Sales isn’t limited to certain job titles or departments. Everybody is in sales. But it’s not a sleazy, transactional process, it’s about problem solving. The latest episode of Your Rally Point podcast is all about sales. Hosts James Martin and Jack Bobin open up about sales. They explore the need for discipline, the importance of knowing your customer, and the unique challenges of nonprofit sales. They’re honest about Rally customers and who gets what Rally is selling and finds success and who doesn’t.

What You’ll Learn

• Sales is about solving problems, not closing a deal.
• One third of our customers are crushing it, one third are doing OK, and one third just don’t get it.
• What makes that one third so successful? Only thing we found is that they don’t rely on grants.
• That third that don’t get it? We point them to our competitors.
• Part of sales is having an outgoing personality, but the key differentiator is discipline.
• Knowing your customer is key.
• Everyone is involved in sales in some capacity.
• Sales is about solving problems, and if someone isn’t ready to solve their problem, you have to move on.
• Nonprofit sales is hard. It requires empathy and resilience. It’s constantly changing.

Quotables

• “There's no better feeling than having a client say, ‘I wish I’d done this sooner.’”
• “It's discipline that'll help you get through it.”
• “We could all waste a lot of time spinning our wheels as salespeople when we're just selling to anybody.”
• “Everybody is in sales.”
• “Really, I'm just a master facilitator of problem solving, and if I do that well, the market will reward me for it.”
• “There's no better time to be a salesperson because of the tools at your disposal.”
• “Smooth seas don't make for skilled sailors.”
• “The nonprofit industry is one of the few places where this idea of spending money to make money just doesn't exist.”
• “I'm going to put my energy into people I can help.”
• “What I love about nonprofits is they're really good people and they're trying very hard and they're doing it with limited resources.”

Skip to What You Want to Hear

• 00:00 - The Art of Sales: A Journey of Problem Solving
• 03:00 - Sales Maturity: Embracing Rejection and Moving Forward
• 06:03 - The Discipline of Sales: Balancing Short-Term and Long-Term Goals
• 08:59 - Sales as a Universal Skill: Everyone is in Sales
• 11:58 - Sales Methodologies: Finding Your Ideal Client Profile
• 14:57 - Navigating Challenges in Nonprofit Sales
• 17:50 - The Reality of Selling to Nonprofits: A Unique Challenge
• 18:50 - Navigating Sales Challenges in Nonprofits
• 21:08 - The Craft of Selling: Methodology and Adaptation
• 22:57 - Understanding Nonprofit Mindsets and Financial Constraints
• 24:44 - Customer Engagement: The Spectrum of Success
• 28:03 - Hope Island: The Challenge of Unresponsive Clients
• 30:07 - Empathy in Sales: The Heart of Nonprofit Work
• 33:54 - The Unique Landscape of Nonprofit Sales
• 36:01 - Building Resilience: Lessons from Nonprofit Sales

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Consumer-focused businesses are making the most of text messaging. Why aren’t nonprofits? The latest episode of Your Rally Point podcast explores how consumer businesses leverage text messaging and how nonprofits can do it too. Hosts James Martin and Jack Bobin talk about how business marketing works and explain that nonprofits need to pay attention to donor acquisition cost and donor lifetime value. It makes financial sense to follow up on potential donors and incomplete donor forms. Some simple strategies can boost your fundraising. It’s basic economics.

What You’ll Learn

• Text messaging remains a powerful yet misunderstood tool for engagement.
• Nonprofits often lag behind consumer brands in adopting technology for communication.
• Understanding consumer behavior can help nonprofits improve their engagement strategies.
• Donor lifetime value is a key metric for nonprofits to consider in their marketing efforts.
• Nonprofits should simplify the process for donors to engage and contribute.
• Donors shouldn’t have to come to you to learn what you’re doing.
• Let’s take these consumer-facing strategies and redeem them.
• Consumer companies spent billions of dollars figuring this out, and nonprofits can learn from that.

Resources

• What is RCS? Rich communication services explained.

Quotables

• "Texting hasn't changed in 20 years, and it's the most misunderstood technology."
• “How do we move 20 million people to donate a billion dollars on behalf of churches and charities? That's really the only thing I care about.”
• “I like helping people.”
• “Nonprofits, love y'all, but we're always pulling them forward into technology.”
• “These consumer brands are leveraging text messaging. I think the key for us is how do we do it gently? Because nonprofits are different.”
• “Your message is different. But the technology is the same.”
• “It's time for nonprofits to come to their donors.”
• “Texting is a way to move yourself in front of your donors.”
• “What is your donor lifetime value? What is your donor acquisition cost? And then can we look at ways to drive engagement, click through, and conversion?”

Skip to What You Want to Hear

• 00:00 - Welcome Back and Personal Updates
• 02:45 - The Importance of Connecting with People
• 05:24 - Consumer Engagement in Nonprofits
• 09:53 - Consulting Insights on Text Messaging
• 11:51 - The Value of Text Messaging for Nonprofits
• 15:25 - Understanding Consumer Behavior
• 20:22 - Leveraging Technology for Nonprofits
• 22:17 - The Need for Nonprofits to Communicate Effectively
• 30:30 - Final Thoughts on Nonprofit Engagement

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As grants disappear, nonprofits need to do more fundraising. Your Rally Point podcast hosts James Martin and Jack Bobin talk about the classic marketing funnel and the process of moving people from initial contact to conversion with that much needed donation. It’s going to be a multi-channel process. And you’re busy, so automation is your friend. Find multiple ways to connect and engage. Experiment to find out what works best. Reduce barriers for action and make it as easy as possible. It’s time for nonprofits to get moving and we’re here to help.

What You’ll Learn

• Grants are drying up and nonprofits are forced to ramp up fundraising.
• Depending on grants can make nonprofits inefficient and neglect fundraising.
• You need multi-channel engagement strategies.
• You need people to take that next step: Social media to email to event to donation.
• Incorporating technology like near field communication (NFC) can enhance marketing efforts.
• Experimentation is key to finding effective strategies.
• Curiosity can drive engagement with potential supporters.
• Reducing barriers for action is essential in marketing.

Resources

• The Thank You Time Machine is a way to reengage donors with a thank you..
• NFCs: Tap to go is a new technology that allows quick and easy connection.

Quotables

• “The big elephant in the room is the loss of funding.”
• “This whole thing isn't all that complicated. I lost some funding, I got to close the gap, and how do I do that?”
• “Grants can obfuscate, they can hide your other problems.”
• “Automation addresses the fact that nonprofits are constantly resource challenged.”
• “This is where I see a lot of organizations get it wrong—they get email and permission to communicate with them, but then they're dependent on email, which is great, but that's one channel, one method.”
• “The idea is to move people to that logical next step in that funnel and to move them down closer and closer and closer to a decision.”
• “What we're talking about here is providing people with the opportunity to engage with your nonprofit in a non-pushy way.”
• “Good marketing, good messaging really comes down to just making sure the message is relevant and that you're trying multiple things to get people to act in the moment.”
• “Texting or mobile is for the moment, right? You're in the moment. How do I reduce the barrier for you to act?”
• “If you're a nonprofit out there and you're watching this, let's go. Let's go. No more sitting around. Come on. We're here to help you. Let's go.”

Skip to What You Want to Hear

• 00:00 - Introduction and Earthquake Experiences
• 03:00 - The Current State of Nonprofits and Funding Challenges
• 06:04 - The Importance of Mobile Solutions for Fundraising
• 09:03 - Inefficiencies in Nonprofit Funding and Grant Management
• 11:59 - Understanding Donor Acquisition Costs
• 15:05 - Multi-Channel Engagement Strategies for Nonprofits
• 19:21 - Innovative Marketing Strategies
• 23:13 - Leveraging Technology for Engagement
• 28:00 - Building Relationships with Donors
• 31:58 - The Triple Cs of Nonprofit Success
• 34:46 - Future Directions and Support for Nonprofits

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When’s the best time to send a text message? Your Rally Point podcast hosts James Martin and Jack Bobin explore SMS timing, from the best day of the week to the best time (spoiler alert: “Catch me after lunch!”). But perfect is the enemy of good. Don’t belabor your timing, make sure you’re actually hitting send. Authentic, human messages connect at any time of the day. And people want them! Nonprofits give people a chance to be involved and participate in the greater good. But you have to hit send.

What You’ll Learn

• Start with a proper ratio of messages—they can’t all be donation requests.
• Optimal send time: Thursday at 1:03 p.m.
• Be aware of timezones, especially for national or international campaigns.
• Three rules: 1. Always a good time to say thanks. 2. Be aware of timezones. 3. Hit send.
• Perfecting a message can lead to inaction; it's better to send imperfect messages than none at all.
• Be real: Authenticity resonates more than polished content.
• Day-to-day timing accounts for a 2-3% difference; just send it.
• Engage people now. Don’t trickle out content over six months because you’re worried about offending them.
• Never had a client who was sending too much; you’re not sending enough.
• If you’re sending high-volume text messages, there are limits around timing and we can work with you to ensure deliverability.

Resources

• Never Lose a Customer Again: Turn Any Sale into Lifelong Loyalty in 100 Days by Joey Coleman
• Your Rally Point Episode 5: The Four Types of Text Messaging

Quotables

• “I don't care what time of day you send a message, if they're all asks, you're going to get ignored.”
• “It's text messaging. It's not like a formal invite to a grand ballroom somewhere. I'm a big fan of this phrase: Perfect is the enemy of good.”
• “Knowing comes in the doing. We can sit back and hyperanalyze everything all day long. Do I do this? Do I not? And have analysis paralysis.”
• “Facts and data shall set you free.” 
• “At the end of the day, it's just about getting the message out there. It needs to be relevant, of course, and encouraging and helpful. But at the end of the day, not having a message go out is not going to get you any results.”
• “I'm rapidly getting tired of this fake stuff. So if you're a nonprofit, just be real.”
• “If you have people watching or reading your blog posts or binging, it's way more valuable than me trickling out a message over the next six months because I'm afraid I might offend you. It's going to take you six months to get a point across. Say it now, say it fast, say it loud.”
• “I cannot think of a single time when I told a client or customer, you're doing too much. You're usually not doing enough.”
• “You're actually doing us a favor by asking us to be involved. You're creating an outlet and a path to participate in a greater good.”

Skip to What You Want to Hear

• 00:00 - Introduction to Timing and Outreach
• 02:57 - Understanding Optimal Send Times
• 10:24 - The Importance of Action Over Perfection
• 18:22 - The Power of Human Connection
• 24:45 - Navigating Regulations and Vendor Limitations

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Rich communication services (RCS) are poised to turn text messaging on its head. What is it? It’s a new technology that brings the functionality of apps and websites into the text messaging app. So people could make donations directly from a text. In this episode of Your Rally Point podcast, James Martin and Jack Bobin dive in to all things RCS and what it means for nonprofits. They’ll talk about why you should care, what it might look like, and when it’s coming. Don’t worry—Rally figures these things out so you can focus on the work you do and still win with cool new tech.

What You’ll Learn

• RCS stands for rich communication services, enhancing text messaging.
• RCS allows for richer interactions, like an app or website in a text message.
• The transition to RCS will not eliminate SMS and MMS; all will coexist.
• RCS can reduce barriers to donations and increase engagement.
• The future of RCS looks promising, and it’s likely coming next year.
• The industry is complicated, so challenges remain.
• We’re testing RCS and exploring how nonprofits might use it.

Quotables

• “RCS means rich communication services—and of course it's complicated.”
• “It kind of turns your text messaging app into [what] feels like a little mini browser.”
• “It's going to be interesting because I don't think we'll ever leave our text text messaging application.”
• “Now, could you have done it on a website? Yeah, of course… but it's very interactive, kind of the swiping mindset that we're already used to.”
• “It's going to be a new way of interacting with information from a business or nonprofit.”
• “Here's my prediction. I think it's going to be probably 12 months before it's meaningful for a company like Rally and our customers and the nonprofit organizations. So hang in there.”
• “You've got enough to worry about. You just love on people and let these tech heads deal with the rest of it.”

Skip to What You Want to Hear

• 00:00 - Introduction to RCS and Its Importance
• 02:54 - Understanding RCS: The Basics
• 06:04 - RCS vs. Traditional Messaging: A New Era
• 09:03 - RCS for Nonprofits: Enhancing Engagement
• 12:00 - The Future of RCS: Predictions and Expectations
• 14:59 - Challenges and Opportunities in RCS Adoption
• 18:04 - Conclusion and Encouragement for Nonprofits

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In this episode of the Rally Point podcast, James Martin and Jack Bobin talk widgets. They explore how people engage content. Your nonprofit might have multiple channels—email, social, texting, etc.—but people just surf content. You need to have a multi-channel approach, but realize that people are all over the place. Widgets are a good way to capture attention in multiple ways. You can tap, text, scan, link, and more. More options means more connection. And Rally is here to help you do it.

What You’ll Learn

• How widgets can help you build subscriber lists.
• Time is a non-renewable resource; use it wisely.
• People use multiple channels, but they focus on content, not channels.
• You want multiple ways for people to opt in.
• It’s all about capturing consent so you can reach people.
• You’re leasing space on social media, but you own a subscriber list.
• We built all these widgets to make it easy for you.
• You’re not alone. We’ll work through it with you and find a solution together.

Quotables

• “How do you get more people poured into your database that say, ‘You know what, text me, please.”
• “I don't want people to go away with the impression that we're making things way more complex. We're not.”
• “All we wanna do is lower the barrier to people getting to you.”
• “I don't want to get too salesy here. But when you're a Rally customer, the widgets are no cost for you. … There's a lot of nickel and diming that goes on, $5 for this and $25 for that. And we just keep it simple and human centered.”
• “It is noisy out there, right? … We wanna surround them with the tools that work for them to become a text follower.”
• “It takes time. It's not an overnight thing, but it's not as hard as people think.”
• “I'm proud of our work that we do to have new people come and use Rally, but also the work we do over time to make them more successful.”
• "We like to test things. Why not?"

Skip to What You Want to Hear

• 00:00 - Introduction to Widgets and Text Messaging
• 02:40 - Building Your List by Converting Social Followers
• 06:06 - Engagement Strategies for Nonprofits
• 09:00 - The Importance of Multi-Channel Communication
• 12:01 - Simplifying the Process with Widgets
• 14:55 - Innovative Ways to Capture Attention
• 17:50 - The Role of Consent in Text Messaging
• 21:00 - Success Stories and Closing Thoughts

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Let’s talk how to do text message donations. Hosts James Martin and Jack Bobin explain the difference between text to give and text to donate. The terms can be interchangeable these days, but technically text to give is a donation process directly through the carrier that’s deducted from a donor’s cell phone bill, while text to donate sends a link to your donation form via text message and the donor completes the donation on your website. They explore the history, why it’s changed (security!), and how using your existing donation form is ultimately better for your nonprofits—higher donation amounts, data for follow up, and more.

What You’ll Learn

• The difference between text to give and text to donate.
• The actual text-to-give process, which is rare, can be expensive and limiting.
• Most nonprofits use text to donate, which goes through your online donation form.
• That online donation process is more secure.
• Using an existing donation process also means nonprofits get donor data.
• Reducing barriers to donation increases overall contributions.
• QR codes are great for live events, until WiFi doesn’t work—then texting is critical.

Resources

• Text-to-Give vs. Text-to-Donate
• $600+ Average Donation

Quotables

• “People are realizing that we got to pick up our base foundational fundraising.”
• “A foster care place… they told me they have 13 kids in their office, sleeping in the conference room because they didn't have foster homes for these kids. And so our hope is that they can use our tools to go find and discover new volunteers and people that would gladly be foster parents. We talk business here and we talk about technology, but at the end of the day, that's what we're doing here and that's what we love.”
• “We're taking technology—ones and zeros—and meeting people in the moment who are doing the work. Our customers and those who are listening, we're helping them really create this perfect intersection between what wasn't and what now is. And if that results in kids getting into homes and food shelters being full, folks off the streets, people in rehab, the needy being cared for—man, I tell you what, that's a fantastic place to be.”
• “Everybody has a donation page.”
• “I'll meet with somebody and I'll go create a text program for them to show them what text to donate looks like. I do it myself and it takes me less than 10 minutes because you know what I do? I simply copy their call to action and their web address.”
• “When you reduce the barriers to someone donating to your nonprofit, your donations go up.”
• “Here's my promise to folks—it's not complicated. We're talking one more path to your donation form.”

Skip to What You Want to Hear

• 00:00 - Introduction to Text to Give and Text to Donate
• 05:28 - Understanding Text to Give
• 13:11 - The Evolution of Text to Donate
• 22:32 - Text to Pledge and Thermometers
• 26:53 - Future of Donation Technologies

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Let’s talk about the most effective text messages. Hosts James Martin and Jack Bobin summarize what works: Personalize your texts with a first name, write like a human, use emojis and/or images to pull people in, actually inform people, tell cohesive stories, and make a direct ask when it’s time with a clear call to action. Segmenting can be a way to zero in on the people who actually respond—it’s not all about the blast. Texts are unswipeable, so long messages can be a way to hook people with an in-depth story. Your history of texts can also show a cohesive story—you’ve got relational equity right there.

What You’ll Learn

• Text messaging can be a powerful tool for nonprofits.
• Craft messages that are personal and to the point.
• Repurpose existing content to save time and effort.
• Then compare content across platforms to gauge effectiveness.
• Engage donors through storytelling and updates.
• Long text messages can work by hooking people in. 
• Segment to hit your biggest supporters, and save money by skipping those who don’t respond.
• Unlike email, multiple texts can build on each other like a continuing conversation.
• Texting can be simple and approachable. 

Resources

• Multimedia messaging service (MMS) guide to dimensions and sizes

Quotables

• “Be to the point, express your need, and give me the ‘where do I go from here’.”
• “We took their newsletter and I ran it through AI … write me three text messages that are ideas so I can get some inspiration.”
• "Just grab that same content and repurpose it.”
• “We tout texting, but it ends up being an extension of what you’re doing anyway. It doesn’t require any more resources.”
• “You don’t ever want a donor to go, gosh, I wish I knew that. I wish I had more information.”
• “The longer messages is really where it’s at—unswipeable.”
• “It’s no longer a blast life, right?”
• “I just gave a donation two weeks ago and now you're asking me again. We're better than that, nonprofits, you're all better than that.”
• “If you bring up your text message history on your phone right now, you have a story in this narrative.”
• “We're talking about these simple things, but these simple things roll up to big things for nonprofits.”
• "Make texting more habitual."

Skip to What You Want to Hear

• 00:00 - Introduction to Text Messaging Best Practices
• 00:45 - Types of Text Messages
• 02:19 - How to Write Your Text Messages
• 06:02 - Repurposing Content for Text Messaging
• 08:20 - Personalizing Your SMS Content
• 11:04 - Engaging Donors Through Storytelling
• 15:00 - Segmentation and Personalization in Messaging
• 18:05 - Overcoming Texting Concerns for Nonprofits
• 23:45 - Conclusion: Trying to Make Texting Approachable

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What text messages should your nonprofit send?

You know what a good message feels like. It’s personal. Hosts James Martin and Jack Bobin break down the four types of text messages and what you should send. Jack starts with an inspiring nonprofit story. Then they talk about sending more than just donation requests. Texting is a powerful way to mobilize volunteers. You can make your text messages conversational—even at scale—and really connect with your supporters for long-term impact. People want to help, but you have to meet them in the moment and activate them.

What You’ll Learn

• Four types of messages: solicitational, transactional, informational, conversational.
• Good text messages resonate with the recipient and feel personal.
• Text messaging is good for more than just fundraising.
• Engaging volunteers through text can boost participation.
• Personify the message so it comes from an individual. 
• Humanize the message to include a name. Hi James instead of Hi friend.
• Volunteers want to help, but often your ask gets overlooked.

Resources

• Free playbook with 300 templates broken down by type of message.
• Learn more about the four types of text messages.
• Some emojis can impact the length and potentially cost of your text message. 

Quotables

• "You know what a good text message feels like."
• “There's a lot of concern right now that grant money might dry up, that government funding might dry up. So more and more organizations will need to become self-sufficient and reach the masses and do that in a human-centered way.”
• “If all you do is ask for money, what do you think will happen? You'll get frustrated people. It's like that neighbor that always comes over to borrow your tools.”
• “We could actually have a text group for volunteers. And then people would actually show up to help you.”
• “When someone shows up for you, that guy that says, ‘I'll help you unload the truck.’ It’s so meaningful for the staff that are constantly burdened.”
• “People tend to not opt out of informational messages.”
• “So a conversational [text message] … makes the recipient feel like it's coming from someone, not from some robot.”
• “Nonprofits don't want to offend people. But hey, you're helping starving people. You're packing backpacks for kids who have no food for the weekend. So it is personal and it's OK. And people want to help you.”
• "Humans want to help other humans."
• “I'm not going to make a decision for a volunteer or donor. I'm going to let them decide. I'm just going to put myself out there.”
• “100 years from now, nothing will matter except for the love and the lives that we've touched.”
• “Meet people in the moment and then activate them.”

Skip to What You Want to Hear

• 00:00 - Introduction to Nonprofit Text Messaging
• 01:26 - Encouraging Example: Nonprofit Providing Tech
• 05:05 - Types of Text Messages for Nonprofits: Solicitations
• 10:06 - Rallying Volunteers With Text Messages
• 15:21 - Informational and Transactional Text Messages
• 17:18 - The Sweet Spot: Conversational Text Messages
• 24:05 - You’re Doing Good and People Want to Hear About It
• 29:52 - Closing Thoughts and Future Topics

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You need permission to text people. That opt-in consent is important. James Martin and Jack Bobin talk about the different types of texting and what the Telephone Consumer Protection Act (TCPA) requires. But at the end of the day, it’s about people. So do what’s right. Jack calls it the red face test. They cover application-to-person (A2P) texting vs. peer-to-peer (P2P) texting and how political campaigns have their own rules (which explains a lot!). They talk about what to do with an old list and how building engagement is a long on-ramp.

What You’ll Learn

• Organizations need a reason to exist.
• If you can’t connect people, then it’s all for naught.
• The TCPA provides guidelines for messaging practices.
• If you’ve engaged with someone in the last 12 months, you can reach out.
• How peer-to-peer (P2P) texting works and why political orgs can do it.
• Why consent matters.
• It’s a long on-ramp to engaging people to the point they’ll want texts. Don’t be impulsive.
• Exclusivity is a great incentive.

Here’s a resource with 20 more effective incentives.

Quotables

• "Organizations need a reason to exist."
• “It’s the foundation of how to reach out to people in the right way.”
• “40% of my time is spent talking about what we call acquisition or acquiring consent.”
• “I have this old list of people, can I text them? We call it the red face test. Super technical, right? … That simply means if you sent them a text message, would they be put off by that?”
• “We follow the rules… we’ll kick you off our platform. Just to be clear, we’ve booted many people off.”
• "We’re in this business for results.”
• “We meet people where they are on a device that's in their pocket on a medium that's not easy to ignore.”
• “If you haven't talked to your friend for six months and you send them a text saying, ‘Join me Saturday. I'm buying pizza. Help me move.’ What are the chances?”
• “The message isn't, we need your donation today. The message is, thank you for being a supporter for all these years.”
• “People just get tired of the emotion.”
• “You’re already doing it anyway, we’re just allowing you to do it in an easier way.”
• “If you haven't been getting clear consent in the last 12, 24 months and you don't act today, you will not have consent in the next 24, 12 months.”
• "Texting doesn't have to be complicated."

Skip to What You Want to Hear

• 00:00 - The Importance of Purpose in Organizations
• 02:47 - Connecting People and Organizations
• 05:36 - Understanding Text Messaging Types
• 11:08 - The Law: Telephone Consumer Protection Act
• 13:30 - Engagement and Consent in Nonprofit Messaging
• 16:16 - Offering Both P2P and A2P While Following the Rules
• 18:55 - Building Relationships Through Permission-Based Marketing
• 20:47 - Strategies for Opt-In Engagement
• 22:35 - What Works
• 25:44 - Integrating Text Messaging With Existing Platforms
• 29:52 - Navigating Regulations and Ensuring Compliance
• 32:29 - Reactivating Old Contacts and Future Strategies

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