Nuts & Bolts - Case Study: Finding a Healthy Shot in the Arm
Challenge: Reduce direct marketing costs while increasing membership renewals and annual conference registrations. Solution: Shift most touchpoints from direct mail to e-mail, while increasing contact frequency.
Results: AANP saw conference registrations increase 13 percent, online conference registrations rise 12 percent, membership renewals move along ahead of schedule and direct marketing costs lower.
The medical community often finds advocacy on its behalf a worthwhile pursuit. So the membership base of the Austin, Texas-based nonprofit advocacy organization, the American Academy of Nurse Practitioners, is healthy.
But that, and attendance for its flagship annual conference, can always use a shot in the arm. Plus, it wouldn’t hurt to save money doing it.
So AANP moved its e-mail process to Sacramento, Calif.-based e-mail provider StreamSend’s servers, received its own IP address to increase e-mail deliverability and segmented the e-mail campaigns.
As of early January, AANP reports having sent out about 200 e-mail blasts to its members during the nine months it’s been using StreamSend. AANP IT Director Mike Tiller says the communications vary from sending an announcement to members in a particular state who may be concerned about new legislation to all-out membership drives.
“We’re trying to push as much as we can electronically,” Tiller says. “We’re kind of making a shift over the last year, year and a half, where we were a very paper-intensive organization to more e-mail, electronic communication.”
Specifically, Tiller notes the effect that this direct marketing strategy shift had on the 2008 AANP Conference, which took place June 26-July 1.
In 2007, the organization sent “one or two” e-mails and a conference brochure to 35,000 prospects—including the organization’s 25,000 members and 10,000 prior conference attendees and those among the nation’s 125,000 nurse practitioners who had filled out AANP surveys asking for information from the organization.