July 2012

Six Steps to Create Marketing Personas for Your Org

This post by John Haydon first appeared on the Razoo blog, and John was kind enough to let us reprint it. You can find more interesting and educational posts from John and other guest bloggers on the site. 

Marketing Personas are fictitious characters you create to represent your various different audience segments–subscribers, advocates, donors, volunteers, etc.They’re nothing more than a tool to help you better understand what motivates people to donate, volunteer, and support your org.And the better you define your personas, the easier it will be to create branding assets, social media content, website copy, and email messages.The following are six steps you can follow to create a set of personas.

1. Define Your Segments

Start with a list of the various different segments that you deal with. And give them names! This will help you interact with them once you start asking them questions.

2. Define Demographics

Demographics, as we will see, are very different from Personas. It’s very difficult to create content that resonates when all you know is where someone lives and how much money they make.

Still, you have to start somewhere and demographics is a perfectly fine place to start.

  • Where do they live?
  • What gender are they?
  • What level of education have they achieved?
  • What is their income?
  • What is their marital status?
  • Do they have kids?

3. Articulate Their Values and Beliefs

Next, you’ll want to know what their values, opinions, and beliefs are.

Knowing this information will give you a very good handle on what will be going on in their heads when they visit your website, complete a donation, or attend an event.

What’s great about social media is that you can get this information simply by visiting social profiles. This gets much easier if you use a service like Rapportive or have social CRM features built into your donor database.

4. Get Under Their Skin

Next, you want to articulate what deeply motivates them on an emotional level. This sounds hard, but once you have demographic and psychographic information, getting under their skin will come natural because guess what! You’re a human being too!

Start by asking some of these questions:

  • What’s their self-image?
  • What are their day-to-day worries and goals?
  • How are they trying to create a meaningful life?
  • What behaviors are they trying to change?

5. Define The Value They Get From Your Organization

Knowing what their beliefs are and what moves them emotionally will enable you to articulate exactly why they would donate to you or volunteer. You’ll start to understand the real emotional reasons around why they donate or volunteer.

6. Give Them a Face and a Name

Finally, you want to give them a name and a face. Get a picture from a site like Fotolia or Shutterstock. Give them a name that includes an adjective that describes their personality. For example, Rita Riteous or Laid-back Larry (see Blackbaud’s example above).

Giving them a name and a face will help make your personas much more real. This way, when you’re developing a landing page for your next campaign, you’ll be able to easily discuss user motivations and problems with others on your team.

Personas Are Not Real People

The downside of personas is that they aren’t real people. So talk to your people at every chance you get.

Really seek to deeply understand who they are (which you should be doing anyhow). And notice what seems inconsistent with the assumptions you’ve made in your personas.

Does your organization use personas?

Avoiding the Digital Dark Age

I came to Idealware from the library world: I earned a master’s degree in library and information science and worked as an archivist for a few years.  Archivists make sure that users can access and understand information in all formats for years to come. Not all information survives, of course. In fact, at the National Archives, where I worked, we were tasked with preserving and describing only those Federal government records deemed “permanent”, or critical for our democracy to continue to function. (That’s only about 1%-3% of all the records that the Federal government generates.)

Did we have to make sure all this important stuff was kicking around forever? Not exactly.  Even acid-free paper disintegrates eventually, no matter how much you do to preserve it. Born-digital records—e-mails, documents, video, audio, databases, photographs, etc—are proving to be even trickier.  Some digital preservation scholars think that future historians will call this era the digital dark age due to the amount of information our society faces losing.

What about your nonprofit’s electronic records—will they become a part of the digital dark age? Preserving your legacy might seem like a lofty issue, or one that only established organizations with institutional archives need to consider. But consider what would happen if all of your work e-mails vanished overnight, never to be seen again. How might that affect the health of your organization? What about all of your social media—what will happen to all of your carefully crafted posts and your network of followers if the platform you use folds? Check the End User License Agreement—the platform’s creators probably don’t owe you very much.

Chris Prom, an archivist at the University of Illinois and the brain behind the blog Practical E-Records, does a fabulous job of outlining the big-picture issues at hand in his paper “Facilitating Archives in a Facebook Era,” posted in draft form here. (Full disclosure—Chris was my boss when I was a graduate assistant at the University Archives.) Describing the problems inherent with “ensuring the preservation of evidence when people’s communication tools have, in effect, become the organization’s official recordkeeping mechanism”, he concludes that to capture e-mail, social media, and other ephemeral digital communications, “what people need most are practical tools and services.” A statement after Idealware’s own heart!

 Chris and his colleagues at Illinois are proposing to develop a tool called myKive, an open-source and customizable personal archiving software that will to capture the digital interactions of its users without affecting their daily routine and that will give them complete control over the data harvested. Like many others interested in digital records, I’ll be following the tool’s development closely in the hopes that it might have some application for nonprofits looking to preserve their digital legacy in an easy and cost-effective way. Let’s hope we can stave off the return of another dark age!

Heller Consulting on Constituent Relationship Management

Heller Consulting recently released a thought-provoking report that explores the ways in which nonprofits are approaching Constituent Relationship Management (CRM). Based on interviews with 30 larger nonprofits, “Insights into CRM for Nonprofits” asserts that there are three common but divergent views of CRM: as a system for managing information, as a service for improving relationships with constituents and as an overarching strategy that has the potential to transform a nonprofit’s operations.

The team at Heller argues that, if leveraged as a strategy, CRM can do more than help reduce information siloing within an organization. It can also lead to increased transparency between an organization and its constituents. Though the report is based on interviews with large organizations, it’s chock-full of advice for staffers from smaller organizations just starting to explore a CRM system to manage their data. The study also considers some of the risk inherent in adopting a new CRM stategy, and provides useful perspective on achieving organization-wide buy-in.

The whole thing is worth reading-- you can download the report for free here.

The good folks at Heller also have a good blog post up today called "Nonprofit CRM--What's It To Ya?" that rounds up a few industry experts' takes on the issue, including Idealware's own Laura Quinn. It's a great post, and a good entry to the report. Check it out here.

 

 

How to Make an Awesome Survey

Surveys are an important part of my work at Idealware--they allow us to gather a large amount of information from nonprofits, and to get their perspectives on the technology they use. But surveys can be very difficult. If the survey is too long, most people will just stop answering questions; if people don't understand the questions, you won't get usable data.

While there's no such thing as a perfect survey, I've picked up a few tips for making the best possible survey that you can.

  • Open-ended questions. These tend to get a lot of hate, mostly because they're not used correctly. But a few strategically placed comment boxes can help keep your respondents interested. For example, it's good to allow people to write in a response to a lot of basic demographic questions, like "What is your organization's primary focus area?" No matter how long or inclusive you think your list of answers is, people still don't want to be pigeon-holed. Adding that write-in field can help keep your respondents from feeling discouraged early-on. You may also want to consider adding a write-in box at the end of your survey, prompting people to "Describe something interesting about their organization," or something like that. You won't often get actually useful information out of it, but people like to answer them, and it allows them to explain themselves.
  • Keep it short. Honestly, who hasn't started taking a survey, only to quit after one of ten pages? (I still do.) Why do organization keep making such long surveys? My guess is that they want to "shotgun" it; they figure that this survey is their only chance to ask their questions, so they try to cram in every question they have. Don't do this. Please. Try to focus your survey on a single topic, with only a few questions, but questions that will give you some answers. Let's say I'm surveying people's ice cream preferences. My first question will have them rate a list of ice cream flavors. The next questions will have the same list, but ask them which flavors they prefer in the spring, summer, fall, etc. (Remember to include an "opt-out" though: "None, I'm lactose-intolerant.") This way, I've only asked five questions, but I can easily compare them and see that pumpkin was the number one fall flavor, people don't eat ice cream in the winter, and that coffee is popular year-round.
  • Pilot your survey. This is the single most important tip I can share. Before you unleash your survey upon the unsuspecting public, test it out on a few people you know. You want to try it out on people who would take the survey anyway. For example, if you're only sending the survey out to people with brown hair, ask a couple brunettes you know to try it out. Everyone will want to offer feedback about what they think you should ask, or what they like to see in surveys - ignore that. What you want to find out was if they understood the questions, and answered the way you expected. It's best to do this over the phone, and ask them to just think out loud. Oh, and keeping with the previous tip, try to keep track of how long they take--10 to 15 minutes is a good goal for a short, managable survey.


There you go, Kyle's Awesome Survey Tips. Feel free to share your own tips in the comment section.

Deadline for Inclusion in CMS Directory Listings

A few years ago we published a comparison guide looking at four open source Content Management Systems. It proved so popular that we updated it to keep pace with the systems' evolution. This year, as we began to prepare for the next update, we recognized how much the CMS landscape had changed, and decided to expand the report to include a number of additional open source and proprietary systems--11 in all, in fact.

One thing that will not change with this edition is that we're still including our popular consultant directory listing, which is a great way to help our readers find consultants with the nonprofit system-specific expertise needed to guide them through implementation and adoption. More than 24,000 potential customers will see the listings, which means they’ll see your colleagues’ and competitors’—will they see yours? 

A basic listing starts at just $45. The July 31 deadline is right around the corner. Don’t miss out. Learn more at http://www.idealware.org/2012-nonprofit-cms-directory, or email Andrea Berry at andrea@idealware.org to sign up.

About the Report: Idealware’s 2012 Consumers Guide to Content Management Systems will include detailed comparisons of WordPress, Joomla!, Drupal, Plone, dotNetNuke, eZPublish, ExpressionEngine, SquareSpace, Ektron, plus Convio’s Luminate CMS and Blackbaud's NetCommunity.
 
 
 

AskIdealware: How Do I Make and Edit Videos?

Our in-house video expert, Kyle Andrei, shows you how to get started making basic videos for your organization. 

Share links to your videos--or questions for Idealware--in the comments section.