On Air Pledge Drive In Perspective

Over 2,000 Pledges! 

So Disappointing.

I was listening to the last day of my public radio station's pledge drive. The talent was thanking just over 2,000 contributors. That seems pretty exciting...right?

Not really.

A lot of hard work went into garnering pledges from less than 1% of their audience over a nearly two week span. If you look at the success of this drive based on the core audience...the response came from about 2% of the core audience. I think it is safe to assume the drives are grinding up and chasing away the audience.

It was noted in the research that came out of Audience '98 that on air drives were akin to trimming your toenails with a shotgun. I've always thought how much better life would be for the staff and the audience if all those calls would come during a five day span...or less.  

Looking for a Better Way

A look at audience trends, programming and the impact of the programming can help plan and forecast the effectiveness of fundraising efforts. If all is okay with the audience...A lot more leverage...please.

Why We Give: Generosity and Public Radio

It's Not About the Mug

I sat in at my local public radio station this week asking for contributions. By public radio standards it was a huge success. During Morning Edition we went over goal by 25%. We didn't have a drawing. We didn't have a challenge grant. We had thank you gifts, and for many, that can become the main focus of their pitch. But that wasn't ours. We took it in a different direction.

Pledge Drift

There was a risk in doing it this way. Response has been good to the request for funds based on pledging tied to thank you gifts. At least the focus of the pledge is on something the listener might want. Selling logo'd items can generate a response. Selling books that are the subject of an interview can generate response too. I have several public radio mugs in my collection.  Still, thank you gifts don't get to the reason why people listen or give. Giving is tied to listening and loyalty. Once you've got them listening several times a week, you have a better chance the listener will become a supporter. 

 

Feeling Good

I applied articles I've been researching  on what works. Some of the answers can be found in previous blogs,Why We Give and Why We Give - It Makes us Feel Good.  People responded best when the request is taken to a personal level. When we shared experiences and stories from listeners, we got response. We told their stories.

 

Coming up with the stories was easy. I simply asked the listeners to give me a reason why they find WNPR to be so valuable. Why are they listening? Are there programs they find important? Is there a memorable moment they want to share to inspire others to give?  Most of the comments were a line or two. All of the stories were something the listener could relate to.

 

I still included the facts and figures and the thank you gifts, but the compelling stuff was in the listeners' responses. The focus was on the listener, not on WNPR’s needs. It was a success. We exceeded our goals that morning by 25%.

Caution - Contents are Hot

The key to this approach is the loyalty and the size of the P1 audience has towards the content. If a programming segment has high listener loyalty, the approach is likely to work. If the loyalty is lower, other factors like gifts need to be employed. When I worked in Milwaukee, we could not generate many calls of support during classical music unless there was a premium tied to the pitch. Perhaps the content was not all that compelling. Compelling and well-crafted content always makes the job of the fundraiser easier.