©2010 dalya f massachi writing to make a difference: the art & craft of turning your words...
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©2010 Dalya F Massachi www.dfmassachi.net
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WRITING TO MAKE A
DIFFERENCE:
The Art & Craft of Turning Your Words into Ca$h
Presenter: Dalya F. Massachi
Writing To Make a Difference:25 Powerful Techniques to Boost Your
Community Impact (special discount here!)
LEARNING OBJECTIVES
1. Identify the essential elements of effective social justice-focused fundraising & outreach materials
2. Refer to lessons and creative ideas from community-minded organizations’ materials
3. Take away valuable on-the-spot feedback on your own materials
©2010 Dalya F Massachi www.dfmassachi.net
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3 BIGACKNOWLEDGMENTS
1. Writing can be hard — but with practice and feedback it gets easier and more fun. 2. There’s a lot of expertise in the room; let’s use it to
help each other.
3. Reminder: This is not an individual coaching session. Please keep questions relevant to all.
MY BACKGROUND:
As a nonprofit writer for nearly 20 years, I’ve authored a host of articles, proposals, websites, scripts, brochures, etc…including column on:
OpportunityKnocks.org
…and contributed to 6 books (3 shown here).
From 2000-2004, I was the Founding Director of BAIDO.
NOW IT’S YOUR TURN!
©2010 Dalya F Massachi www.dfmassachi.net
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DEFINITION, ANYONE?
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FUNDRAISING/OUTREACH MATERIALS:
Written pieces (printed or online) that share info and enthusiasm about your work with interested people who may want to exchange their support for the benefits and value you offer.
©2010 Dalya F Massachi www.dfmassachi.net
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TOP DOCUMENTSI. Introductory materials1. Mission/vision statement 2. Brochure/business card 3. Event flyer4. Tip sheet/Fact sheet
II. Periodicals5. Newsletter 6. Annual report7. Special report/white paper
©2010 Dalya F Massachi www.dfmassachi.net
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TOP DOCUMENTSIII. Mailing for Moolah 8. Case statement 9. Fundraising appeal letter10. Thank you note11. Grant Proposal/Letter of Intent12. Grant Report
IV. Cyber-writing13 .Everyday email/discussion list14. E-newsletter15. Website/blog
©2010 Dalya F Massachi www.dfmassachi.net
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3 KEYFUNDRAISING/
OUTREACH STRATEGIES
©2010 Dalya F Massachi www.dfmassachi.net
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STRATEGY #1: ADVANCE YOUR BRAND
What your work stands for
What you want to be known for
Your essence or identity
©2010 Dalya F Massachi www.dfmassachi.net
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YOUR UNIQUENESS: So powerful that it cuts through inertia, gets
noticed, and gets people talking about you.
Under-served clients, location, etc. Outstanding credentials or experience Extensive collaborations Unusual point of view or approach
Ask yourself: When someone hears about your work, what images, feelings, and ideas do you want them to associate with you? What’s amazing, special, and inspiring about your work?
©2010 Dalya F Massachi www.dfmassachi.net
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Beyond Breast Cancer is different from other breast cancer organizations in that we focus on quality of life. While we do provide needed medical information and referrals, we emphasize living as fully as possible, despite the disease. We acknowledge the challenges and limitations of living with breast cancer, and we believe that focusing on activities that our clients are able to enjoy cultivates a higher quality of life than might otherwise be possible.
EXAMPLE: Beyond Breast Cancer
©2010 Dalya F Massachi www.dfmassachi.net
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WRITING WORKOUT
Brainstorm 5-7 words that you feel describe the essence or personality of your organization (branding words):
a) the unique value you add to your community
b) the attitudes or ideals you hold dear and want to be known for
©2010 Dalya F Massachi www.dfmassachi.net
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STRATEGY #2: ENGAGE SPECIFIC READERS Donors
Clients
Journalists
Other Activists
Researchers
Web surfers
©2010 Dalya F Massachi www.dfmassachi.net
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EXAMPLE: INVESTORS Want to be inspired by your vision of success
Have background, concern but may be unfamiliar with your slant, niche, timing
Want to invest wisely in a trustworthy org
Often can get financially involved, but for how much?
©2010 Dalya F Massachi www.dfmassachi.net
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How is the organization’s work related to my needs or my community’s needs?
Will my money benefit the organization’s actual work, or will it support administrative overhead?
What has been the impact of my past investments?
Who else is already behind this?
Do I already have a relationship with this organization?
QUESTIONS/CONCERNS ON THEIR MINDS
©2010 Dalya F Massachi www.dfmassachi.net
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DATA YOU NEED TO GATHER
Demographics Geographic location Limitations (time, income, education) Values, hopes, and fears Why they care about your issue and/or
org What they already know or believe Relationship to your organization or issue Their related personal interests or hobbies Information or tools they need to act
©2010 Dalya F Massachi www.dfmassachi.net
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ASK WHAT THEY WANT
What do they want from reading your materials?
What problems can you help them solve?
©2010 Dalya F Massachi www.dfmassachi.net
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EXAMPLE: ENVIRONMENTAL EDUCATOR
As a middle-school science teacher , you are always looking for fresh, up-to-date material on today’s pressing issues. With diminishing resources in our public schools, you may find it increasingly difficult to keep up with the times.
On the Envirokids website, you will discover a wealth of high-quality classroom resources updated every semester to reflect changing frontiers in the environmental sciences. Get teaching materials that will inspire your students with dozens of lively class discussion starters, coupled with engaging and educational indoor, outdoor, online, and offline activities.
©2010 Dalya F Massachi www.dfmassachi.net
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HOW DO WE FIND OUT?
Review event and service evaluation forms Take online or print surveys (with incentive) Hold focus groups
Check web statistics Attend gatherings where they congregate Study published opinion polls Review other online, broadcast, print media
that reflect their mindset Ask others who also know about them
©2010 Dalya F Massachi www.dfmassachi.net
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STRATEGY #3:EMPHASIZE BENEFITS MORE
THAN FEATURES
Feature: Component or characteristic of what you offer
Benefit: How the features improve the lives of people in your community and satisfy their needs and desires
©2010 Dalya F Massachi www.dfmassachi.net
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BENEFITS ANSWER THESE QUESTIONS:
What does the organization’s work mean for your community: personally, economically, spiritually, emotionally, socially, etc.?
What will happen as a result of the particular features you offer?
How does your work inspire, excite, entertain, or educate your readers and community?
For each feature you offer, ask “So what?” How does that lead to something better?
“What’s in it for me and us?”
©2010 Dalya F Massachi www.dfmassachi.net
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WRITING WORKOUTSTEP 1: Draw a line down the center of a piece of
paper. On the left-hand side, write 3 features of the work you do. Leave a few blank lines between them.
STEP 2: On the right-hand side of the line of each feature, write down at least 1 benefit to your readers, the community and/or the environment.: what does your work mean to them: personally, emotionally, socially? Consider your readers’ point of view and see what difference those features will make in their lives—as if they were asking you: “So what?”
©2010 Dalya F Massachi www.dfmassachi.net
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POWERFUL WRITING TECHNIQUES
“Good writing does not come from fancy word processors or expensive typewriters or special
pencils or hand-crafted quill pens. Good writing comes from good thinking.”
– Ann Loring
www.dfmassachi.net
PRIORITY INFO
Facts and figures
Importance of the issue
Results you envision
Solution you propose
Track record
©2010 Dalya F Massachi www.dfmassachi.net
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TIE BACK TO YOUR MISSION AND VISION…REPEATEDLY
Evoke a vision of what your community will be like when your organization succeeds in fulfilling its mission.
Make sure you “connect the dots” for your readers over time in an ongoing story of accomplishing your mission.
©2010 Dalya F Massachi www.dfmassachi.net
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ENGAGE BOTH THE HEART & THE HEAD
Even left-brained people need an emotional understanding
Your reader will remember how you make her/him feel more than anything else you say or do
©2010 Dalya F Massachi www.dfmassachi.net
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POSITIVE HUMAN EMOTIONSAppreciationBelongingCompassionDignityEmpowermentEncouragementExcitementInspirationJoyLoveSafetyValidation
ExampleYou want your children to be safe and healthy. You always use sunscreen and they never leave home without warm clothes on. You use seat belts. But what about the pesticides sprayed near the school playground your children use every day? Let Parents for Playgrounds tell you about what we have found...
©2010 Dalya F Massachi www.dfmassachi.net
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Ask yourself: What makes YOU most passionate and inspired about your work?
Let it shine through:
Transcribe what you would say to a respected friend
Act the part of a host giving your readers a tour of the best parts of your “home”
But don‘t dwell on details they don’t want to know.
SHOW YOUR PASSION
©2010 Dalya F Massachi www.dfmassachi.net
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CONNECT PERSON-TO-PERSON Be reader-centered
Think and write in terms of “you” (the reader)
Briefly communicate shared values, needs, interests
Use their language
Make virtual housecalls
©2010 Dalya F Massachi www.dfmassachi.net
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We’re all in this together” (locality, event, culture, history in common)
Socio-economic situation
Realities of your readers’ everyday lives
POP CULTURE EXAMPLES
1. “This Modern World” cartoons
2. Dilbert 3. “This American
Life” on National Public Radio
DESCRIBE YOUR SHARED SOCIAL CONTEXT
©2010 Dalya F Massachi www.dfmassachi.net
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SHOW, DON’T JUST TELL
Convey striking details Use metaphors and similes Show HOW your solution benefits folks Use word pictures:
NOT “affordable housing and good nutrition” BUT “roof and 3 healthy meals a day”
Ask yourself: How would you illustrate the concept in a photo or video?
©2010 Dalya F Massachi www.dfmassachi.net
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BEST EVER METAPHORS AND SIMILES
(as taken from high school English papers)
1. He was as tall as a six-foot-three-inch tree.2. The little boat gently drifted across the pond
exactly the way a bowling ball wouldn't.3. Her hair glistened in the rain like a nose hair
after a sneeze.4. John and Mary had never met. They were like
two hummingbirds who also had never met.
(Source: Urban legend on the Internet)
©2010 Dalya F Massachi www.dfmassachi.net
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“TAKE ME THERE, MAKE ME CARE.”
What would reader want to know:
“Can you tell me about a time when X was true?”“How did you feel when...?”“Why do you think that?”“What makes you care about that topic?”“When did you first start thinking that, and how
did you come to that conclusion?”“Can you compare that to an image or experience
that is more familiar to everyone?”
©2010 Dalya F Massachi www.dfmassachi.net
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PUT NUMBERS IN CONTEXT
The Advocacy Institute and Berkeley Media Studies Group: “social math”
Express numbers in terms of a familiar social context
©2010 Dalya F Massachi www.dfmassachi.net
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EXAMPLEThe Frameworks Institute used stats from U.S. Dept. of Ed’s 2005 study, “Calories In, Calories Out: Food and Exercise in Public Elementary Schools,” and crafted this message:
“Exercise is something that children need every day. But half of all students attend schools that have reduced their phys ed class to just one or two days per week. Part-time fitness is no more effective than part-time reading or math instruction.”
©2010 Dalya F Massachi www.dfmassachi.net
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WARNING! “Most people in Africa support their entire families on the equivalent of what Americans spend on pet food.”
The audience heard:
“You want me to choose between my pets, whom I love and care for, and people in other countries.”
Conclusion: “Paying attention to the values inherent in your social math equation is an important consideration in determining its effectiveness.”
©2010 Dalya F Massachi www.dfmassachi.net
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SHARE STORIES Use short quotes from people similar to your
readers or people they care about. How have they benefited: results and importance.
Main characteristics of great stories:
1. Beginning, middle, end2. Memorable characters3. Interesting setting (time and place)4. Compelling plot with conflict resolution
©2010 Dalya F Massachi www.dfmassachi.net
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EXAMPLEJuan Romagoza Arce:
“When I testified, a strength came over me. I felt like I was in the prow of a boat and that there were many, many people rowing behind—that they were moving me into this moment. I felt that if I looked back at them, I’d weep because I’d see them again: wounded, tortured, raped, naked, torn, bleeding.... Being involved in this case, confronting the Generals with these terrible facts—that’s the best possible therapy a torture survivor could have.” (www.cja.org)
©2010 Dalya F Massachi www.dfmassachi.net
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“With storytelling we enter the trance of the sacred. Telling stories reminds us of our humanity in this beautiful broken world.”
– Terry Tempest Williams
©2010 Dalya F Massachi www.dfmassachi.net
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CLASSIC STORYLINES Good vs. Evil, Good guys vs. Bad guys
Underdog finds justice/wins (David vs. Goliath)
Neighbors help each other (Good Samaritan)
Rags to riches (poor to rich)
Hero turns personal tragedy into community force
Triumph of hard work (American Dream)
What goes around comes around
©2010 Dalya F Massachi www.dfmassachi.net
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STRESS YOUR UNIQUE ROLE IN COLLABORATIVE EFFORTS
How does your work fit into the larger picture?
EXAMPLE: Appeal letter from the Union of Concerned Scientists
Lead asks: “There are too many environmental groups. Why don’t you folks work together?”
Collaboration is a “guiding principle” for them. By joining, the reader “will be strengthening the entire
Environmental Movement.”
KEEP READER DIVERSITY IN MIND
Clients, staff, investors, board members, partners, and others can hold different power relationships, and may understand little about each other. As writers, we need to be very aware of the impact of our words
©2010 Dalya F Massachi www.dfmassachi.net
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EMPHASIZE OUR SIMILARITIES
Health and well-being Safety A sense of belonging Loving relationships Education and opportunity Self-esteem Spiritual connection Creativity Striving to be our best
Ask yourself: What are you implying by using the identification words you choose?
America vs. United States
Latino vs. Latino/a vs. Hispanic
Victim vs. Survivor
Client vs. beneficiary vs. partner vs. member
Community vs. population
CHOOSE HOW TO REFER TO SPECIFIC GROUPS
©2010 Dalya F Massachi www.dfmassachi.net
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LOOK OUT FOR
You may need to reclaim words and phrases that have been twisted:
100% naturalGreen
SustainableHealthier
Family valuesFree tradePatrioticSecurityTerroristSubsidies
SPIN
©2010 Dalya F Massachi www.dfmassachi.net
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THE LEAD
©2010 Dalya F Massachi www.dfmassachi.net
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SOME IDEAS Relate bold, unexpected, or controversial
statement or story (see example in handout)
Focus on one representative person or thing
Briefly paint a stunning or humorous word picture
Provide hints of a mystery unfolding
Summarize: who, what, when, where, why, how
©2010 Dalya F Massachi www.dfmassachi.net
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DON’T START OUT WITH A FOCUS ON “WE”
EXAMPLE
Original: We want to bring native plants back to our community. But we need your help!
Suggested revision: Native plants bring many benefits to our community and help avoid eco-trouble down the line. With just a few simple steps, you can help improve our neighborhood’s environment!
COMPLEMENT WITH GRAPHICS
Worth 1,000+ words, if used well. Photos, charts, cartoons, maps, calendars, diagrams
Not just filling space as an afterthought
Short captions: summarize, ID left to right, double-check names, present tense vivid verbs
Photos: similar to your clients, members, and readers accomplishing/benefiting from your mission
©2010 Dalya F Massachi www.dfmassachi.net
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ACTIVATE WITH YOUR ENDING! “You have to hold your audience in writing to the very
end—much more than in talking, when people have to be polite and listen to you.” — Brenda Ueland
Your “call to action”:
All the details they need Easy ways to interact with you Limited-time offer or deadline Reminder of the benefits they will enjoy
if they act now
©2010 Dalya F Massachi www.dfmassachi.net
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LET IDEAS GERMINATE "The beautiful part of writing is that you don't have to
get it right the first time, unlike, say, a brain surgeon." —Robert Cormier
Wait at least 24 hours before starting to revise.
Try keeping a notepad & pen on your nightstand. This invites creative ideas to visit you.
©2010 Dalya F Massachi www.dfmassachi.net
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USE THE EDITING CHECKLIST
See the handout!
©2010 Dalya F Massachi www.dfmassachi.net
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CULTIVATE CONCISENESS: LESS IS MORE“Never use a longer word when a short word will do.” -- Ben Franklin
Sentences: 14-20 words max.
No freeloading words; can you go without it?
It’s all about the soundbites
KISSS: Keep It Short, Simple & Skimmable
©2010 Dalya F Massachi www.dfmassachi.net
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PROOFREAD! Check your document
for grammar, punctuation, spelling, and other slip-ups.
Always read your piece out loud (even if it’s only to yourself). Most people hear words as they read them, so your words should roll off the tongue.
©2010 Dalya F Massachi www.dfmassachi.net
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Everything you write is for fundraising/marketing
Advance your brand Engage specific readers Focus on benefits (not just
features) FIRST priorities Tie to mission, vision Engage the heart & head Show your passion Describe your shared
context Stress collaborative work
Share stories Connect person-to-person Keep diversity in mind Look out for spin Focus on your lead Show, don’t just tell Put numbers in context Activate with your ending Complement w/graphics Let ideas germinate Cultivate conciseness Use the Editing Checklist Proofread
KEY CONCEPTS
©2010 Dalya F Massachi www.dfmassachi.net
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WRITING WORKOUT
STEP 1: Share your branding words and benefits with your neighbor.
STEP 2: Use them, the Editing Checklist, and the other concepts
we discussed today, to review the material you brought in. Take on the role of an intended reader.
What worked well? How can you improve?
©2010 Dalya F Massachi www.dfmassachi.net
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More info on my website and at my exhibit.
MANY OTHER WAYS TO IMPROVE YOUR RESULTS:
Free monthly newsletter (tips, resources)
Multi-session workshops: public and private
One-on-one writing coaching
Tune-ups of any document
Assessment of your org’s writing challenges, recommended actions
Writing To Make a Difference (discount here!)
©2010 Dalya F Massachi www.dfmassachi.net
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FINAL THOUGHT
"Find a subject you care about and which you in your heart feel others should care about. It is this genuine caring, not your games with language, which will be the most compelling and seductive element in your style.”— Kurt Vonnegut
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