0
Sponsored by:To Raise More Money, Tell AStoryDavid A. MerskyJune 12, 2013Twitter Hashtag - #npwebPartOf:
Sponsored by:Advising nonprofits in:• Strategy• Planning• Organizational Developmentwww.synthesispartnership.com(617) 969-...
Sponsored by:PartOf:Coming this June
Sponsored by:Today’s SpeakerDavid A. MerskyFounder and Managing DirectorMersky, Jaffe & AssociatesAssisting with chat ques...
To Raise More Money,Tell a StoryJune 12, 2013©2013 Mersky, Jaffe & Associates
©2013 Mersky, Jaffe & Associates
Let me tell you a story….©2013 Mersky, Jaffe & Associates
The State of Philanthropy inAmerica Today:A View from the Field©2013 Mersky, Jaffe & Associates
2011 charitable givingTotal = $298.42 billion
Types of recipients of contributions, 2011Total = $298.42 billion
Q:How do you get yourpiece of the pie?©2013 Mersky, Jaffe & Associates
A:Telling Your Story:Make a Compelling andImpactful Case©2013 Mersky, Jaffe & Associates
©2013 Mersky, Jaffe & Associates
STORYTELLING FOR LEADERS©2013 Mersky, Jaffe & Associates
Finding Your Stories• Actively seek out stories– send surveys to clients and donors– create a share-your-story page on you...
Power of Stories• Best way to connect people to your mission,vision and values• Everyone can/should be a storyteller– boar...
The Power of Stories• Stories are game changers• Do not talk about agency needs or programor things it provides• Focus on ...
Involvement Story• Why you got involved• Why you donate time, talent and treasure• Make it personal—your story• Gauge your...
Impact Story• Demonstrates the “need” in the community• Defines a type of client, particular service• Demonstrates impact ...
Thank You Story• Simple and powerful• Donors are insufficiently thanked• Donors feel special when personally thanked—parti...
Questions to Ask Yourself• Who is your audience?• What are you trying to accomplish?• After you have shared your story, wh...
The Four C’s of Storytelling• Character At least two characters—the “beneficiary” and the agency• Connection The bridge ...
Storytelling: Details to Include• Be wary—too much can derail a story• Only use details that move the story along Tell mo...
Seven Story Triggers• Ownership—get audience to feel invested• Mystery—don’t make story predictable• Uniqueness—something ...
3 Phrases to Engage Audience• Can you imagine…how that must have felt…• Have you ever…experienced…• Would you like to…know...
Craft an Impact Story• Who or what will be the main character?• What is the largest obstacle of the main character?• What ...
©2013 Mersky, Jaffe & Associates
Ten Rules to Remember1. Stories are about agency’s impact in community2. Have a personal connection to the story3. Know wh...
Ten Rules to Remember6. Hero is agency and its donors7. Use outer and inner conflict to drive story8. Only include details...
©2013 Mersky, Jaffe & Associates
Mersky, Jaffe& AssociatesFinancial and Human ResourceDevelopment Solutions for Nonprofits800.361.8689 413.556.1074 faxwww....
Sponsored by:Find listings for our current seasonof webinars and register at:NonprofitWebinars.comPartOf:
Upcoming SlideShare
Loading in...5
×

To Raise More Money, Tell A Story

1,146

Published on

From the story of creation to the flood of Noah to the Gilgamesh Epic, our ancestors have taught us that the most effective device for learning and engagement as well as to motivate action is the story.

This Webinar will apply the art of storytelling to the development process–most particularly the major gifts face-to-face solicitation and stewardship functions.

The webinar is intended for senior professionals and volunteers who engage with the public, both one-on-one or in group settings.

Published in: Business
0 Comments
0 Likes
Statistics
Notes
  • Be the first to comment

  • Be the first to like this

No Downloads
Views
Total Views
1,146
On Slideshare
0
From Embeds
0
Number of Embeds
4
Actions
Shares
0
Downloads
27
Comments
0
Likes
0
Embeds 0
No embeds

No notes for slide

Transcript of "To Raise More Money, Tell A Story"

  1. 1. Sponsored by:To Raise More Money, Tell AStoryDavid A. MerskyJune 12, 2013Twitter Hashtag - #npwebPartOf:
  2. 2. Sponsored by:Advising nonprofits in:• Strategy• Planning• Organizational Developmentwww.synthesispartnership.com(617) 969-1881info@synthesispartnership.comINTEGRATED PLANNINGPartOf:
  3. 3. Sponsored by:PartOf:Coming this June
  4. 4. Sponsored by:Today’s SpeakerDavid A. MerskyFounder and Managing DirectorMersky, Jaffe & AssociatesAssisting with chat questions:Jamie Maloney, 4GoodFounding Director of Nonprofit Webinars and Host:Sam Frank, Synthesis PartnershipPartOf:
  5. 5. To Raise More Money,Tell a StoryJune 12, 2013©2013 Mersky, Jaffe & Associates
  6. 6. ©2013 Mersky, Jaffe & Associates
  7. 7. Let me tell you a story….©2013 Mersky, Jaffe & Associates
  8. 8. The State of Philanthropy inAmerica Today:A View from the Field©2013 Mersky, Jaffe & Associates
  9. 9. 2011 charitable givingTotal = $298.42 billion
  10. 10. Types of recipients of contributions, 2011Total = $298.42 billion
  11. 11. Q:How do you get yourpiece of the pie?©2013 Mersky, Jaffe & Associates
  12. 12. A:Telling Your Story:Make a Compelling andImpactful Case©2013 Mersky, Jaffe & Associates
  13. 13. ©2013 Mersky, Jaffe & Associates
  14. 14. STORYTELLING FOR LEADERS©2013 Mersky, Jaffe & Associates
  15. 15. Finding Your Stories• Actively seek out stories– send surveys to clients and donors– create a share-your-story page on your web site– interview people throughout the agency• Focus on how the agency has made adifference, changed or save lives• Stories trump statistics©2013 Mersky, Jaffe & Associates
  16. 16. Power of Stories• Best way to connect people to your mission,vision and values• Everyone can/should be a storyteller– board members– program staff– volunteers– donors– clients• Storytellers as advocates in the community©2013 Mersky, Jaffe & Associates
  17. 17. The Power of Stories• Stories are game changers• Do not talk about agency needs or programor things it provides• Focus on effect agency has on people’s lives• Three kind of stories– Involvement– Impact– Thank You©2013 Mersky, Jaffe & Associates
  18. 18. Involvement Story• Why you got involved• Why you donate time, talent and treasure• Make it personal—your story• Gauge your audience’s interest• Share your values• Does the audience share values of your agency©2013 Mersky, Jaffe & Associates
  19. 19. Impact Story• Demonstrates the “need” in the community• Defines a type of client, particular service• Demonstrates impact of donor who givesbecause agency meets the need• Don’t talk about services of agency• Focus on one “client” and outcome©2013 Mersky, Jaffe & Associates
  20. 20. Thank You Story• Simple and powerful• Donors are insufficiently thanked• Donors feel special when personally thanked—particularly by a volunteer leader• Show donor impact their gift made• Focus on one “client” and outcome©2013 Mersky, Jaffe & Associates
  21. 21. Questions to Ask Yourself• Who is your audience?• What are you trying to accomplish?• After you have shared your story, what do youwant the audience to think feel do©2013 Mersky, Jaffe & Associates
  22. 22. The Four C’s of Storytelling• Character At least two characters—the “beneficiary” and the agency• Connection The bridge between the audience and the agency• Conflict What restrains the beneficiary from achieving what hewants—external and internal• Conquest The outcome—how the problem is resolved©2013 Mersky, Jaffe & Associates
  23. 23. Storytelling: Details to Include• Be wary—too much can derail a story• Only use details that move the story along Tell more about the characters so audience can relate Help audience better understand depth of conflict Clarify how agency resolves conflict• Facts v. Emotions• Think about what details will be of interest toyour audience©2013 Mersky, Jaffe & Associates
  24. 24. Seven Story Triggers• Ownership—get audience to feel invested• Mystery—don’t make story predictable• Uniqueness—something new/fresh to audience• Familiarity—help audience relate• Humanity—something human when cause is not• Contrast—difference agency makes• Urgency—why now©2013 Mersky, Jaffe & Associates
  25. 25. 3 Phrases to Engage Audience• Can you imagine…how that must have felt…• Have you ever…experienced…• Would you like to…know more©2013 Mersky, Jaffe & Associates
  26. 26. Craft an Impact Story• Who or what will be the main character?• What is the largest obstacle of the main character?• What are some unique details of the problem?• What does agency do to alleviate problem?• How does main character mentally cope?• How do donors “fix” the problem?• Why is agency the right one to tackle problem?©2013 Mersky, Jaffe & Associates
  27. 27. ©2013 Mersky, Jaffe & Associates
  28. 28. Ten Rules to Remember1. Stories are about agency’s impact in community2. Have a personal connection to the story3. Know why you are telling the story4. Connect with your audience first—shared values5. Main character=client not agency©2013 Mersky, Jaffe & Associates
  29. 29. Ten Rules to Remember6. Hero is agency and its donors7. Use outer and inner conflict to drive story8. Only include details that move story along9. Practice, practice, practice10.Tell story with passion©2013 Mersky, Jaffe & Associates
  30. 30. ©2013 Mersky, Jaffe & Associates
  31. 31. Mersky, Jaffe& AssociatesFinancial and Human ResourceDevelopment Solutions for Nonprofits800.361.8689 413.556.1074 faxwww.merskyjaffe.comOFFICES IN BOSTON AND NEW YORK©2013 Mersky, Jaffe & Associates
  32. 32. Sponsored by:Find listings for our current seasonof webinars and register at:NonprofitWebinars.comPartOf:
  1. A particular slide catching your eye?

    Clipping is a handy way to collect important slides you want to go back to later.

×