 everybody to introduction to Texas digital marketing services and use cases. I think you're in the right place because a lot of you are already said you have not used TechSoup marketing services yet and we're hoping that you gain some insight so you can get on board and see how we can help you. I'm going to show you how you can engage. I know many of you have been to our webinars but here's how you can engage today. Please type your questions in the Q&A section for me. If you have any questions and you type them in the chat and she'll be able to grab them. This is being recorded so you're going to get the recording and the slides probably by tomorrow and I want to if we can go to the slide about Quad. I want to tell you about Quad. I'm not sure if you've heard about Quad yet but Quad is a new service here at TechSoup. It's where you can do more with your peers so it's a peer-to-peer community and when I say peer with other non-profits who are like-minded who say we need help with fundraisers and we need help with we need expert technical support and so you're in a group together and you can get to know other non-profits who share the same goals as you and I'm going to put I can't put the link in the chat. You're going to have to click on this link when you get these slides and you'll learn more about Quad so I'm going to turn this over to Joe and Lisa from TAP Network so glad you're here and all yours take it away. Hey folks I'm Joe DiGiovanni I'm the co-founder of TAP Network and I'm hailing from New Jersey so anyone from Jersey, South Jersey. Hello and also we have Lisa Quigley she's our director of Account Strategy at TAP Network from Lisa Cohn and from Maryland. So anyway we're super excited today just wanted to get past these introductions and we'll get right into it. Today's agenda we're going to talk about Quickly TAP Network where TechSoup's exclusive partner for digital marketing and website services and then we'll kind of go through a quick overview of non-profit digital marketing and how it really impacts funding and also the communities you serve and how we can support that and then there's really two types of services that TechSoup offers in terms of marketing. One is task-driven retainers more or less for the smaller mid-sized nonprofits and then full service retainers which is essentially like having a full-time or part-time employee but you're getting a full team of folks and that's generally for more of the mid to larger sized nonprofits and then we also have AI and automation services that work into the marketing initiatives that we do so we can we can look at some of those and hopefully we'll have some time for questions and answers. At the end of the webinar we'll send over this deck as well it'll have all the links and contact and information as well so let's dig right into it. Whoops yeah thanks Lisa. Okay so if you go here we go so just a quick background on TAP we're a large-scale marketing and technology provider we do a lot of work in the government space and non-profit space and we try to take that innovation to the smaller mid-sized nonprofits that TechSoup serves so we are the exclusive provider to all the nonprofits that are TechSoup members for anything they need in terms of marketing and website development. We also manage the marketing automation and technology behind TechSoup's services in over 200 countries so we manage around three to four hundred nonprofits a year through TechSoup so we're super excited to share our experiences with you and and really refine these offerings these offerings are based on a lot of the work that we've done with TechSoup through the years so if you go to TechSoup's website and you click on let's see if I can move this forward yeah if you go to services and you scroll down it says digital marketing or you can even go to website services all that all those services are provided through TAP network through TechSoup so that's how you can get to the digital marketing services just to give you an idea and then these are the services that we provide full service everything from strategy the branding the content marketing to full-on campaigns whether the campaigns are for engaging your community or fundraising and everything everything in between and we'll we'll get into more detail on all of that great so when we when we think about marketing before we really get into the services we kind of want to talk about the growth cycle so working with all these nonprofits it's really about it's almost like a flywheel effect of if we can help grow your brand awareness that will help you engage more with the community and then when you engage with the community whether you're addressing homelessness food insecurity diabetes awareness you know whatever that whatever sector you're trying to serve it's the communications are really important and then how do we measure that so that's where really where a lot of our marketing services come into is looking at that measuring measuring it not just to optimize the the marketing but then how do we how do we communicate that impact back to your board to grant to the grant community and and funders and that way you can drive more donations and support so if we could really get this flywheel moving in terms of marketing communications that'll help you scale and grow your nonprofit and that's kind of the lens that we look at when we work with nonprofits whether they're small or large and how can we support this this flywheel let's see so the next slide i think lisa yeah awesome so you may be thinking all of this sounds wonderful all these services but how do i know where my nonprofit fits in how do i know how much i should be spending on marketing and who does what so when we look at in the us all nonprofits actually about 92 percent spend on average a year less than one million but 88 percent of those spend less than 500 000 as a rule of thumb just in marketing spending between eight and 12 percent of your annual revenue on total marketing expenses is is a good rule of thumb that's including personnel any materials all of your website and so that may give you an idea of okay that's what we're spending you know that maybe we have room to improve but then how do i spend it is another question you might be asking and if you're a one person show you may be thinking i have all of these responsibilities from fundraising to leading board meetings educating the public about your mission educating stakeholders there's two changing policy there's so many roles that smaller nonprofits have so many hats that that you wear so where does marketing fit into to these roles if you look at fund development we'll just touch on a few of these digital marketing can really help when targeting messaging to donors to involving stakeholders we can personalize that message digital marketing automate those messages so it takes some of that responsibility off of off a view um board support and development joe's going to go into some great use cases of nonprofits that we've worked with where we've developed member portals we're working on a website right now where uh events and meetings and notes can be shared in one place so it again lifts the burden off your heroes of your team which are your staff members and automate some of this process that's again operations and technology digital marketing has a role in in all of this the message to your community fine tuning that message to make sure that it's targeting the audience that you want to reach great thanks lisa so when we think of digital marketing the services that techsuit provides generally what we do when we work with a nonprofit we look at kind of the two key priorities one is how are we impacting our communicating to the community and then the other one is how are we uh communicating back to the uh the board so least if you could back up to the previous slide and then and then the other way is how are we driving revenue and funding so we took two different behavior models when we do digital marketing so if we're trying to drive revenue fund development donations we look at the trans theoretical theory of of change how do we create the messaging where the channels that messaging is going through and how can we actually get people to take action to make that donation so when we work with your team we'll and we're really geared towards the fundraising side of the fence we'll look at these different stages of persuasion and engagement and and really help you map out your different personas who will be funding your nonprofit and the messaging along each stage the channels to get there and if you're a larger nonprofit even the automation or the CRM engagement to to drive all that so that's one thing to to really consider is you know what is your communication strategy to drive funding and then on the next slide um you know before you get to the funding stage of everything let's see if i can get there yep whoops uh health belief model yeah so the health belief model is is the kind of the theory that we look at when we're engaging the community and there's different theories but again we're really looking at the personas the demographic variables psychological characteristics and then putting a campaign together where we can really get people to quit smoking or to seek help if if they have an alcohol problem or get treatment if they have cancer or or engage in positive healthy behaviors again there's the science of the marketing and we try to really help from the website to your campaigns get that messaging across so people can take action so through it the philosophy we take when we work with our nonprofits and then on the next slide and it's the uh the funnel slide we pull that all together so this is your typical marketing funnel when we work with uh tech soup clients we'll map out the the funnel for them and this funnel again could be for funders it could be for volunteers it could be for engaging the community but at each stage of the funnel top of the funnel awareness middle funnel more about education engagement bottom funnel that's actually the action part or the conversion part whether they're a donor and they're donating or they are seeking help for a particular challenge that that they may have within the community and then the strategy on the right hand side from a marketing standpoint that could be advertising social media email marketing and then the science there's the different behavioral science models so that's kind of what we'll look at and then in the rest of today's presentation we'll look at two ways to get engaged one way is through a task driven retainer that's for smaller nonprofits where we can really just help on a on an ad hoc basis and then we'll get into more of the full funnel what you see here engagement where you get access to a team great well I'll take over on our task driven retainers so back when I was mentioning the size of a nonprofit that may be from 200 to 500 000 in proceeds in revenue each year you may be thinking a task driven retainer model would work for you and and why number one financial constraints right maybe you're not ready to hire a full-time marketing person or a part-time you're busy putting on your annual by annual events and promotions we need to make sure that these donations are coming in and that your mission is going out before you can even think about marketing these are the I like to say if there's a if there's a problem there's definitely a solution and so we do have some of the a solution to some of those problems engaging stakeholders and then finding out when you have those resources where do you where do you allocate them um so a solution using tap tech soups task-based retainer would be cost efficiency number one we can provide unlimited design work on them for the a monthly fee which is definitely savings over having that person in house unlimited design requests which will help answer that problem of am I getting my message out and does it look cohesive on my minutes to my constituents on press releases to the public on our social media pages does is everything look the same so we can help alleviate some of those challenges and customized designs so you may have an idea or something that's just for your nonprofit that that you'd like to bring to life but again may not have the resources or the people on staff that's something that we can for sure help with and helping thousands of nonprofits across the globe like Joe mentioned we focus on you so you can focus on your your mission and back when we were talking when I was talking about all of the roles that you may have on a day-to-day basis some of the things that we could help take off your plate um you know a picture is worth a thousand words when you when you see something that's visual and graphic it communicates itself so we can help with graphic design services your brand essence those custom graphics and maybe you just need a revision on your website these are some task based things that we can help with in addition to website updates and maintenance so that may not be the visual aspect but it's definitely important for running your website on a on a day-to-day basis and if you heard anything about seo you'll know that the algorithm of google trying to be at the top of the search engine on page one it's constantly changing and we want you to be able to focus on getting your mission out there so let us handle seo links all of the back end of of that in addition to what it looks like and your website you may just need a landing page we've worked with many organizations that are putting on virtual events um or or just need to get a message out so we've developed custom landing pages that are have the theory that joe was mentioning to convert your constituent and move them through that that process um we've also helped with social media design page setup these are things again that you may be saying i can do it i don't want to do it i don't have the time um but also we have to keep your much your budget in mind the next service task-based service we could help with it is content um people used to say content is king i don't think that's the right thing to say anymore but if we were thinking about pop culture like content is equals tailer swift like it is very important it is all in all in the news so to get your message out there whether it's through an e newsletter a blog an email drip campaign having the right content in there is really content is king in addition if there's an advertising budget or creative getting that targeted messaging out through advertising paid design what paid media whether it's social media google ads things like that um we can certainly help maybe thinking what is what would all this cost cost me um we have custom solutions and flexibility no matter the budget so essential starting at 4.99 per month all the way up to premium which is a thousand bucks per month and you'll see the hours um associated with each so that's essentially our task-based retainer in a nutshell and joe's going to walk you through some of our examples of wonderful nonprofits that we've actually helped using this retainer sure thanks lisa yeah i just want to clarify a few things so we can do you know it's it's unlimited graphics unlimited content and the way we work is you you submit a request let's say you need a new graphic template for your social media we'll create that graphic template allocate the hours to it and then your next week then we'll tackle your next request so it's a queue of requests and this is really great for smaller to mid-sized nonprofits who who just need these tasks and you're managing the bulk of of your marketing um so now we'll talk about just some use cases of of wherever we have nonprofits through TechSoup that that are using the task driven retainers the first one is california operational lifesaver we provide blog support so we'll write their blogs we also design their newsletter and in some instances we will write the newsletter but for us more or less it's helping build that dot blog page the blog content and then tying the blogs into the newsletter so that one is more content marketing focused and then they have a separate retainer a test driven retainer for website maintenance and development requests so they might want to add a landing page there's cases where they want to add different buttons or call the actions so we'll work against that retainer so that's california operation lifesaver they work with the railroad system to protect people from from railway accidents the next one is the association of women in science this has been a TechSoup client of ours for almost five years they support women in the sciences and helping them get jobs and and and really help them support their their career growth a lot of support from pharma industry is behind this and different grants for them it's a lot of on the marketing side it's the website development support and services so they'll have they'll be doing their own social media some of their own paid advertising but then on the back end we're helping connect the dots on the website to make sure that the ads are going to the website the right landing pages the right lead capture and then that's leading to their email newsletter so that's more on the marketing side on on the website element of their communications another really great retainer base task retainer base client we have is girl trek it's over a million women and beautiful website and what they do is they get women to walk together form walking groups within those walking groups there is self-care information that they share so the it's it's it's healthy it's empowering there's leadership content and it's really building a really great sisterhood of black women who can go out and form communities starting with walking together so what we do with them is we do a lot of their content marketing some of their social media templates and then also website development again they have a team in-house but when they need ad hoc projects or they're they're hitting capacity they'll come reach out to us or if they have something more technical on the marketing side the connected dots we we work with them on on the task-driven retainer there and we'll have one more that we'd like to share as well Washington Washington state community connectors this is a big community nonprofit we fully manage the marketing elements of their website so all their website maintenance and updates and we and the google analytics and their google ads so tying all those pieces together we allocate I think around eight hours a month for these folks to help them keep all that up to date really driving their google ads website landing pages analytics and then tying their their marketing into that again they have a team there some great interns and they use us from a task retainer standpoint to help them support their their paid media buying so hopefully that was helpful we just wanted to give you an idea of small to mid-sized nonprofits that that need our services in terms of of the retainers so the next type of retainer we have is this is your outsource marketing and technology team these are for medium the larger nonprofits who are really looking to bring in a whole team so you have your chief marketing officer designers developers and I'll hand this over to Lisa and she'll give you more detail on this type of service that we offer through TechSuit absolutely so as Joe mentioned this is our second tier which is more hours it's more strategy it's taking a look at your at a nonprofit's goals and aligning a marketing mix and a budget to their goals this could be using a variety of different marketing channels social media paid ads print ads communication through annual reports to your stakeholders it could be policy driven so we're definitely taking a step back looking at a strategy determining what channels and campaigns are right to meet your goals and then all of our decisions are really based on data being in the industry for over 20 years 20 plus years Joe and I worked back in the day when we would just have to say trust us marketing works now we no longer do that because we have the data at our fingertips especially when we utilize tools like a CRM constituent or customer relationship management system or something to manage your website a content management system we have the data at our fingertips that says what's working and what's not let's move the message let's continue to deliver a message that's personalized at the right place at the right time and we can also scale with your organization especially at certain times of year when maybe messaging seems to be heightened and then at different parts of the year where we can take a break so definitely we can work with your organization to deliver that right message at the right time and leaving all of the research up to us on the latest tools and the latest tech technology we completely take that off your plate for you so as I mentioned you know those were some of the the problems that you may be experiencing within your organization within your marketing team someone mentioned that they just started up their marketing team again but they're not quite sure where to allocate their resources or allocate certain funding so we've worked with many nonprofits again to come up with that strategy and plan that out at collaboratively with you we also have a team full of not only copywriters but graphic design data analysts and tech that will be able to provide you that cutting edge that latest consultation to make sure that you're hitting your goals and we do that with a framework in mind and Joe mentioned the funnel before when we first started talking but now that you have a better idea of our services he can walk you through what the services are in relation to that marketing funnel. Sure thanks Lisa yeah so for for the you know the full-scale marketing services you know we'll provide a team think of it as your own chief marketing officer chief technology officer or just full full service marketing technology team so like like we mentioned before we'll sit down and we'll work with you we'll look at your different personas and audiences whether it's your you know your funders the the folks who are making smaller donations your peer-to-peer fundraisers and we'll we'll basically develop the marketing plan and look at all the different types of content and channels to meet them if you're trying to impact your community we work with the Brain Aneurysm Foundation so we're trying to support awareness of brain aneurysms prevention driving policy these are completely different funnels but we'll come up with the marketing and messaging to to get you there so that's kind of the approach that that we take and oops Lisa would you mind wording this computer for us a bit so yeah so I'll go into a little more detail here we'll we'll share this deck but this is that I just want to give you an example of what we would be looking at when we put together a campaign so it would be coming up with the strategy coming up with the design the messaging and ultimately the the execution on a lot of this so from awareness standpoint that would involve your content marketing your social media search engine optimization your paid ads and public relations that's really where you're driving awareness of your nonprofit whether it's funders or or the community you're trying to impact we'll put together the the content and the messaging for that stage and then once we you know have these awareness campaigns going out the goal is to drive them to the website where we can capture their information and and really drive interest in education and that's where we'll start the email newsletters possibly email drip campaigns more educational content they came in because they were excited about what you may be doing but now let's really help them understand the magnitude of of of the mission and your cause and then going beyond just social media posts but social media engagement answering questions liking people back starting conversations that's more mid funnel and then consideration now that folks are really understanding what your nonprofit does they may be considering to to make a donation or to join your board or if they're in the community they might start to consider doing some behavior change and that's where the emails really turn into drip campaigns this is where marketing automation comes in you may have testimonials case studies invite people to webinars and events and that's kind of more mid mid-lower funnel and then on the next slide let's see good thanks on the next slide this is the conversion part this is we're really where people are making behavior change they're they're going to the hiv clinic they are you know starting to quit smoking they may be or they're they make their first donation and once we get them to become loyal whether it's loyal to themselves and making that positive behavior change or loyal to your nonprofit in terms of support and funding or maybe volunteering it's that messaging to really make them become advocates so that's kind of you know kind of a soup the nuts of what we'll do and and when we work with nonprofits to really come in and and and support them full full service for for their marketing and technology and that could include you know website landing pages and and work as well so costs again it's it's it's mainly ours these are mostly nonprofits in the quarter million half million or million plus um round of you know what their budgets are and again it's like the cost of a part-time or full-time employee in some cases we have clients that are 30 000 a month others that are 5 000 a month it just depends on the magnitude of what they're trying to do and you know it includes 40 60 to 80 hours per month of actual us doing doing the work each month we get together with you and me look at what the needs are look at the strategy and then we have your dedicated account manager program manager work with you to to meet your goals um so that's kind of the the the scope of of the retainers for digital marketing and then we're going to go into a few use cases real quick um just to show you what we've done so this is vitality cares they were launched out of the vitality hospital system they serve um about eight to nine different communities around the country really dedicated to helping people who are um suffering from health inequity and and their needs aren't being served in their communities so we do their marketing for them they generate a large amount of their fundraising from an annual event we have Hassan Minaj as a spokesperson and have brought in other folks from Comedy Central who are really dedicated to this cause and pulling all these pieces together so there's the whole fundraising component like I said a huge part of it is this really big virtual fundraiser they do each year but then also separate campaigns for each of the communities they serve and all the partners volunteers members physicians in each community so multiple campaigns going on at the same time driving them all to the website into a CRM such as HubSpot and then managing the digital marketing so we're driving impact measuring that impact taking that impact back to the board and funders especially the big event which drives you know more funding so that's vitality cares the next case study let's see what we have here this is really cool this is department of labor for the state of Delaware we rebranded their OSHA related services office of occupational health and safety so this was a complete reband into safety e safety so we did all the different branding the logo design came up with a new microsite which you see here and then all the graphics and collateral and asset design for their postcards to print materials most of their traditional media and then likewise all the design for their social media and now we're in the campaign stage so again soup the nuts support for for a client in this case they're reaching out to small businesses and and employees so multiple multiple audiences and let's see next one this is the tax foundation their marketing is more or less based on data so we help them build all the databases and the data visualization for all the different things that they measure so this is a complex now this is on the upper scale but this is more around how do we use data for storytelling so we take that data and then they relate that data back into their marketing efforts to the general consumer and that's really where we come in as well as taking this very high level data and then telling the story and so people can whether it's advocacy or just the way they manage their their taxes getting that complicated information in into the uh you know to the labor force and let's see next one this is a neat one this is birth control works for me so this was a whole new campaign that was started from scratch to address birth control uh you know geared towards younger audience teens women and men this included a whole original brand design original messaging going back to that health belief model graphic that I showed earlier is coming up with the messaging at each stage of the health belief model so people people who are really looking not to have you know to the help address unwanted pregnancies to get them to use birth control to use it safely to have that conversation with their partner and to be educated on the different types of birth control so we came up with the brand the design and then you know all the communications pushing this out through through multiple channels so here's an example of you know directly trying to impact the uh the the consumer and then yeah the next slide is kind of what what what does this look like so going back to that health belief model or these different funnels pulling it all together so we have our messaging on the left the copywriting for each for each headline the graphic and then you know what's the health literacy level of the audience we're trying to reach or what language are these in what's the health belief model stage I'm going across the top here what's the funnel stage is it top funnel mid funnel bottom funnel so there's a rhyme and reason for all the marketing that we create for our nonprofits to to get folks to make you know engage in positive behavior change likewise I mean this is for for birth control on STIs but likewise for for fundraising really taking a look at it and this is what a full service marketing team would do for you in this case you know we try to do this for the cost of a part-time or full-time employee so you can get access to an entire team to make it affordable for for your nonprofit oh we got one more this is uh this is for its time this is for the city of Wilmington uh they were the narrative was that they were Murdertown USA by Newsweek and they brought us in uh their nonprofit that serves the city to really help change the narrative around the city so we did all the the branding and the communications to really get people to come to Wilmington the people that live there to go frequent the restaurants and then reach out to you know the the regional media so people would come visit and even ultimately some place marketing where folks would would move into the city so that's more of a tourism place marketing play but just to give you an idea of the type of services that we could we can do and we recognize that a lot of folks on the phone are small to mid-sized nonprofits but again we are aimed is to work within your budget to to address whatever needs that that you may have tools and technology so lastly um for some of our medium the mid-sized nonprofits like I mentioned uh Vituity Cares and and the it's time campaign and some others uh TechSoup offers HubSpot at a discount for for nonprofits so HubSpot is a marketing automation platform uh it's a CRM customer relationship management and it's everything is built in one so all these campaigns that we're looking at as you get more complicated and integrated you know you have your fundraising campaigns your community campaigns advocacy campaigns um we can automate and connect all that so a lot of a lot of folks will ultimately graduate to putting in one of these putting in a HubSpot instead of having to use all these siloed communication platforms like Hootsuite and MailChimp and trying to tie all these together HubSpot ties all your digital marketing together so in some cases we will work with you to get something like a HubSpot integrated to automate your your marketing yep so this is just a screen grab of a particular person Sarah Gomez this was the Sussex County Delaware uh person I know we were talking about HIPAA in in the right hand column there we could we could scrape the HIPAA data so that's not collected but still deliver health related content to two folks um but anyhow you know we'll have each person in your database this is HubSpot and really be able to track all the marketing and automate all that marketing so Sarah comes in and she's interested in in birth control we're sending the birth control information but then she might also be interested in STIs and then maybe um you know she needs nutritional support and the nonprofit that's serving her also provides that then we'll start to deliver nutritional support information so a HubSpot is great when you have multiple communications to you know an individual and you're personalizing them but also when you have multiple audiences that that you're trying to serve so that's just the HubSpot piece and yeah just at least if you want to give a quick recap and then we'll take some questions but you know kind of the difference between the task driven marketing and and the full funnel marketing to see if we can you know meet your budgets yeah absolutely so we mentioned various different tasks and challenges and opportunities to help your organization figure out where to spend your marketing budget efficiently um correctly we can do that and the task based retainer is based on hours as Joe was mentioning a ticketing so we can work with you as you grow starting from 500 going to a thousand dollars per month from three hours to seven hours and then as your organization grows even more we can help with that outsourced based marketing um helping you with the strategy choosing the channels to reach your audiences identifying the right messages and the right timing to reach your audiences so that is more of our outsourced marketing and technology retainer and just moving on we have two amazing resources for you for today that will be included in the presentation links there are free downloadable guides the first one is all about that CRM Joe was talking about it has amazing capabilities to help you stay organized to help you identify and target messaging at the right place at the right time you can download this guide and say which one is right for me for my budget for my purpose for my goals um the other guide that we have for you is in regards to AI I'm sure by now you've perhaps used AI for brainstorming for content in your personal or professional life but as it relates to utilizing content generated AI here is a this is a guide that you can download that will help you with prompts what prompts to put in two tools like chat gpt or barred and how to get that information out so that again creating efficiencies that we're all so busy we have a lot to do with minimal resources um so this guide will help you utilize it AI to make your organization have a greater impact all right so now we get to questions anything else you wanted to add Joe I was on you no love love that if you have any questions let us know we got we have the guides for download and we recognize that you know somebody's services may be outside of of your budget but you know we really tried to allocate budgets for the retainer for the past driven ones for the for the smaller folks who are getting started and then for the larger mid-sized nonprofits kind of customizing some of our services there so yeah fire away and we're here to help we'll share this deck as well and it's it'll have links to the downloadable guides and our contact information too awesome all right so I'm gonna just fire off a few questions um the first one from Pat's when we were talking about measuring impact she asked um or they asked are we available to reconcile impact with sponsors so and maybe there's a follow-up question but how I interpret that are if you have sponsors that may be sending uh or sponsoring events and you need to include that in your annual annual report like how can we measure that and that goes back to the tools and and the data that we are getting based on um the tools and technology that that your organization is using yeah so um the greatest I guess example would be with that CRM when you're able to put your organizer lists of contacts whether or not they be donors funders or community at large and how much they've given that is an amazing tool for just having all of that information in one spot you could break it down by on a monthly basis on a yearly basis there's really um the sky's the limit at tracking tracking that data yeah definitely I think a lot of it's funny with sponsors some of them just want reach and if you show them the amount of traffic to your website you know if you got 500 folks to your website that that could be amazing but to a funder that might not be big numbers but if you if you blend in a hashtag and measure the reach of that hashtag through your social media and the amount of social media engagement you have and bundle that into your website traffic then then you might have a number that's more towards the millions um which which sometimes it helps in terms of they just want to see bigger numbers right but then there's other ways like Lisa was mentioning where they really want to see impact so for that STI um campaign we were showing we were able to show the amount of people that were searching and visiting um STI testing centers in the state so you know by showing that type of impact that was really helpful for sponsors and funders so hopefully that's helpful it just it depends on what they're looking for really all right mark said I enjoyed seeing those campaign examples we will be sharing links to those um and how do we set benchmarks for success impressions social so this sort of follows up on what you were saying Joe with sponsors based on what they want to see but you want to just talk a little bit about how we work with our clients to set benchmarks for success sure we'll we'll have industry standards you know so if we're sending emails out you know we'll know that a certain open open rate is successful or a certain click-through rate from that email um likewise you know from a social media perspective you want a higher sentiment score in the 85 to 90 percent and it just depends if you have 10 000 followers you might want to grow it a 5% clip per month so we'll we'll work with each nonprofit to really look at you know what what their KPIs are you know in some cases it's strictly you know you need to pull together the right data to get the funding and that could just be impressions and click-throughs and like I said in other cases if you're really trying to recruit X amount of volunteers or hit a goal in terms of fundraising then we'll work backwards from that if you want to raise you know let's say each person on your board you want to really train them on social media get get them set up to do peer to peer fundraising we estimate each person who actually sets up a peer-to-peer fundraising program on their Facebook could raise two thousand dollars each and we have 10 people on the board well there's 20 000 but then how do we use them to to bring on other folks so it's really a lot about working backwards and working the math and looking at the analytics and and seeing what we we can impact absolutely um there's another question on would we be able to give a rough estimate to deploy sales hub spot marketing hub spot and call center I think that's inbound hub spot and are these costs included in our monthly fees so that is a a wonderful question and especially like okay you know can this fit my organization and their hub spot does offer discounts for nonprofits and we can work with you work within the budget to see what you need and provide a quote again that's tailored to your organization yeah definitely there's there's the hub spot licensing that that depends how many people are in your database I think that start they're about to raise their prices again but you're looking at around I guess eight thousand dollars a month a year for enterprise level and then to integrate the integration of all that and setting up the workflows generally that starts around seventy five hundred dollars to do that one-time setup fee but we would really have to do a deep dive it could be you know with call centers and whatnot it could be a lot more but then we would we price out the integration and then you know the ongoing support if you need it ongoing support with with the workflows so the call center leads you know the call center is triggering triggering other types of communications and fundraising awesome John asked what CMS content management system do we use so I'd say primarily WordPress and HubSpot there may be a few others but those are really the gold standard that that we use any others that you can think of Joe now we generally work with with those two yeah and that is it on questions so far well hopefully you and everyone enjoyed the presentation as much as we enjoyed putting it together this debt presentation will be emailed to you along with a link to the live webinar