KickStart2011
-
Upload
damian-obroin -
Category
Business
-
view
1.673 -
download
0
description
Transcript of KickStart2011
![Page 1: KickStart2011](https://reader034.fdocuments.in/reader034/viewer/2022051818/54c2d1324a7959bf198b45c3/html5/thumbnails/1.jpg)
KickStart 2011#kickstart2011
Morrison Hotel, Dublin, 14 January.
Damian O’Broin
![Page 2: KickStart2011](https://reader034.fdocuments.in/reader034/viewer/2022051818/54c2d1324a7959bf198b45c3/html5/thumbnails/2.jpg)
![Page 3: KickStart2011](https://reader034.fdocuments.in/reader034/viewer/2022051818/54c2d1324a7959bf198b45c3/html5/thumbnails/3.jpg)
Once upon a tim!...
![Page 4: KickStart2011](https://reader034.fdocuments.in/reader034/viewer/2022051818/54c2d1324a7959bf198b45c3/html5/thumbnails/4.jpg)
![Page 5: KickStart2011](https://reader034.fdocuments.in/reader034/viewer/2022051818/54c2d1324a7959bf198b45c3/html5/thumbnails/5.jpg)
![Page 6: KickStart2011](https://reader034.fdocuments.in/reader034/viewer/2022051818/54c2d1324a7959bf198b45c3/html5/thumbnails/6.jpg)
![Page 7: KickStart2011](https://reader034.fdocuments.in/reader034/viewer/2022051818/54c2d1324a7959bf198b45c3/html5/thumbnails/7.jpg)
€250,000 target met.
10% increase on 2009
(so far...)
![Page 8: KickStart2011](https://reader034.fdocuments.in/reader034/viewer/2022051818/54c2d1324a7959bf198b45c3/html5/thumbnails/8.jpg)
Wish I’d done that...
![Page 9: KickStart2011](https://reader034.fdocuments.in/reader034/viewer/2022051818/54c2d1324a7959bf198b45c3/html5/thumbnails/9.jpg)
Greenpeace Rainbow Warrior Video
http://www.delicious.com/damianob/kickstart2011
![Page 10: KickStart2011](https://reader034.fdocuments.in/reader034/viewer/2022051818/54c2d1324a7959bf198b45c3/html5/thumbnails/10.jpg)
“P.S. As a token of our appreciation for your gift, we will add your name to our supporter dedication
wall which will be featured on the real Rainbow
Warrior. Your name will stand alongside others
from around the world who are prepared to contribute
to a greener world.”
![Page 11: KickStart2011](https://reader034.fdocuments.in/reader034/viewer/2022051818/54c2d1324a7959bf198b45c3/html5/thumbnails/11.jpg)
![Page 12: KickStart2011](https://reader034.fdocuments.in/reader034/viewer/2022051818/54c2d1324a7959bf198b45c3/html5/thumbnails/12.jpg)
![Page 13: KickStart2011](https://reader034.fdocuments.in/reader034/viewer/2022051818/54c2d1324a7959bf198b45c3/html5/thumbnails/13.jpg)
![Page 14: KickStart2011](https://reader034.fdocuments.in/reader034/viewer/2022051818/54c2d1324a7959bf198b45c3/html5/thumbnails/14.jpg)
![Page 15: KickStart2011](https://reader034.fdocuments.in/reader034/viewer/2022051818/54c2d1324a7959bf198b45c3/html5/thumbnails/15.jpg)
Why does this work so well?
![Page 16: KickStart2011](https://reader034.fdocuments.in/reader034/viewer/2022051818/54c2d1324a7959bf198b45c3/html5/thumbnails/16.jpg)
A journey back in time to the centre of the brain....
![Page 17: KickStart2011](https://reader034.fdocuments.in/reader034/viewer/2022051818/54c2d1324a7959bf198b45c3/html5/thumbnails/17.jpg)
The most effective messages appeal
here
“Researchers have demonstrated that [we] make decisions in an emotional manner and then justify them rationally”
– Renvoisé & Morin, Neuromarketing
“...both genders must be engaged emotionally for a message to be remembered and acted upon.”
– Dr. A. K. Pradeep, The Buying Brain
![Page 18: KickStart2011](https://reader034.fdocuments.in/reader034/viewer/2022051818/54c2d1324a7959bf198b45c3/html5/thumbnails/18.jpg)
The Six ‘Old Brain’ Stimuli
1. Self-Centred
4. Beginning & End3. Tangible Input
6. Emotions
2. Contrast 5. Visual Stimuli
![Page 19: KickStart2011](https://reader034.fdocuments.in/reader034/viewer/2022051818/54c2d1324a7959bf198b45c3/html5/thumbnails/19.jpg)
To Their Moms...
http://www.delicious.com/damianob/kickstart2011
![Page 20: KickStart2011](https://reader034.fdocuments.in/reader034/viewer/2022051818/54c2d1324a7959bf198b45c3/html5/thumbnails/20.jpg)
Deliver to the
OLD BRAIN
Ensure it’s about YOU not ME
Simple & tangible
Make it visual Tell stories
Use emotion
Good vs Evil
![Page 21: KickStart2011](https://reader034.fdocuments.in/reader034/viewer/2022051818/54c2d1324a7959bf198b45c3/html5/thumbnails/21.jpg)
![Page 22: KickStart2011](https://reader034.fdocuments.in/reader034/viewer/2022051818/54c2d1324a7959bf198b45c3/html5/thumbnails/22.jpg)
![Page 23: KickStart2011](https://reader034.fdocuments.in/reader034/viewer/2022051818/54c2d1324a7959bf198b45c3/html5/thumbnails/23.jpg)
Beat target
by 33%
![Page 24: KickStart2011](https://reader034.fdocuments.in/reader034/viewer/2022051818/54c2d1324a7959bf198b45c3/html5/thumbnails/24.jpg)
![Page 25: KickStart2011](https://reader034.fdocuments.in/reader034/viewer/2022051818/54c2d1324a7959bf198b45c3/html5/thumbnails/25.jpg)
![Page 26: KickStart2011](https://reader034.fdocuments.in/reader034/viewer/2022051818/54c2d1324a7959bf198b45c3/html5/thumbnails/26.jpg)
Childs i Foundation Joey Video
http://www.delicious.com/damianob/kickstart2011
![Page 27: KickStart2011](https://reader034.fdocuments.in/reader034/viewer/2022051818/54c2d1324a7959bf198b45c3/html5/thumbnails/27.jpg)
![Page 28: KickStart2011](https://reader034.fdocuments.in/reader034/viewer/2022051818/54c2d1324a7959bf198b45c3/html5/thumbnails/28.jpg)
![Page 29: KickStart2011](https://reader034.fdocuments.in/reader034/viewer/2022051818/54c2d1324a7959bf198b45c3/html5/thumbnails/29.jpg)
![Page 30: KickStart2011](https://reader034.fdocuments.in/reader034/viewer/2022051818/54c2d1324a7959bf198b45c3/html5/thumbnails/30.jpg)
2/3 donors didn’t choose a gift
Sight 70%
Safe Birth 20%
Mobility 6%
Education 4%
![Page 31: KickStart2011](https://reader034.fdocuments.in/reader034/viewer/2022051818/54c2d1324a7959bf198b45c3/html5/thumbnails/31.jpg)
Up 50% onChristmas 2009
![Page 32: KickStart2011](https://reader034.fdocuments.in/reader034/viewer/2022051818/54c2d1324a7959bf198b45c3/html5/thumbnails/32.jpg)
![Page 33: KickStart2011](https://reader034.fdocuments.in/reader034/viewer/2022051818/54c2d1324a7959bf198b45c3/html5/thumbnails/33.jpg)
Up 84%
year-on-year
![Page 34: KickStart2011](https://reader034.fdocuments.in/reader034/viewer/2022051818/54c2d1324a7959bf198b45c3/html5/thumbnails/34.jpg)
2009
2010
General Monthly Gifts Top Donors
General Cash +28%
Monthly Gifts +88%
Top Donors +227%
![Page 35: KickStart2011](https://reader034.fdocuments.in/reader034/viewer/2022051818/54c2d1324a7959bf198b45c3/html5/thumbnails/35.jpg)
Not just tangible - restricted
Increased focus on top donor segments
Core service - familiar, understandable topic
Emotional, donor-centred,visual, great story
Clear need & achievable solution
![Page 36: KickStart2011](https://reader034.fdocuments.in/reader034/viewer/2022051818/54c2d1324a7959bf198b45c3/html5/thumbnails/36.jpg)
“You” or “Your” is repeated 14 times on Page 1
(and donor’s name appears four times)
Visual stimulus
Articulation of need
Thanks donor and demonstrates impact
Introduces story...
![Page 37: KickStart2011](https://reader034.fdocuments.in/reader034/viewer/2022051818/54c2d1324a7959bf198b45c3/html5/thumbnails/37.jpg)
Donor focused solution
Clear target
![Page 38: KickStart2011](https://reader034.fdocuments.in/reader034/viewer/2022051818/54c2d1324a7959bf198b45c3/html5/thumbnails/38.jpg)
Four times as much money raised
![Page 39: KickStart2011](https://reader034.fdocuments.in/reader034/viewer/2022051818/54c2d1324a7959bf198b45c3/html5/thumbnails/39.jpg)
First time donors who receivea personal thank you within
48 hours are
Four times more likely to give again
– McConkey Johnston International UK
![Page 40: KickStart2011](https://reader034.fdocuments.in/reader034/viewer/2022051818/54c2d1324a7959bf198b45c3/html5/thumbnails/40.jpg)
38% sent personalised email thank you within 48 hours28% sent thank you letter within 2 working days
Only
50% managed to send a personalised
thank you within
48 hours– Ask Direct Mystery Shopping Research
![Page 41: KickStart2011](https://reader034.fdocuments.in/reader034/viewer/2022051818/54c2d1324a7959bf198b45c3/html5/thumbnails/41.jpg)
Almost
1 in 5failed to acknowledge
the gift in any way.
Ever.– Ask Direct Mystery Shopping Research
![Page 42: KickStart2011](https://reader034.fdocuments.in/reader034/viewer/2022051818/54c2d1324a7959bf198b45c3/html5/thumbnails/42.jpg)
The 3 things your THANK YOUneeds to do
Make your donor feel special
Arrive promptly
Show the impact of their gift
![Page 43: KickStart2011](https://reader034.fdocuments.in/reader034/viewer/2022051818/54c2d1324a7959bf198b45c3/html5/thumbnails/43.jpg)
Fifteen ways to say thank you
![Page 44: KickStart2011](https://reader034.fdocuments.in/reader034/viewer/2022051818/54c2d1324a7959bf198b45c3/html5/thumbnails/44.jpg)
Concern Worldwide Haiti Thank You
http://www.delicious.com/damianob/kickstart2011
![Page 45: KickStart2011](https://reader034.fdocuments.in/reader034/viewer/2022051818/54c2d1324a7959bf198b45c3/html5/thumbnails/45.jpg)
![Page 46: KickStart2011](https://reader034.fdocuments.in/reader034/viewer/2022051818/54c2d1324a7959bf198b45c3/html5/thumbnails/46.jpg)
![Page 47: KickStart2011](https://reader034.fdocuments.in/reader034/viewer/2022051818/54c2d1324a7959bf198b45c3/html5/thumbnails/47.jpg)
![Page 48: KickStart2011](https://reader034.fdocuments.in/reader034/viewer/2022051818/54c2d1324a7959bf198b45c3/html5/thumbnails/48.jpg)
![Page 49: KickStart2011](https://reader034.fdocuments.in/reader034/viewer/2022051818/54c2d1324a7959bf198b45c3/html5/thumbnails/49.jpg)
![Page 50: KickStart2011](https://reader034.fdocuments.in/reader034/viewer/2022051818/54c2d1324a7959bf198b45c3/html5/thumbnails/50.jpg)
![Page 51: KickStart2011](https://reader034.fdocuments.in/reader034/viewer/2022051818/54c2d1324a7959bf198b45c3/html5/thumbnails/51.jpg)
![Page 52: KickStart2011](https://reader034.fdocuments.in/reader034/viewer/2022051818/54c2d1324a7959bf198b45c3/html5/thumbnails/52.jpg)
Action Aid Most Generous Person
http://www.delicious.com/damianob/kickstart2011
![Page 53: KickStart2011](https://reader034.fdocuments.in/reader034/viewer/2022051818/54c2d1324a7959bf198b45c3/html5/thumbnails/53.jpg)
![Page 54: KickStart2011](https://reader034.fdocuments.in/reader034/viewer/2022051818/54c2d1324a7959bf198b45c3/html5/thumbnails/54.jpg)
![Page 55: KickStart2011](https://reader034.fdocuments.in/reader034/viewer/2022051818/54c2d1324a7959bf198b45c3/html5/thumbnails/55.jpg)
![Page 56: KickStart2011](https://reader034.fdocuments.in/reader034/viewer/2022051818/54c2d1324a7959bf198b45c3/html5/thumbnails/56.jpg)
New Zealand Blood Service
http://www.delicious.com/damianob/kickstart2011
![Page 57: KickStart2011](https://reader034.fdocuments.in/reader034/viewer/2022051818/54c2d1324a7959bf198b45c3/html5/thumbnails/57.jpg)
![Page 58: KickStart2011](https://reader034.fdocuments.in/reader034/viewer/2022051818/54c2d1324a7959bf198b45c3/html5/thumbnails/58.jpg)
Girl Effect
http://www.delicious.com/damianob/kickstart2011
![Page 59: KickStart2011](https://reader034.fdocuments.in/reader034/viewer/2022051818/54c2d1324a7959bf198b45c3/html5/thumbnails/59.jpg)
![Page 60: KickStart2011](https://reader034.fdocuments.in/reader034/viewer/2022051818/54c2d1324a7959bf198b45c3/html5/thumbnails/60.jpg)
What
YOU are about to do
is nothing short of revolutionary
![Page 61: KickStart2011](https://reader034.fdocuments.in/reader034/viewer/2022051818/54c2d1324a7959bf198b45c3/html5/thumbnails/61.jpg)
Thank Youwww.askdirect.ie
www.twitter.com/damianobroin
www.slideshare.net/damianob
www.delicious.com/damianob