Sue Ryder were facing an end-of-life care crisis.
An ambitious supporter acquisition target was set.
Print was identified as a potential channel, yet previous years’ Door Drop Activity hadn’t delivered the results expected.
Having previously delivered a number of successful campaigns for Sue Ryder, Propack were approached for our thoughts and suggestions.
Following a proposal and review period we were appointed to deliver a Partially Addressed Mail campaign to 80,000 recipients. Our proposal and execution was based around the following:
- Applying basic premise that new supporters will look like existing supporters.
- Detailed geo-demographic analysis on existing warm supporters.
Recommendations made on highest propensity profiles, prospects and locations.
- Adopting a ‘local look’ approach – identifying relevant prospects within the vicinities of the 7 UK hospices.
- Following the ‘local look’ approach through to the print by variably printing the relevant hospice logos to create resonance with the audience.
- Generating mailing address lists (A list of 80k addresses was agreed upon with particular emphasis placed on the Hospices with coinciding media activity).
- Running in parallel with ‘warm’ activity in order to realise overall cost efficiencies on print and fulfilment.
A highly targeted and effective campaign followed.
- No of responders – 316
- Average Gift Value – £40
(60% higher than forecast of £25)
- Comparison to previous Cold Door Drop Activity –
Less than half the acquisition cost and almost 3x the ROI