the nonprofit academy presents! · 2016-05-03 · quote from maggie kuhn, see facebook for her...
TRANSCRIPT
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Nonprofit Academy: Advanced Storytelling
May 2016
© 2016 Ignited Fundraising™ 1
“You can have virtually anything you want if you’re willing to hear ‘NO’ often enough!” -Richard Fenton & Andrea Waltz
The Nonprofit Academy
PRESENTS!
PRESENTS
ADVANCED STORYTELLING: TRANSFORM BORING STORIES
INTO BRILLIANT ACTION-CAUSING STORIES
with Lori L. Jacobwith
#npapresents
“You can have virtually anything you want if you’re willing to hear ‘NO’ often enough!” -Richard Fenton & Andrea Waltz
GoToWebinar Attendee HousekeepingUsing the Control Panel1. The orange arrow opens & hides your control
panel
2. To listen, join the audio
– Choose “Mic & Speakers to join through your
computer
– Choose “Telephone” to dial in using the
information provided
3. Ask questions via the “Questions” panel or by
tweeting with the hashtag #npapresents
The recording of this session should be available in the
Online Vault a few hours after this session is over.
http://thenonprofitacademy.com/vault/
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Nonprofit Academy: Advanced Storytelling
May 2016
© 2016 Ignited Fundraising™ 2
Presenter: Lori L. Jacobwith, Founder, Ignited Fund raisingPresenter: Lori L. Jacobwith, Founder, Ignited Fund raising
Advanced StorytellingTransform Boring Stories into
Brilliant Action-Causing Stories
Who is Here Today?
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Nonprofit Academy: Advanced Storytelling
May 2016
© 2016 Ignited Fundraising™ 3
Tweeting?
Lori L. Jacobwith
• 30 years in the social sector.
• Since 2001 has helped NPOs raise $300 million from individual donors. And counting.
• Master Storyteller, Fundraising Culture Change Expert, Author, Speaker, Trainer.
• Former Executive Director, Development Director & Board Member
LJacobwith
@LJacobwith
www.ignitedfundraising.com
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Nonprofit Academy: Advanced Storytelling
May 2016
© 2016 Ignited Fundraising™ 4
What I Do
The Power of A Story
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Nonprofit Academy: Advanced Storytelling
May 2016
© 2016 Ignited Fundraising™ 5
The Power of A Story
• 1 Staff
• 12 Volunteers
• $80,000 Budget
• Screening 250 children each year
What I inherited:
• 5 Staff
• 890 Volunteers
• $1.2 million Budget
• Screening 25,000 children each year
2 ½ years later:
What I Have For You
• Fundraising vs Development
• Why Tell Stories?
• A Framework To Craft Stories
• Advanced Storytelling
• Sharing YOUR Stories
• Final Thoughts & Wrap Up
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Nonprofit Academy: Advanced Storytelling
May 2016
© 2016 Ignited Fundraising™ 6
Before We Dive In
Fundraising
The raising of assets and resources from various sources for the support of an organization or a specific project.
~ Source: AFP Fundraising Dictionary,
(Association of Fundraising Professionals)
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Nonprofit Academy: Advanced Storytelling
May 2016
© 2016 Ignited Fundraising™ 7
The total process by which an organization increases public understanding of its mission and acquires financial support for its programs.
~ Source: AFP Fundraising Dictionary, (Association of Fundraising Professionals)
Development
Development: Everyone’s Job
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Nonprofit Academy: Advanced Storytelling
May 2016
© 2016 Ignited Fundraising™ 8
What Do You Want People To Do?
How To Stand Out?
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Nonprofit Academy: Advanced Storytelling
May 2016
© 2016 Ignited Fundraising™ 9
Talk About the Impact I Help YOU Cause
Quick Poll Questions1. Our Board Regularly Shares
Stories About Our Work: YES or NO
2. Our Staff Regularly Shares Stories About Our Work:
YES or NO
3. You Can Find At LEAST One Story On Our Website:
YES or NO
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Nonprofit Academy: Advanced Storytelling
May 2016
© 2016 Ignited Fundraising™ 10
Why Tell Stories?
Dopamine
“Pleasure is the central motivator in our lives.
Your brain’s pleasure circuits are activated by acts of charity.”
Source: David J. Linden, Ph.D., professor of neuroscience at Johns Hopkins University School of Medicine
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Nonprofit Academy: Advanced Storytelling
May 2016
© 2016 Ignited Fundraising™ 11
What is Storytelling?A narrative account of real or imagined events.
Source: National Storytelling Association
What Storytelling is NotIt’s not about how well YOU “tell” the story.
It’s about how much passion you convey and the picture you paint with your words.
Image Source: Kentucky Arts Council
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Nonprofit Academy: Advanced Storytelling
May 2016
© 2016 Ignited Fundraising™ 12
Why Stories?
We “THINK” in storyEvery decision we make is based on the story we tell ourselves.
If we don’t feel something we can’t make a decision
Stories of Your Impact
Create unforgettable emotional connections
and Empathy
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Nonprofit Academy: Advanced Storytelling
May 2016
© 2016 Ignited Fundraising™ 13
Remember This
Sympathy creates distance
Image Source: Crusty Dolphin, Flickr
Remember This
Empathy creates connections
Image Source: Liesl Marelli, Flickr
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Nonprofit Academy: Advanced Storytelling
May 2016
© 2016 Ignited Fundraising™ 14
50% of telling a great story
…is finding a great story to tell
Mission MomentsLori’s Definition:
“Any short, inspirational, example of how your organization is making an impact.”
Must be about a real person.
Could be a donor, client, staff, volunteer, board member or you.
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Nonprofit Academy: Advanced Storytelling
May 2016
© 2016 Ignited Fundraising™ 15
Tell Me A Story
NO
Finding Powerful Stories
• Open-ended questions.
• Ask questions that gets “at” a story but doesn’t feel like you are putting the person on the spot.
• The responsibility to “find” the story is yours. Ask more questions to glean the “nuggets” to build the story.
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Nonprofit Academy: Advanced Storytelling
May 2016
© 2016 Ignited Fundraising™ 16
Module 4: Help Others Identify THEIR Mission Moments
Ask Questions:
1. What was life like before us?
2. Why do you give your $ or time to us?
3. Who have you met here that inspires you?
4. Add more...
Your Mission Moment?
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Nonprofit Academy: Advanced Storytelling
May 2016
© 2016 Ignited Fundraising™ 17
Framework to Craft Powerful Stories
Turn a Mission Moment Into a Story
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Nonprofit Academy: Advanced Storytelling
May 2016
© 2016 Ignited Fundraising™ 18
Six Step Process
Step 1:Identify one person.
Six Step Process
Step 2:Learn & jot down as much about them as you can.
Step 3:Write down all of the exact results.
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Nonprofit Academy: Advanced Storytelling
May 2016
© 2016 Ignited Fundraising™ 19
Six Step Process
Step 4:Make a list of transformations due to your involvement and/or their own efforts
Six Step Process
Step 5:Circle the words that stand out and are emotionally connecting.
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Nonprofit Academy: Advanced Storytelling
May 2016
© 2016 Ignited Fundraising™ 20
Pay Attention to Placement of Emotionally Connecting Words
Explosive energy
Cautiously hopeful
Gnarled hands
Uncomfortably shy
Smiled from ear to ear
Unrestrained joy
Six Step Process
Step 6:Now fit the story into the framework. And share your story. Using various formats.
Often.
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Nonprofit Academy: Advanced Storytelling
May 2016
© 2016 Ignited Fundraising™ 21
Simple Story Framework
Let me tell you about…
[Insert name] had a life of…
Here’s why and how [name] found their way to us…
Simple Story Framework
Here’s how [name] felt...
What [name] accomplished due to our [program name]…
And because of [examples of your work] [name] is now…
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Nonprofit Academy: Advanced Storytelling
May 2016
© 2016 Ignited Fundraising™ 22
eBook with Simple Story Framework
Boring2Brillint.com
Share A Story: Not A Report
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Nonprofit Academy: Advanced Storytelling
May 2016
© 2016 Ignited Fundraising™ 23
Module 5 : Before And After
Advanced Storytelling
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Nonprofit Academy: Advanced Storytelling
May 2016
© 2016 Ignited Fundraising™ 24
Knowledge Alone Doesn’t Cause People to Take Action
Secrets We Keep From Donors
Programs costs.
The difference between the “certain” support & what you must raise to maintain quality programs.
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Nonprofit Academy: Advanced Storytelling
May 2016
© 2016 Ignited Fundraising™ 25
Funding Gap
Source: Upstream Arts July 2013 eNews
What you project in expenses for the year -MINUS what you have already received from fees, contributions, grants, government funding, United Way funding, or?
Message Pyramid
Why you exist: The need for your organization
Your Money Story
Program messages
One Person Example
Understanding comes from the
top down
Conversations come from the
bottom up
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Nonprofit Academy: Advanced Storytelling
May 2016
© 2016 Ignited Fundraising™ 26
I Can’t (or don’t want to!) Do This!
Comments from Others:
Just being honest. We are scared to death to tell people we have a funding gap of $225,000.
We have NEVER talked about it before, we are worried that when we start telling people we have an $800k funding gap that they will think of us as a lost cause.
How do we tell people we have a “funding gap” without scaring them away?
Type into the box: YOUR funding gap remaining this year.
Share YOUR Funding Gap
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Nonprofit Academy: Advanced Storytelling
May 2016
© 2016 Ignited Fundraising™ 27
What can happen when you “speak the truth?”
Quote from Maggie Kuhn, see Facebook for her story
In December a current donor phoned to ask:
“What is our funding gap?
I want to make sure my final gift of the year is “enough .”
Pictured: Julie Guidry, Founder & Executive Director and Bree Sieplinga, Associate Director
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Nonprofit Academy: Advanced Storytelling
May 2016
© 2016 Ignited Fundraising™ 28
Funding Gap Visual Display
Secrets We Keep From Donors
That their gift of any size really, truly, DOES matter.
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Nonprofit Academy: Advanced Storytelling
May 2016
© 2016 Ignited Fundraising™ 29
The Power of Advanced Storytelling
Co-Executive Director Amanda “Cash” Cashman
Embraced Their Money Story
�Raised more money
�Attracted more media attention
�Gained more community and corporate support, AND
�Converted board members into powerful, engaged ambassadors
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May 2016
© 2016 Ignited Fundraising™ 30
June 2013
1st $1000 Gift!
Image source: CCRI
The Board Gets ON BOARD
Image source: CCRI
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Nonprofit Academy: Advanced Storytelling
May 2016
© 2016 Ignited Fundraising™ 31
February 2014: Largest IndividualContribution to Date: $10,000
Image source: CCRI
Largest IndividualContribution to Date: $100,000+
Image source: CCRI
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Nonprofit Academy: Advanced Storytelling
May 2016
© 2016 Ignited Fundraising™ 32
Sharing YOUR Stories
Module 6: Advanced Storytelling Checklist
1. Carefully build your brilliant people story.
2. Include costs, per day/week/month.
3. Do not ask for money.
4. Infer there is more to do with more resources.
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Nonprofit Academy: Advanced Storytelling
May 2016
© 2016 Ignited Fundraising™ 33
Module 6: Advanced Storytelling Checklist
5. Share your combined people and “money story.”
6. Keep your money story short & factual.
7. Endings aren’t necessary for your story…
8. Repetition is!
Module 9: Complete Storytelling System
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Nonprofit Academy: Advanced Storytelling
May 2016
© 2016 Ignited Fundraising™ 34
Telling A Story. Any Story.
Ditch the notes/text
Use pauses and voice inflection.
Paint a picture with your words.
Practice. Practice. Practice.
For This To Work It Takes Practice
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Nonprofit Academy: Advanced Storytelling
May 2016
© 2016 Ignited Fundraising™ 35
HOW to Practice?
Real Stories. Your Stories.
“Find people who encapsulate what your core objective is all about –and convey their stories with power, genuineness, passion and humility.”
~ JD Lasica
Image: Hiawatha Leadership Academy website
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Nonprofit Academy: Advanced Storytelling
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© 2016 Ignited Fundraising™ 36
Wrap Up
Why I Do This
1. I love making a difference helping high achievers.
2. Identify action-taking nonprofit professionals who want to raise more.
www.IgnitedFundraising.com/apply30 Minute Strategy Session
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Nonprofit Academy: Advanced Storytelling
May 2016
© 2016 Ignited Fundraising™ 37
LJacobwith
@LJacobwith
Fire Starters Blog:bit.ly/blog-ignitedfundraising
Free Resourcesbit.ly/freeresources-if
Resources & Staying Connected
Lori L. JacobwithMaster Storyteller & Fundraising
Culture Change Expert
IgnitedFundraising.com
Type In Your Final Thoughts
What did you learn ?
What will you do next ?
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Nonprofit Academy: Advanced Storytelling
May 2016
© 2016 Ignited Fundraising™ 38
Thank You!Thank You!
Advanced StorytellingTransform Boring Stories into
Brilliant Action-Causing Stories