Meet our Expert
Ilana joined Mira Kelly, a strategic fundraising consultancy, in 2013. Prior to that, as a fundraiser, Ilana has raised in excess of £20m during her career across small to large organisations, including The NSPCC and Jewish Care. She has in-depth senior experience across fundraising markets including corporate partnerships, major donors, volunteer boards, events and initiatives. She is currently working with Kingston University to set up their major donor fundraising programme.
“As a fundraiser, how can I bring up the question of legacies?”
I worked with Kingston University to talk to 6000 alumni over 60 years old about their legacies and the results have transformed their legacy fundraising. Here is a practical case study how we did it:
1) Stop talking about yourself!
Based on some interesting research about what inspires people to put charitable gifts in their will, I shelved the glossy promotional legacy booklet and sent a question by postcard instead “When I’m gone, I hope my legacy will be…”
The research was undertaken by the charity ‘Remember’ and the Cabinet Office’s Behavioural Insights Team. It shows that when solicitors ask Will clients if they would like to ‘make a charitable bequest’, the number of donors doubles. BUT when they ask what causes they care about, the number of people who leave a gift to charity triples.
Asking people to articulate what they are passionate about leads them to actively support that cause.
But what we fundraisers usually do, is tell them about our work. This campaign was designed as a big conversation amongst alumni about their legacy aspirations: “when I’m gone, I hope my legacy will be…”
Understanding their ambitions opened some conversations about how Kingston could help them to achieve their vision.
2) Make it easy
The postcard went without an envelope, removing the need-to-open-your-mail barrier. It was part of an integrated online and e-mail campaign, to remove the return-response-card barrier.
3) Have face-to-face conversations
The results have been transformative for legacy fundraising at Kingston University. Every postcard response was followed up personally and less than a year on they have 2.5 times as many confirmed legacies. Three quarters of these conversations were triggered by the campaign from cold.
With their face-to-face legacy fundraising training in place, they continue to have proactive legacy conversations, which is totally new for them.
Campaign metrics: the response rate, click through rates, visits to the website and time spent on each page were impressive, but the bottom line has been the legacies, and the halo effect of having a two-way conversation with your prospective supporters.
- 250% increase in confirmed known legacies
- A one-off £29,000 major gift from a new legator “because I don’t expect to die very soon”
- 2 new legators telling us that this conversation has helped them to solve a problem – who to leave their estate to.
- Several legators revising their pecuniary gift to a residuary
- A 4% increase in regular donors from this donor pool
By triggering conversations first, the fundraising and engagement opportunities have been vast and rich. Kingston are very pleased that they took a risk and tried something different*. Happily, a postcard is far cheaper than a booklet.
One of my current projects is a participation campaign across all Kingston alumni to understand where the greatest propensity lies amongst this pool of cold prospects.
You too can use the power of conversation with cold pools of donors to unlock new supporters.
* The Kingston University Legacy campaign has just been short-listed for the Institute of Fundraising National Fundraising Awards 2015