giving marketing solution. It’s not a good stand-alone tool. We can’t emphasize this enough. Did we just repeat ourselves?

 

6. Media Sources

You’ve followed what others are doing: gift planning direct mail, postcards and solicitation letters. Great. But you know there are other venues you should tap into but just can’t think of any.

➕ SOLUTION

Here are some ideas. Perhaps not all are suited for you, but this is a good start:

  1. Local small papers. Call them. Often they are in need of stories as they run out of things to publish. Make sure to represent an interesting angle of what you do. Don’t say “Our nonprofit helps children stay out of trouble.” Say, “Local businesses support our nonprofit by giving gifts of stock because they know that our current generation will be their future employees.”
  2. Local larger papers. Again, follow advice in #1, but you may need a gift planning marketing vendor. And it helps to place a display ad in the paper or magazine. One of our clients, Pomona College, advertises in the Wall Street Journal for charitable gift annuities. Okay, you’re not there yet, but could advertise about bequests in your regional paper. Keep your eyes open. This practice works well for universities and colleges.
  3. Short internal video clips. This practice does not work for all, but is popular with retirement communities and animal shelters.
  4. Write to NPR. The station loves to talk about other nonprofits. In fact, if you educate yourself on planned giving topics, you could be asked to educate its constituency about gifts of life insurance or lifetime income gifts. The station realizes your knowledge may eventually help its fundraising as well.

 

7. Leave-Behind Gift Plan Brochures

Say you have been doing bequest marketing heavily, and people start requesting information. You have nothing to send out.

➕ SOLUTION

The solution to your bequest marketing (or any gift plan marketing) dilemma is easy. Here are a couple of suggestions:

  1. Order quick, easy-to-produce, off-the-shelf planned giving brochures. You do not need award-winning, beautifully designed publications here. Just simple pieces with your name, your logo and your colors. Work with a gift planning marketing vendor. In fact, you can get planned giving brochures today.
  2. Develop a planned giving website. When someone requests information, send him or her a link to your planned giving website. You should also print out a page and send it via US Mail with a personal note. Nothing beats a personal note than a personal visit. You’d be surprised how many friends you will make and how life-fulfilling those friendships become. Remember, this is a people business.
  3. Don’t have a planned giving website? Work with a planned giving website vendor to develop a clean, accessible website that accurately represents your mission and promotes planned gifts.

 

8. Establish an Online Presence

Whether you are marketing remainder trusts and unitrusts or simple beneficiary designations, you need a planned giving website. Badly.

Here’s the deal: Your prospects need to understand that a deferred gift annuity helps them save for retitrement and support your mission. Or that a charitable bargain sale is the only gift planning that gives you a lump sum of cash and a charitable tax deduction. Or whether to even consider gifts of real estate as a smart move for their situation.

You’ve tried to create a planned giving website yourself and discovered it looks lame compared to other nonprofit sites. You wonder why. It’s the difference between getting your car washed and getting it detailed. It’s the difference between a simple shirt and one that’s tailored. It’s the difference between an apple pie from the grocery store and the one your grandma made.

Then you realize the websites you like were created by a planned giving website vendor, and you can’t afford it.

➕ SOLUTION

We provide customized planned giving websites that speak to prospects. Yes, we work with the Harvards of the world and deliver high-end products. But we also specialize with smaller shops and deliver exceptional affordable products as well.

Why?

Because that’s how we build our following. And a solid following establishes a referral network, and that’s how our team flourishes. Whether you are a large university, a small private college, an animal shelter or a zoo, we can create an appropriate, affordable planned giving website that meets your specific needs.

Besides, one day you may just end up working at Harvard, and we’ll get your business.

 

9. Linking to Your Online Presence

You have a planned giving website. Great. But you have no visitors.

It’s amazing how many clients complain to us that no one is visiting their planned giving website we created.

➕ SOLUTION

Imagine if your boss says, “We just got this great phone system, but no one is calling us! We need to get a better system.” Sounds silly, doesn’t it?

Phone systems are taken for granted as they have been around for 100 years. Planned giving websites are much newer. But they work the same way. You need to:

  1. Market your planned giving website.
  2. Have the URL in every internal resource, gift plan brochure, bequest marketing material and any publication you have promoting planned gifts.
  3. Have an elevator pitch and a link in as many planned gift marketing resources as possible.
  4. Have donor stories linking to the website. Tell how Judy met her personal planning goals and supported your mission by creating a charitable remainder trust. Or how a pooled income fund worked for William by delivering him lifetime income. Or how Elizabeth has established multiple grants through her donor-advised fund.
  5. Have display ads linking to it.

Sound like a lot of work? Perhaps. But the good news is that once all of the above is done, it can all go on autopilot. Are you a small shop? Consider Planned Giving in a Box – it covers all of this and more.

 

10. Ground Presence

This is a simple, esoteric tip, so we kept it for last.

You have a small nonprofit with a lot of foot traffic and zero budget. This applies to only a handful of nonprofits, so feel free to skip this step if that’s not you.

We’ve already covered what you can do with zero budget. Now, here’s a simple, powerful tool for a handful of nonprofits that has proven to work. It’s so simple, so cheap and so “stupid” that it is easy to overlook.

➕ SOLUTION

Assume you are a retirement community. You have a dining room, possibly a few.

Invest $75 at Staples or Office Depot, and create a nice-sized easel with a nice-sized, foam-core sign with large type that reads:

  1. Make a Gift and Receive a Guaranteed Paycheck for Life.
  2. Do you have CD’s earning 0.7% interest? We can give you up to 8%.

Do not junk up the signs with disclaimers and qualifiers as attorneys recommend. That’s a downhill slope. Just wet people’s appetites. You can discuss the details later.

People, especially seniors, love receiving a guaranteed paycheck for life. We’ve heard of some donors who have established 200 charitable gift annuities.

Whether you are teaching your prospects about bequests, gifts of life insurance or gifts of stock, simple marketing like this can attract interest and lead to more gift planning.

 

Thank you!

We are the planned gift marketing standard for nonprofits that have the highest standards.

You have probably heard it before, but sometimes facts this important bear repeating. When it comes to planned giving marketing, you need a gift planning marketing vendor who is marketing driven, not legally driven. But in the planned giving world, it is easy to get wrapped up in details and seek out the complicated.

Planned gift marketing is not rocket science. The last thing you need is a vendor that’s legally driven. That rules out the rest and singles us out! So …

Here’s What We’re Not

  • A company who guides itself with a legal attitude
  • A professional consulting firm (We do offer legal opinion, but we are not a consulting firm.)
  • A software company (If you think learning calculators is the way to go in the planned giving world, you are going down the wrong path.)

Here’s What We Are

  • A planned giving marketing firm. We help you create relationships, not confuse donors.
  • A firm that meets your everyday planned giving marketing practical needs. The word “practical” is key here.
  • A firm that is way ahead in research and development. What people are saying today about charitable gift annuities and bequests, we were saying back in 1999.
  • The planned giving marketing vendor other vendors imitate.