List Building – the Environmental Action Way

List Building – the Environmental Action Way

This list building post is the first post in my series chronicling exactly how we built Environmental Action from a mostly dead and bouncing list of 40,000 email addresses to nearly 1 million members donating hundreds of thousands of dollars.

What list growth looks like
List Growth Jan 2015-May 2016

As I explained in the initial post, building a big audience is the first step towards building an online army for your non-profit, campaign, or movement. And having a big, engaged, financially invested audience is THE way you can use digital tools to deliver real results on the issues you care about.

First, let’s talk about why email list size is still the most important metric to measure when thinking about the size and reach of your digital audience. Email is still the killer app of the internet – it’s the best and fastest way to raise money, get out a message, or generate action (like people calling their Congressperson, or showing up at a rally).

Social media is awesome too, and essential in this day and age. But it tends to act more like a specially designed megaphone at a rally – it spreads the message wider to people at the fringes of your cause. But social media won’t always get someone you don’t know to the right street corner at the right time to make a difference. In fact, digital organizing won’t reach anyone at all unless they’re already connected to you in some way. And email is the most ubiquitous way to invite people to the right corner at the right time.

So list growth was job #1 for me and everyone who worked for me at Environmental Action. When we started, PowerThru and I were it – we had our wits, our skills and a little bit of startup money to prove that this thing worked. Over the years we’ve added more staff, and tons of projects and partners — all of whom helped with list growth in various ways. But there were only 3 primary ways (marketers call them funnels) that helped us add new members to the list:

Organic Growth; Swaps and joint actions; And paid advertising and acquisition. We’ll talk about each in turn below.

Organic growth

This is achieved first and foremost by writing good and compelling emails, petitions, and social media content. You should not underestimate how hard it is to write good and compelling content.

How much content? Well if you want to grow fast, and that’s what we’re talking about here, you need to plan on at least 3 emails a week, 2-4 Facebook posts a day, and as many tweets and re-tweets as your thumbs can type (at least 5 a day). Depending on your campaign, you may also want to add social media channels and accounts — like YouTube, Snapchat, Instagram, LinkedIn or Pinterest. In other words, if you want to do this right, you need to make it someone (and preferably more than one person’s) FULL-TIME JOB.

Since everyone should use the big three: Email, Facebook, and Twitter — that’s what I’ll focus on. Once you’ve got good people talking about things that matter in a compelling way, you need to spend time on sharing that content. The biggest tool in Environmental Action’s toolbox was the PowerThru Tell-A-Friend tool.

The tool let us design the Facebook share content (image, headline, caption and link), the sample tweet (editable by users) and the forward to a friend email. Really good campaigns like our petitions opposing the Keystone veto override had a share rate greater than 10%. That means the number of times the link was shared through social media =1/10 of the number of people who signed the petition. 

Of the three sharing options (Facebook, Twitter, email), Facebook usually accounts for 80% or more of all shares. If I saw a campaign with a 5% or higher share rate, I would also schedule an email that just links to the share content for all the signers (we call this a ‘tell-a-friend bump’) to make sure that as many people as possible saw that sample Facebook/Twitter email message because it’s already working..

List swaps/joint actions

These are campaigns where we partner with one or more other groups and share the names collected. For my experience, the best and most profitable (in terms of new names) campaigns have been joint actions between us and Daily Kos — the liberal blogging powerhouse administered (the email team anyway) by the inestimable Chris Bowers who literally just wrote the book on the power of big email lists.

Chris explains it better in his Netroots notes, but this is where Kos and a bunch of other groups all agree to promote a common petition (like calling on the Dem candidates to debate in Flint and talk about water issues, or calling on CNN to cover climate change). Each partner group gets a tracking link like www.signforgood.com/wateract/?code=EA and then we all promote the petition for a certain period of time; usually 2-5 weeks. Each group can send as many emails as they want, and use whatever language they want to encourage members to sign the petition.

My advice is to send an initial email to your most-relevant issue segment and check performance. Assuming average-better engagement rates, you can then re-send the email to either similar segments or to the whole rest of the list. If open and click rates for those segments are at or above norms you should also schedule 1-2 additional “did you see this?” style blasts to non-openers. While a swap is live, I also always schedule 3+ Facebook posts on the campaign each week.

Following these steps, Environmental Action could generally expect 10-20,000 signatures. Bigger/better campaigns, or ones that we send to the entire list I’d expect to generate 30-40,000 signatures. Stop right here and consider that: IS there an issue you’re working on that could benefit from 10-40,000 individual email signers? Right. That’s the power of the Environmental Action way of list growth.

At the end of a swap campaign with Kos or similar partners, each organization gets back 2 files:

  1. All the signers through your tracked link, and
  2. An equal number of signatures WITHOUT your tracked link that are not already on your email list.
    (Note -the trick to sharing all those emails is an encrypted file of your list called a “hash” file. You can geek out on encryption here, but most folks just use the Change.org Svenn tool.

The match is never perfect because some people sign via Facebook and social media shares and other details. But basically follow Chris’ advice (and mine) and VOILA! 10s of thousands of new members every few weeks – and all you had to do was come up with a campaign and remember to share your toys with the other kids.

Ads and Acquisition –  

We’ve written a bunch of how-tos  about how we spend money to add new names to the email list over the years, so I won’t re-belabor the whole process and math here in this memo (Though here’s the one that deals most directly with the Environmental Action Way of running ads) The principle is that one email address is worth about $1 in fundraising, on average. Obviously, not all list members give money. And some members give a lot more than $1/24 months.

But in principle, if I can figure out a way to spend $1 to add 1 new email to my list, I’ll probably break even in the near-long term

For acquisition, the game is simple – lots of people will sell you lists. Most lists they sell are crap and not worth any money. If you see someone promising to sell your 50,000 emails for $500 it’s a scam, every time. Reputable list vendors, all of whom Environmental Action used over the years, include Care2, Daily Kos, and Change.org (see http://advertise.change.org/nonprofits) for starters. The key here is that these platforms sell you real opt-in or double opt-in names. In other words people are notified they’ll join your list and have an option not to sign or to un-check an opt-in box  on real campaigns.

For Ads – The how to can be more complex, but the rates are the same – you want to add new records at <$1/email signup. The simplest place to start, and the most reliable results, are on Facebook. Here’s how it works:

  • Use the instructions here to set up upload your entire email list as a custom audience. You’ll EXclude that list (or as many as FB matches) from your ad audience.
  • Create a lookalike audience based on that email list. How big depends on your goals, but more like 1% than 100% of available users. These are the friends and family of the people who’ve already signed-on to your email list. You’ll target your ads to this list, remembering to exclude the list from the previous bullet (and maybe add some additional targeting specifics, like people who like 350.org’s page for a climate campaign, or Defenders of Wildlife for a wildlife campaign).
  • Create a copy of the petition/action you want your ads to point to – and add some sort of notation to the reference name, so you know which signers are from ads and which from viral traffic – but leave all the other settings (including, most important the Tell-a-friend link at the end) the same.
  • Once you’ve got the audiences and tracking codes created, it’s all about the ads!I like to make image or video ads, so I make (or repurpose for Facebookfollowing ad guidelines here) 3-5 versions of ad images or videos (especially Facebook Live). For each post you need a short Headline, description, and caption. Then include the link to the copy of the action link you created in the preceding step. It’s the same basic process as making a Facebook post – in fact, if you prefer, you can just post according to your regular social media calendar, and then promote the posts that do best or you like the best to your target audience (though you can’t EXclude audiences in a promoted post, so you might want to add a #3 above and create an audience that’s your lookalike, minus your email list, and throw in some additional factors — like people who like 350.org’s page etc).
  • On campaigns that are pretty high performing and viral (like more than 20,000 organic signers) we’ve had good luck at generating new sign-ups at about $0.50/each and new to list signers at $0.75-1.25.

That’s it!

Use those 3 major funnels: Organic Growth, List swaps and paid ads/acquisition, and use them SMART – starting with compelling and diverse content – and you too can double the size of your email list every year.

Got a better idea? want to send us your questions and suggestions? Hit me and the rest of the Powerthru team up on Facebook and Twitter with more ideas and stay tuned for another “Environmental Action Way” post next week.

The Environmental Action Way

The Environmental Action Way

As you may have seen elsewhere I recently resigned as Director at Environmental Action after 5 years building a big, powerful, digitally focussed environmental group. It’s a decision I made with some reservations and emotion, but this isn’t the post where I intend to have all the feels. This is a post where I intend to talk about HOW we did all the amazing stuff we did over the last 5 years. Specifically, growing the email list from 40,000 mostly worthless (bouncing) emails, to nearly a million gross records. And also how we used that big, digital audience to raise the majority of our budget in the form of nearly $1 million a year in online and recurring donations.

What list growth looks like
Env Axn list growth Jan 2015 – May 2016, weekly.

It turns out that growing a digital audience is actually an incredibly fast and efficient way to build power around issues like climate change, fracking, endangered species and clean water – and it can be done in a revenue-neutral way/cash positive manner. Explaining the whole process in one post will be hard, so I’ll break this into a few (to keep my Hemingway-app editors happy) and this one will kick things off and link to all the good, data-driven bits.

So first of all, let’s talk about what we’re talking about: The Environmental Action way can be boiled down to a simple thesis: you (yes you!) can double the size of your email list ~every 12 months, while raising ~$1 from each of those list members every 18 months.

Why do you care? Well if you’re an Executive Director, that means you can create an army (literally hundreds of thousands of people) in less time than you can re-apply from that last foundation that rejected you. For Alinsky-ite organizers, it means you can use the digital toolbox to develop sustainable campaigns with a full ladder of engagement, leaders at every level and stable funding from the people who benefit/are invested in your program. For Piven-inspired movement bomb-throwers think of this as an instruction manual for how to build a list of followers bigger than the average nightly viewership of a CNN program.

For everyone else just consider this: As activists our power comes from organized people, as opposed to organized money (though getting those people to organize their money – either by donating to a campaign, divesting or boycotting  an industry or pooling resources to create our own economic power – is a really important and time-honored set of  tactics). The digital toolbox offers us a new and proven-effective way to organize more people than ever before, faster than used to be possible, with bigger results. After the jump, we’ll lay out the how-to and link to specific trainings and tutorials in each step.

So, you want to make a revolution online?

Read this book
Read this book

Cool. If you want to do it like we did at Environmental Action there are 4 metrics that matter:

  1. The size of the email list and social media audience;
  2. The Engagement of that list and audience;
  3. How much money you raise online; And
  4. Delivering real, visible progress in coalition with allies – Staging a rally or protest, winning a vote or lawsuit, or major media attention are all examples.

Click the links above to see my write up about each of those metrics and how to build success day by day. In doing that, you should be able to pick up our basic drill and how we operate. If you live the practice (like kung fu!) then you’ll absorb the knowledge and magic that has grown Environmental Action into one of the biggest environmental groups online in the last few years.

Taking Advantage of Google

Taking Advantage of Google

Libertarian candidate for President Gary Johnson is telling people to Google him, and I was curious about why. Gary Johnson’s search results aren’t bad, per se. He doesn’t have a Santorum problem. His campaign website does come up first in organic, there isn’t anything negative in the first page of results and so on. But there’s a lot more Gary Johnson could be doing to take advantage of his time in the spotlight- especially if he’s getting tons of exposure via earned media.
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Dirty digital tricks for campaigns and non-profits

Dirty digital tricks for campaigns and non-profits

CampaignTech Chicago is coming up fast, where I will be holding a panel to talk about the seamy underbelly of digital politics. How can you defend against dark arts by other campaigns — or launch your own attacks? Here’s a sneak peak, but you’ll need to attend to get all of our tricks!

What’s in a name?

Make sure you own your own domain names – and check to see whether your opponents have left some obvious ones on the market. This can happen to any level of campaign – Ted Cruz and many others learned it the hard way. You’d be surprised how many campaigns and IEs fail to cover their bases on this one. It’s not only embarrassing, and a potential news story, but there could be some seo effects as well.

Trolling on social media

We’re all aware of the horror stories of politicians + Twitter. Since many politicians handle their own Twitter accounts, this is a way you can get under your opponent’s skin and enable them to make a self-inflicted wound. Start a parody Twitter account and they may personally freak out and make it a story – or in Trump’s case, Gawker played right into his vanity. (Twitter policy on parody accounts here.)

Also you can get your own fan base to flood their mentions with a particular message or issue – annoying for them, entertaining for you. Trolling bonus points if you can enrage their supporters too.

Note that this is definitely happening already on the Presidential level.

Take over search

Google adwords can be a pretty inexpensive tool – be sure to run them on your opponent’s name as well as your own. Going back to domains, if you own a good domain with their name on it, this would be a good place to amplify the content via paid search & social as well as some search engine optimization so it shows up high in organic results too. The Santorum googlebomb was all organic, as far as I know.

These are just a few examples of ways your campaign can harness the power of the dark side, digitally speaking. Come to our session in Chicago to find out more, and be sure to contact PowerThru if you need help defending against some dark arts — or perhaps launching your own.

How to write an effective mass email

How to write an effective mass email

I’ve written before about general online fundraising tips and online advocacy tips, but what makes a good mass email for a non-profit or political campaign — for fundraising or advocacy — in the first place?

Consider that people don’t read email like they read a novel. Most people are skimming the content, especially if they are using a mobile device and/or multi-tasking.

This means you should make sure your email is easy to read. Use short sentences, and highlight key text. Can people understand your message by only reading the bolded parts? Use simple language too – don’t write over the heads of much of your audience.
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What digital lessons can we learn from the 2016 awards season?

What digital lessons can we learn from the 2016 awards season?

Now that the campaign awards season has mostly wrapped up, what can we learn from the winners? The Reed Awards recognize “excellence in political campaigning, campaign management, political consulting and political design.” The winners for 2015 campaigns were announced a couple months ago in Charleston, and you can see the complete list here. Full disclosure, PowerThru won “Best County/Local/Judicial Candidate Website”. The 2015 winners for the Pollie Awards (the political communications and public affairs industries) were announced earlier this month in Puerto Rico, full list here and the first round of the Goldies Awards were announced a month ago, winners here.

What can we learn from these awards about emerging digital best practices for campaigns?
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How to get started with social media

How to get started with social media

If you’re launching a new non-profit or campaign, there’s a lot that needs to be done digitally to start (more tips here on how to successfully launch your campaign or non-profit) but I wanted to talk about social media in particular, since it’s the piece that candidates — or executive directors are likely to get tunnel vision on.

You might be lucky and your candidate already has active social media accounts to start, or you may be able to colonize old inactive social media accounts for your non-profit. If so, how do you reshape and relaunch? Or what if you’re starting from scratch?
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And the “Best County/Local Website” Reed award goes to..

And the “Best County/Local Website” Reed award goes to..

We had a wonderful time in Charleston at the 2016 Reed Awards last week, sponsored by Campaigns & Elections Magazine. The Reed Awards, named after Campaigns & Elections founder Stanley Foster Reed, embody excellence in political campaigning, campaign management, political consulting and political design. Chosen from the largest and smallest organizations in the industry, the winners represent the latest techniques and talent in the business. PowerThru was an awards finalist for two of our campaign websites last year — for the sites Mark Ridley-Thomas for Supervisor (Los Angeles County, CA), and Luke Bronin for Mayor (Hartford, CT).

We were honored just to be recognized for our responsive campaign website work — and we ended up winning Best Website For County, Local Or Judicial Candidate!
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Disarming the Googlebomb: search engine optimization tips

Disarming the Googlebomb: search engine optimization tips

It looks as though one of the Internet’s most notorious Googlebombs has lost some of its explosiveness.. Just Google “Rick Santorum” and take a look.

I’m not sure if Rick Santorum did some paid search engine optimization work, or if the bomb’s effectiveness wore off over time, but what should you do if your campaign or non-profit finds itself in a similar pickle — or if you’re just facing down some unfortunate Google results and need SEO help?
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