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We wrote about two cracking digital charity campaigns today, as well as publishing a story about the head of the fundraising body's standards committee warning of bad charity direct mail and the damage it does. We're talking about opposite ends of the spectrum here - ActionAid and The Royal British Legion using digital to its fullest creative extent at one end, and shoddy direct mail practices such as use of shock tactics at the other. A viral by international development charity ActionAid celebrates each donor as the greatest humanitarian in the world in an over-the-top, tongue-in-cheek video clip that takes donors on a journey where people all over the world (including Barack Obama) thank them personally for their small, but significant contribution. The Royal British Legion, meanwhile, has created a commemorative website for the 65th anniversary of D-Day, where visitors can plant virtual flags on a Google map of the historic landing beaches in Normandy. Wonderful. Is direct mail getting desperate in these donation-challenged times? Or does this tale of contrasts expose the limitations of direct mail, when compared with digital, as a fundraising tool? For charities, response rates will be the judge.

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  June 4, 2009

Be careful, you can't simply put the two stories together and conclude that digital fundraising is lovely and direct mail fundraising is rubbish.  

Direct mail is a push media - it interrupts people and asks them to respond.  Most digital campaigns are primarily pull media - you have to visit the site and/or opt in to take part.  Both have important roles to play in fundraising.

Direct mail remains a much more important channel for charities for recruiting new supporters, for making the ask and getting the money.  However, digital is a great channel for receiving response that has been generated by other media, and is a brilliant channel for adding to the donor experience, for thanking people (like the Actionaid example), and involvement (like RBL).

It is because direct mail is so impactful and so good at interupting people that it sometimes irritates.  And yes, in the battle for donations some charities are resorting to dubious direct mail tactics like including bribes to guilt-trip people into responding.  This is what the IoF is cracking down on. It doesn't mean these techniques don't generate response - quite the opposite. (If you ever see a trade body cracking down on something you can be sure that it works.  If it didn't, nobody would do it anyway!)

Also, charity direct mail rarely uses shock tactics and these are not banned by the IoF code. The code has more to say about charities using 'financial guilt' by sending unrequested gifts.

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