Ever feel like you’re beating your head against a wall trying to sell to the unsellable, qualify the unqualified, or get responses from the unresponsive?
You are not alone. As a sales professional and/or a business owner, much of the anxiety, frustration and weariness that happens in growing sales and a business is directly related to these activities.
Are you comfortable, if not jazzed, to have conversations with clients and prospects but discouraged with how difficult it is to get people to engage?
What if you could increase the ROI on your sales and prospecting efforts with a non-intrusive strategy to engage and generate more leads?
Consider Scorpion Marketing
If you walked up to your desk and found a scorpion looking up at you, would that get your attention?! Probably safe to say you might even jump back… whoa!!!
There are certain things that happen in life – and in business – that GRAB our FULL attention and cause us to act on the situation at hand.
Scorpion Marketing is an ACTION designed to get a REACTION. It’s a tactic that’s guaranteed to get your intended audience’s attentions despite the competing forces vying for those persons’ attention.
Putting People First
Growing a successful business is all about seeking and establishing relationships with people who have a need for your product. Virtually all sales and marketing investments and efforts are born with the intent of generating leads. Leads are the spark of opportunity for prospects to build familiarity and trust with you, your company, and your product. Generating a viable lead is the cornerstone toward meeting a prospect’s need and converting a sale.
But sales and prospecting is tough work! You may have the best product and service to meet someone’s need. But until they fully understand and experience your offering, you’re just one of the pack. And even before that, until you get face-to-face with a prospect to fully understand the problem they are trying to solve, you’re at a loss as to how and even if your value proposition is relevant to them.
All of this brings us back to the importance of generating a qualified lead to trigger your business development process. That’s where Scorpion Marketing comes in.
How Does Scorpion Marketing Work?
At Paw Print & Mail, we’ll design a strategy utilizing an attractive and relevant direct marketing package and follow up process that’s guaranteed to get the attention of your key prospect or client. Like reacting to the scorpion on your desk, our Scorpion Marketing process will set you apart from your competition and exponentially increase your ability to directly connect with your prospects and begin the relationship building process.
Above all… Scorpion Marketing spurs the engaging activity that leads to sales. Scorpion Marketing is prospecting on steroids, which is more fun and rewarding than the typical prospecting you’ve done (and dreaded doing) in the past.
One of the biggest hurdles of direct mail? Getting people to open the envelope.
Postcards and self-mailers have the advantage of standalone, eye catching content. The graphics are immediately visible, compelling the recipient to read on.
But for many mail pieces, an envelope is essential. Using an envelope doesn’t have to be limiting, however. In fact, today’s printing technology allows envelopes to be more personalized and attractive than ever before. Customization turns envelopes from basic commodities to effective direct marketing tools.
Why Direct Mail?
In our digitally saturated world, direct mail stands out:
Consumers regularly rate direct mail as more personal than email
Creative & Customized Envelopes: Reach More of Your Audience
Basic return address printed envelopes have long been a standard for many businesses. While they get the job done, inkjet technology has made it possible to completely customize envelopes, making your campaigns more personal, relevant, and compelling for your audience.
Some reasons to personalize envelopes for your business or organization include:
Generally, envelopes have the information necessary to get the mail piece to the recipient. But there’s a lot of white space left over that can be used to include a compelling call to action. You may not always open envelopes, but you’re sure to look at the outside to see who the mail piece is from. An envelope is a highly visible space available to tee-up the theme or message of your campaign.
Improve Open & Response Rates
Creative envelopes not only enhance visibility. They also raise curiosity, making recipients more likely to open and respond to your message. You can use the envelope to create a sense of urgency, letting recipients know there is a limited amount of time in which to respond.
Send a Timely Message
Customized envelopes have the advantage of timeliness. You can print for a specific theme, referencing your current campaign or a seasonal or time sensitive offer.
Stand Out from the Crowd
Giving a unique touch to your mailings separates you from your competition. In a mailbox of white envelopes, an envelope with color and interesting graphics stands out, making you more memorable than your competitors.
Segment, Budget, Personalize
The ability to customize means that you can create envelope designs that are more personal to the recipient. Maybe your mailing is targeted to past customers, or to your top donors. Whoever your target audience may be, you can make your envelopes specific to that group and the goals you have for them. With Variable Data Printing, you can even print each individual’s name on the envelope as part of the call to action.
No Overstock or Rush
When you print custom envelopes at the time of production, your printer can produce just enough for your mailing. That way, you won’t have to worry about storing overstock, or having a pile of extra envelopes specific to a campaign that you won’t be able to use again. On the flip side, you won’t have to stress about coming up short and placing a rush order. If the printer needs a few extras to finish the job, they can print more at no added cost to you.
The creativity of your imagination is the only limit when it comes to printing envelopes. Custom sizes, stocks, and colors are all available, making it easy to create a stand out envelope for your next campaign.
Ready to step up your direct mail? At Paw Print, we can assist you every step of the way, from designing your mail piece to printing to mailing fulfillment. Contact us today to get started!
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Recently, I enjoyed a delicious meal at a local restaurant celebrating with a friend. Despite seeing advertisements for this establishment, I had never been. But lately in conversation several people mentioned to me what an exceptional experience they had dining there.
After that, I couldn’t stay away. Recommendations from friends and colleagues spoke to me in a way that ads never had. I stopped in for a bite and was not disappointed.
While a conversation may seem like just another part of each day, in this case it functioned as a marketing device. Word of Mouth Marketing (sometimes referred to as WOMM or WOM), is a crucial tool in any business’ marketing kit. Consciously or unconsciously, you’re likely participating in WOMM frequently. Anytime you recommend a product, restaurant, establishment, service, or destination, you’re influencing whether another person decides to patronize that business or purchase that product.
You may be asking, is this really marketing? The conversations we have from day to day aren’t scripted and approved by a company’s marketing department. But they have just as much, if not more, power than traditional marketing channels to make or break your business.
Word of Mouth Marketing: The Numbers
Would it surprise you to learn that 42% of Americans believe brands are less trustworthy than they were 20 years ago? As sincere as your advertising may be (maybe you really do offer the best auto service in town) your audience is less trusting than ever of your message.
However, 90% of consumers are more likely to trust and purchase from a brand that has been recommended by a friend. And WOM impressions result in 5 times more sales than a paid media impression. In the nonprofit sector, the numbers still apply: 65% of donors learn about the causes they give to from friends and family.
While consumers place more trust in recommendations from people they know, word of mouth marketing is also bolstered by user generated content (UGC). This often takes the form of reviews from customers that are posted on a company’s social media page, web page, a Google review, or on a personal blog page.
UGC is one of the top ways that millennials make purchase decisions. A study by Bazaarvoice found that 84% of millennials are influenced by user generated content when making purchase decisions. And 73% believe it is important to read others’ opinions before making a purchase.
With so many digital resources at our fingertips, it’s easier than ever to chime in with our opinions about products and services. And, WOM doesn’t stop with just one conversation—that first recommendation sets off a chain of conversations that can reach more people in more personal ways than many traditional advertising strategies.
Using Word of Mouth for Your Business
Word of Mouth is essentially free marketing. However, it’s not something you should take for granted. Because of its power and potential reach, WOM can significantly impact your business. Positive experiences lead to positive recommendations. So it’s important to do your part to make each customer’s impression of you as favorable as possible.
If you invest in a creative, smaller-scale marketing campaign, you’re going to impress a group of people who will tell others about it. Something that is fun and memorable will keep you at the top of a potential customer’s mind, and they’re more likely to share their experience and partake of your product or service.
Deliver Value for Your Customers
When marketing any business, it’s important to know and sell your unique value proposition. A major way to get someone talking about you in a positive way is to simply provide value for them. Whether it’s the personal attention you show to each customer, the ease with which you handle their projects, the special blend of creativity and knowledge you bring to the table, or your unique product offerings, if you are a valuable resource for your customers, they’ll be sure to tell others about you.
Up Your Emotion
Go to any reviews page, and you’re likely to see a similar trend. There will be a wealth of very negative and very positive reviews, with few falling in between. That’s because we tend to share stories that provoked some intense emotion in us. If my dining experience is just ok, I probably won’t tell anyone about it. But if I have a meal that knocks all the other meals I’ve had recently out of the park, I’m going to talk about it. And, I’m going to go back for another meal. Focus on creating experiences that inspire powerful emotional reactions from your customers.
Encourage User Generated Content
As stated above, UGC has a profound influence on consumers’ decision-making. Make it easy for customers to provide feedback on social media, your website, or in some other way. Ensure that that feedback is visible to a wide audience, and don’t separate the bad reviews from the good. A negative comment is a chance for your business to show its human side. You can convey that you are listening to customers and prepared to work hard to improve their experiences.
Testimonials from customers and clients is an effective way to make use of UGC in your marketing materials. You can add these to case studies, your website, or printed brochures, to name a few places. Hearing a genuine comment from an actual customer that speaks to a need or desire many of your customers share can be a powerful reason for prospects to keep reading.
Create an Incentive/Referral Program
You can also encourage customers to talk about your business by giving them an incentive to review you or refer your company to someone else. This helps to build goodwill by showing appreciation and working to turn a visitor into a regular, recurring customer.
You can’t control exactly what customers say about your business. But being aware of the power of WOMM means that you can take steps with your marketing toward creating positive and memorable experiences for each customer, so that they’ll be eager to tell others about you.
Ready to create a marketing campaign that will get people talking? Paw Print & Mail can provide you with the design, print, mail, and promotional product components to develop a truly memorable marketing experience. Contact us today!
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When you consider the word “branding,” what comes to mind? You may think of well-known companies like Apple or Target, that advertise on a large scale and whose characteristics are immediately recognizable to most of us, who come into frequent contact with them.
But the concept of branding is just as important for small businesses as it is for large companies. And, it’s an essential piece of increasing awareness for nonprofits as well.
The obvious reason for nonprofit organizations to spread awareness of their brand is to increase donations and build a reliable donor base. However, according to the Stanford Social Innovation Review, many nonprofits are stepping up their brand management in order “to explore the wider, strategic roles that brands can play: driving broad long-term social goals, while strengthening internal identity, cohesion, and capacity.”
Why Should You Build a Brand?
Like any other entity, your nonprofit has a unique set of goals, characteristics, and stories. When you bring these together to form a recognizable and repeatable persona, you have a brand. The first thing most people think of when they hear the word brand or branding, is an entity’s logo. While this is one branding element, it’s only the beginning. The style, graphics, and words your organization uses to communicate all convey your brand.
But what can branding do for your nonprofit?
Creating a brand around your nonprofit allows you to separate yourself from the crowd. There are a lot of nonprofits out there (over 4,000 in VT alone!) and invariably there are other organizations with the same general mission as yours. To make a connection with donors and bring precious fundraising dollars your way, you must tell a story that illustrates the unique mission of your nonprofit.
Illustrate Your Goals
Helping donors to understand the specific goals your organization is working to achieve is a critical reason for developing a brand. Branding allows you to project your mission as an indelible piece of your organization. Potential donors can recognize these goals as the core of your brand, helping to reinforce your purpose.
Nonprofits follow the same sales and marketing rules as businesses—it’s going to take multiple touches before a potential donor will make a gift. They will have to encounter your organization several times until it becomes familiar to them. Having a brand allows you to create one cohesive image that you can present to the world. The more a potential donor sees that image, the more recognizable you become, and the more likely they are to engage with you. Branding can also give you a professional image, increasing your sense of authority.
Strengthen Internal Identity
The Stanford publication referred to branding as a way to reinforce internal identity. While your brand works to become familiar to potential donors, establishing a brand also helps to give your employees, volunteers, and board members something to rally around. They will feel like part of a team, helping to strengthen internal bonds.
Importance of Consistent Branding
A key piece of developing a brand is consistency. By constantly presenting your nonprofit using the same language, imagery, and message, you’re helping to build awareness and create a reliable image for your audience.
You should update all your marketing and fundraising materials to reflect your branding. Your social media content should echo what a visitor to your website or a recipient of your postcard will see. Consistency helps to establish the notion that you have clear, defined goals, and the experience and authority to achieve them.
Consistency can also apply to the frequency of your communications. You may have more activity leading up to an event, but work to stay in regular contact with your audience without being overwhelming. For instance, you could send one mailing per month, rather than several mailings during your campaign period and none the rest of the year.
The Power of Print
Like many nonprofits, you may be using direct mail for your fundraising campaigns. If so, you know that direct mail is an effective way to spread awareness and increase gifts. In part, this is due to the physical nature of a mail piece in our digitally saturated world. It reflects the power of print to connect with an audience—print boasts a 70% higher recall than digital.
In addition to direct mail, do you have other print collateral, such as business cards, brochures, banners/signs, or letterhead? These are all elements that contribute to the building of your brand. Where do you source these from?
By collaborating with a single source for all your printing, you can ensure that the donor experience is consistent. Each print piece can be consistent in terms of color, paper stock, and the overall look and feel.
Also, when you work closely with a source for something as important as fundraising, that source truly comes to know your organization, and can suggest avenues to explore that will accurately and effectively reflect your organization.
Want to talk about building your brand? Paw Print can assist with all your printing, mailing, design and promotional product needs. Contact us today!
The place: a recent introductory meeting with the newly-hired Marketing Director of a local established and respected mid-sized company.
The topic: the state of the company’s marketing collateral.
This is a good-sized business selling big ticket services that regularly invoice in the $100,000 to $1M range. Yet, you would never perceive this when handed one of their business cards or company brochures.
The firm was seemingly still holding on to their start days, when print collateral was designed in-house using Microsoft Word, then printed on the company copier. That may have been appropriate and practical then. But given the size and capabilities of the company now, the state of their print collateral imparts a huge perception gap on the brand. This company was attempting to continue to grow business and generate leads. However, the amateurism of their branded handouts did not match the professionalism of their work.
First Impression Is Everything
Have you ever heard the phrase “how you do anything is how you do everything”?
The way you handle one situation in your life tends to reflect how you handle every situation. If you tend to be a detail-oriented individual in your personal life, it’s highly likely you are detail-oriented in your professional life as well.
Contemplating the phrase “how you do anything is how you do everything” may incite introspection on many levels. For the context of this article on marketing tips, how you convey your brand can have deep implications for the success of your company or organization.
It’s All About Perception
Returning to the detail-orientated example. Say your car needs service. When you walk into the service center, does the cleanliness and orderliness of the facility and perceived expertise of the staff affect your level of confidence in the work to be done? Do these traits impart a perception on you as to how well you and your car will be taken care of?
Either consciously or subconsciously, your perception and confidence are affected. If the waiting area is clean and organized, and the service writer clearly explains the work to be done, what it will cost, and how long it will take, then you’re more likely to feel confident that the mechanical work will follow suit. Your level of confidence and willingness to refer this business will likely be lower if these details are missing.
This is the power and impact of the statement “how you do anything is how you do everything”! To your current and potential customers, the implications of this statement influence their perception of your entire brand.
This is why it’s so important for every business leader to take time on a regular basis to step back from the daily work routine and ask – “how do my customers experience my business in relation to how I’d like them to experience it?”
If there’s a disconnect between how you want your business to be perceived and how you actually conduct business, it’s time to take a critical look at potential gaps and make the necessary changes to bring intent and reality into alignment. Your business’ success depends on it.
Focus On Brand Excellence
You are expert at what you do. Your knowledge of your field is extensive and well-versed. But is this reflected in how you present and market your business? Do your actions backup your claims?
You may have just one opportunity to show you have the skills to get the job done, and done right. Whether it’s the manner in which you and your staff answer the phone, the quality and professionalism of your business card and company brochure, your website, asking important qualifying questions, or handling an unforeseen issue…all of these have the potential to generate new business or lose a potential customer forever.
And, just because “we’ve always done it this way”, doesn’t mean it’s the best way to continue if there’s any doubt as to how your brand is perceived. The systems you have in place may function. But to generate consistent, profitable business, you need to be more than functional. You must align all areas of your business to present the same cohesive image and delivery of service.
Your Print Collateral
Let’s concentrate on print. Say you’re a construction company that regularly builds impressive structures that are made to last, that exceed your clients’ expectations and are always completed on time. You offer a great product, delivered with reliable and excellent service.
To get the word out, you likely have print collateral, like business cards and brochures that you hand out or send to potential clients. Now try this – pick them up, put yourself in your prospects’ shoes, and ask yourself: “How do these look?” “How do these feel?” Do they show quality and professionalism, or not so much?
Returning to the phrase how you do anything is how you do everything, if your business card is printed on thin, flimsy paper and not squarely trimmed, or your company brochure is not professionally designed, printed on office copy paper, and irregularly folded (yes… we still see this all too often), what does that say about your company? What would you think about a company if you received something like this from them?
Odds are, you’d toss that business card and brochure and look to another company to meet your needs. If a business card doesn’t hold up to the barest scrutiny, it leaves the impression that your product will also come up short.
Take an objective look at your marketing materials, strategies, and policies. Put yourself in the place of the customer. If you’re unimpressed with what you’re seeing, start taking steps to consistently present your business in the best light.
Not everyone you come across is going to come to you for their needs. But by consistently presenting quality marketing collateral, you can ensure you’ll stay top of mind with customers. They’ll hold on to your business cards, and they’ll think of you before calling anyone else.
When asked about the details of the paper stock you are choosing for a print project, do your eyes glaze over? Do terms like basis weight, points, and color cast sound like Greek to you? If so, here is a quick list of basic terms to help you better understand the process.
This is the weight in pounds of a ream (500 sheets) of a paper at its basic size, or the size of the uncut sheet supplied to the printer. For example, the basic size of book paper is 25 x 38 inches, so a ream weighing 70 pounds would be 70-lb. paper. Sometimes metric is used: 70-lb. book paper is equivalent to 104 g/m2.
Cover, card, and other thick stocks are often specified in points, which refers to the thickness of the paper. This is often abbreviated “pt.”— for example, “8-pt. cover.” One point is 1/1000th of an inch, so an 8-pt. stock is 0.008 inches thick.
“Grade” refers to the end use of the paper. Bond is used for letters and documents, book paper is used for books, offset is used for offset printing, and so on. Digital presses generally have their own grades. Thicker grades include cover, bristol, tag, and index.
C1S and C2S
These terms refer to coatings. Paper is often coated during manufacture, which improves the reproduction of fine halftone screens and color fidelity. C1S means “coated one-side,” which is useful for labels, packaging, and other materials destined for single-sided printing. C2S means “coated two-sides” and is preferred for two-sided commercial printing.
Brightness refers to the percentage of light reflected from the sheet’s surface. Basic white copy paper has a 92 brightness. Brightness by component wavelength (red, green, or blue) is also determined, as paper can reflect different amounts of certain colors, imparting a color cast to a printed piece if you’re not careful.
Digital developments are changing the way many non-profits fundraise. If you aren’t making use of digital channels to reach your donors, you risk falling behind.
While digital is vital to success, the most effective fundraising campaigns make use of direct mail and digital resources to create a cohesive donor experience, increase gifts, and be more impactful.
Here are 5 reasons to implement digital strategies into your next fundraising campaign:
1) Increase Your Reach
Direct mail is popular because it’s personal. There’s a lot to be said for being able to hold something in your hand, especially when it’s been personalized to you. We are inundated with so many emails throughout the day, and it’s easy for your message to get lost in the shuffle. At the same time, we’re receiving fewer pieces of physical mail. When we do receive mail, it gets our attention. According to MobileCause.com, donors are 3 times more likely to give online due to receiving a piece of direct mail versus an email.
Direct mail is effective for making a connection with donors. And it’s even more effective when combined with other methods of communication. It’s likely that your donor base is a diverse group that wants to receive communications in different ways. Donors may be more likely to give online after receiving direct mail. But they also are more likely to act on direct mail if they are getting your message across multiple channels.
2) Create a Cohesive Experience
Because you have so many channels at your disposal, and you know that receiving messages across platforms increases giving, it’s important to be consistent with the look and feel across platforms. That means the same language, tone, imagery, color scheme, message, etc. should be reflected in each piece of fundraising material that you produce.
If you want to make online giving a part of your strategy, start by creating a landing page on your website consistent with your mailing. You can use the mailing to get the donor’s attention. Then, drive them to go to the landing page to learn more, engage with you, and ultimately make a donation. You can continue the theme throughout your email, social media, and other print communications.
One way to make the donor experience more compelling is to have a story at the core of your message. Maybe it’s a specific individual or group who has benefited from your organization. You can tell their story through video, imagery, and quotes, using these throughout your communications and campaign period. The repetition of these elements also helps to instill a sense of familiarity with your organization.
3) Make it Easy to Give
According to Nonprofit Source.com, 25% of donors complete their donations on a mobile device. And, 51% of high-wealth donors prefer giving online. Statistics consistently show that online giving is growing from year to year and that donors appreciate the ease of giving digitally.
However, simply having an online giving platform doesn’t mean you’re creating the best possible giving experience for your donors. Put yourself in their shoes, and go through the process of donating through your site or app. If there are many steps to making the donation, or your platform does not work for mobile devices, you may want to make some changes. Look into using QR codes or text to give to make your donors’ mobile experience even more user-friendly.
4) Step Up Response Rates
Would you be surprised to learn that annually, 1.3 billion pieces of mail fail to reach the intended recipient? Or that 20% of addresses on nonprofit mailing lists are outdated? This means that 1/5 of the direct mail pieces you send out have the potential to be a dead end, with your message not reaching the recipient.
That’s why list hygiene is so important. Mailing to bad addresses not only decreases your reach. It also costs you money and gives you a lower campaign response rate. Plus, it’s simply ineffective. Having a smaller, more accurate list ensures that you’re investing your resources more wisely.
One effective investment to make to improve the quality of your mailing list is to add an Ancillary Services Endorsement on the mail piece at least once per year. By adding “Return Service Requested” to the mailing panel, the post office will return both undeliverable and change of address pieces for you to update your list from. You’ll pay the going postage rate for the returned pieces. But considering the money wasted on undeliverable pieces you are not aware of, this is money well-spent.
You can use digital communications to encourage donors to update contact and address info throughout the year, while keeping them apprised of the goings on at your organization.
5) Provide Value
Donors give because they feel a connection with your organization or mission. This means that your communications with them must be more than just an ask.
Send direct mail simply to stay in touch with donors and provide them with updates about your nonprofit. You can use digital resources to engage donors beyond the giving process. Create a blog for your organization that encourages donors to comment and share. A blog also helps to establish your authority when you write about topics that affect or are related to your nonprofit’s mission. You can direct donors to your blog through both direct mail and digital channels, helping them to understand the goals you’re working to achieve and creating more motivation to give. Blogging is also one of the best SEO strengthening tools in your digital marketing and fundraising toolbox.
Is your website ADA Compliant? Did you know it should be? If not, you aren’t alone. ADA compliance marks a major change to the digital marketing world. It’s important to know how your website stacks up.
What is ADA Compliance?
Years ago, we didn’t have designated parking spots for those with disabilities, or ramps to allow wheelchairs easy access to buildings. Today, it’s common to see these, which is due to the Americans with Disabilities Act (ADA). This law was enacted to ensure that all individuals have equal access to a business’s goods and services.
Under the law, a business is considered a place of public accommodation, and must remove any barriers that would keep a disabled individual from accessing that business’s offerings. While this has long referred to physical barriers, in 2010 there was a request from the US Department of Justice to amend the law to include the digital realm, namely websites.
Currently there are no strict guidelines that legally require websites to be accessible for people with disabilities. However, lawsuits have been successfully made against companies that lack accessibility features.
What do you need to know? Don’t be caught off guard. Until recently, most marketers didn’t know about ADA compliance. This gave them no way to prevent lawsuits, because they lacked the knowledge that there even might be a problem.
The ADA status on websites was expected to be finalized this past January. While that fell through, the courts continue to step in and file lawsuits against companies whose websites are found to violate current ADA guidelines. Be proactive by making changes to your website now. Besides potential legal issues, it’s good business practice to make your site as accessible and easy to navigate as possible for all your customers.
Make Your Website ADA Compliant
The best way to understand how your website stacks up against compliance standards is to do a comprehensive assessment of your site. You may want to contact your website service provider for more specific information, and to make changes you’re unsure how to enact. The Web Content Accessibility Guidelines (WCAG) 2.1 give a comprehensive overview of what is required for different levels/standards of compliance.
Some common adjustments you can make to your site include:
Each image you include on your site should have an alt text description. Visitors to your site may be unable to see images, or the images themselves may not render on all devices. Alternate text will fill in the blanks, allowing visitors to understand the content presented in the image and what information you are trying to convey. Website builders like WordPress clearly identify where to place the alt text when adding an image. The words you use in your alt text descriptions are also important–learn how to write effective alt tags. Effective alt text labels also serve to help with Search Engine Optimization (SEO).
Audio & Video Transcripts
For every video or audio clip you include on your site, it’s helpful to include a link to a page with the content transcribed into text, for those who can’t hear the audio or who cannot view the video properly on their device. Also include captions on the video itself.
Your website will be more functional for all visitors if text is at a high contrast to the background, making it easier to read. If the background color of your “Products” page button is too close to the text color, it will be difficult for visitors to read the text and understand where that button would take them.
Some people must use a keyboard rather than a mouse to navigate on the web. So, your website must be fully navigable using only a keyboard. Some websites are set up so that just by pressing the “Tab” key, a visitor can move across the heading and sub heading categories of your site, easily finding which page they want. To make this function easier, it’s important to have consistent navigation throughout the site. All headers and footers should appear the same on each page, with the same buttons linking to the same pages.
Include clear links to your home page as well as to a site map page. From the site map, visitors can easily find the page they’re looking for without navigating through your entire site. Don’t underline text that is not an actual link. And, do not include redundant links to the same content on the same page.
Ensure your page titles clearly and accurately describe what is found on that page. Also, your pages will be read better by screen reading software if you give different weight to your titles and move in ascending order as you go down the page. For example, the title of the page should be designated as H1. Your major subheadings should be H2, and secondary headers should be H3.
Forms must be clearly labeled and readable by screen reader software. Make form submission buttons specific; rather than “Submit” try, “Place an Order” “Contact Us” “Sign Me Up” etc. This ensures clarity as to what process that form is completing.
Developing a website that is easy to navigate for all visitors creates a win-win situation. When potential customers have a pleasant experience visiting your website, they’re likely to stay on your site for longer periods of time and come back to you when they’re searching for something new. More traffic means more business, and more happy customers.
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When we think about great direct mail results, we tend to think about the list, the message, and the call to action. However, things like the size, shape, and texture of the piece play a key role, too. Let’s look at five considerations for creating standout mail pieces.
1) Trim Size:
If you want the lowest possible postage cost, go with a standard 3.5” x 5” postcard. Choosing a non-standard size will cost more in postage, but it will make your postcard stand out. “Why is that one different?” the recipient wants to know. It might even be the first piece they pick up. What’s that worth?
Consumers tend to associate the weight of the stock used in the mailing with the quality of the brand and, by extension, the product being marketed. Heavier weight stocks command respect and attention. Learn more about choosing the right paper for your brand.
In a sea of smooth envelopes, mailers with textured finishes get noticed. From high gloss and spot varnish to specialty processes, there are lots of options to choose from.
4) Direct Mail Personalization:
Even the use of someone’s name on the front of a post card will engage the recipient more than a static card. This engagement might only last for an extra fraction of a second, but sometimes that is all you need.
Why use a standard white background when you can pick from a range of vibrant colors? Use knock out type, graphics, and images on dynamic backgrounds to get your mailer to jump out of the box. If your mailbox is a sea of white envelopes and one bright red one, which one would you pick out first?
There are lots of ways to get your direct mailer to stand out from all of the others. Why not try something you have not tried before? You just might love the results!
At Paw Print, we’re poised to assist you with all the design, printing, and mailing services you need for your next direct mail campaign. Contact us to start marketing with direct mail!
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Donor acquisition is one of the most important functions of nonprofit fundraising. Your donors make the good work you do possible. Without a regular and tactical practice of enlisting new donors , both socially and financially, your organization would be challenged to stay afloat.
It goes without saying that stewarding your current donor base is essential—they’re the ones who’ve continued to champion your cause and are more likely to give consistently, and grow their gifts, over time.
Conversely, compelling new donors to give is more difficult than maintaining a relationship with a regular donor. However, it’s important to not leave donor acquisition efforts for hard times. Your donor base is constantly changing, and your approach to acquiring new donors should be constant as well.
Connecting with Out of State Donors
A significant component of attracting new donors, and maintaining current donors for that matter, is conveying a clear value proposition that you deliver. What ties them to your cause? Your organization? Your purpose? How you talk to donors depends largely upon what messages they are receptive to.
For nonprofits that serve a local community or an entire state, it’s likely that the bulk of your donors live locally. However, over time your donor base will change as people change employment, retire, and transition to out of state residence, either full-time or seasonally.
You may currently have or want to reach out to donors who you determine have ties to your service area. A good place to start is with former residents and also part-time residents who regularly visit your area but live elsewhere seasonally.
It’s easier to determine motivation for contributors who live near your organization. You may see them at events, and their contribution could be a natural desire to create a better community where they will live and work.
But out of state donors can be more elusive. And the message you use to reach them will probably need to be different than those of local constituents. Determining their connection to your organization or location is a critical piece of that message.
To acquire these non or semi-local donors, you need to dig a little deeper to try to make a connection with them due to their removed primary residence. Why have they decided to pay additional property taxes to maintain a presence in your locale? An important set of data for acquiring donors near and far gets personal. Ask questions such as:
What social values are important to you?
Why do you give?
What does it mean to you to contribute to your community?
What is unique or memorable about the community you once resided in before moving?
Do location, community, financial, family or other qualities influence your decision to have a second home here?
What does “making a positive difference” mean to you?
These kinds of questions can be asked of both current and potential donors to better understand your out of state donor base and where you fit into their lives. You may not ask these questions in such a direct manner. But you’ll want to get people thinking about these topics in a way that initiates a response with the information you’re looking for.
Acquiring Donors with Direct Mail
So how do you do this? As with any campaign, you first need to know what you want to achieve. Evaluate past data to set clear, specific goals.
Do you want to acquire a specific number of new donors? Do you want to increase donor acquisition by a percentage from year to year? Even if you’re seeing positive trends regarding new donors, it’s important to keep improving. When you have a goal in mind for a campaign, it’s easier to judge whether the campaign was effective. Goals also allow you to understand how your data is changing over time.
Whether you’re looking to acquire new donors or bring lapsed donors back into the fold, the easiest way to determine what matters to them is to simply ask. While much of your fundraising content may focus on asking for a financial gift, you could approach this kind of campaign without addressing that angle.
Instead, use direct mail as the basis for an introduction or reintroduction to the potential donor. If you can, acknowledge their connection to you and to your region. Maybe they own property here, or have business and investments tied to the region. Also speak to your role. What do you do for your community?
Use that connection to promote a compelling reason/purpose for these individuals to give. Develop a short series of questions that will help you to better understand what matters to these potential donors and what your organization means to them. A best practice with this kind of campaign is to create a landing page on your website tied to the direct mail piece, where recipients can go to submit their responses.
You can build upon this initial mailing with subsequent mailings to engage the donor, build awareness and trust, and make the ask for financial contribution.
Building a list of potential donors and effectively reaching them with a compelling campaign takes time. Donors will interact with you multiple times before making a gift. It’s important to keep up a consistent strategy, so that your message is sure to be heard.