Best Friends Animal Society is a national animal welfare organisation dedicated exclusively to ending the killing of dogs and cats in America’s shelters. Since its founding in 1984, Best Friends has helped reduce the number of animals killed in American shelters from 17 million per year to an estimated 4 million. By continuing to build effective initiatives that reduce the number of animals entering shelters and increase the number that find homes, Best Friends and its nationwide network of members and partners are working to Save Them All®.
Seeking to expand its base of supporters and raise more funds amongst engaged fans, Best Friends created an ongoing Facebook campaign centred around Facebook’s donate button.
- Through testing, analysis and optimisation, Best Friends was able to better appeal to their audience and increase donations.
- Raised USD 13,000 during the test period.
Drive charitable donations on Facebook
Seeking to expand its base of supporters and raise more funds among engaged fans, Best Friends created an ongoing Facebook campaign centred around Facebook’s donate button. The goal was to figure out how to better drive donations on Facebook and evaluate the ease of the donate button against other methods of raising money on the network, such as re-directing to their own website. To ensure it reached that goal, the organisation regularly reviewed performance metrics on Facebook.
- Measure, measure, measure: The first step was to fine-tune the organisation’s measurement processes and become vigilant about tracking. Everyone involved with donations, the website and SEO were able to get on the same page by using tagged links to improve tracking and Facebook pixels to measure results from organic posts and ads.
- Donate button: The Best Friends team utilised the donate button as soon as it became available and made routine donation testing a campaign requirement. They tested where to send readers, as well as content, frequency, imagery and targeting.
- Experimentation and flexibility: The team set up a framework to test the new Facebook donate button for a month, controlling some measures (day of posting, success metrics, value of the donation request and ad spend) and adjusting others (creative, post tactics and ad targets) for testing. They used learnings from this initial test run to adjust their strategy over the months that followed.
- Positive messaging: While a sense of urgency and need can be effective in fundraising, it was important to Best Friends that they stay true to their brand and maintain an overall positive message.
Best Friends tested and ultimately relied upon posts that were relatable, personal and most importantly, told a compelling story. Instead of speaking in broad terms about the need for animals or donation values, a post would focus on a specific animal and how a donation could make a difference in that animal’s life and others like him or her. At the same time, the organisation made posts engaging and the call-to-action consistent and clear. They also made responding to users a top priority. In terms of imagery, they found that unique and emotional photos of the featured animals that told a story, returned the highest number of donations.
- Test early, test often. Making donation appeal testing a regular part of your campaign will ensure your best content is ready to roll out in time for the busy giving season.
- Track your results. Being disciplined in your tracking early and consistently will ensure campaign results are measured in the most meaningful way.
- Be flexible. Consider directing donations to Facebook instead of to your website; it may result in an increased conversion rate. Best Friends quickly found that sending people away from Facebook only proved to distract and delivered far fewer donations with this particular campaign. Once they started giving people a full story in the post with 100+ words and no links besides the donate button, they saw much better results.
- Be personal and relatable. Don’t use broad numbers. Be specific about the difference a £5, £10 and £15 contribution can make.
- Supplement your reach with advertising. You can make sure the right people see the posts and keep activity going for several days. Best Friends found that boosting posts with engagement rates above 8 per cent proved most helpful. Test different ad spends to be sure you get the ROI you need.
- Experiment with targeting. Test targeting different users. For example, in additional to their typical audiences, Best Friends tested targeting people who used Facebook payment systems or are familiar with online shopping and who are also interested in pets or their brand. Ultimately, their most engaged Page fan demographic was also the most engaged on the ads.
- Consider a smaller donation request to remove a cost-of-entry barrier and encourage more donations. While Best Friends’ smaller request of USD 5 brought in some USD 5 gifts, the majority were much more with an average gift of USD 20 or more.
- Give it a try and stick with it. It will take a little time for your audience to get acquainted with this newer means of giving on Facebook. As you get more people signed up to give on Facebook, it will become easier for them to give next time.