Leah Eustace AFP Toronto Congress 2008 Compressed
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This is a three-hour presentation done in November 2008 at the Association of Fundraising Professionals Congress in Toronto, Canada.
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Leah Eustace AFP Toronto Congress 2008 Compressed
- 1. (the fine art of finding, g g gatheringg and telling your stories) Leah Eustace, CFRE Congress 2008
- 3. The answer is in your brain
- 4. Everything you ever needed to know about the th psychological hl i l heuristics of decision making ... but were afraid to ask ask.
- 5. Scenario One: Baby Jessica This photograph by Scott Shaw of the Odessa American won the 1988 Pulitzer Prize for spot news photography.
- 6. Scenario Two: Darfur www.logosjournal.com/issue_6.1‐2/bronner.htm
- 7. Psychic Numbing Paul Slovic, University of Oregon This slide links to a video that can be found at http://nsfgov.httpsvc.vitalstreamcdn.com/nsfgov_vitalstream_com/psychic_numbing.swf
- 8. Appeal to the heart, not the head
- 9. Donors make giving decisions with their right brain (usually)... and th right b i i d the i ht brain is verrrrry sexy these days. y y y
- 10. “And if a picture is worth a thousand words, a d metaphor is worth a thousand h h d pictures.” -Dan Pink ik
- 12. Time for a test ...
- 13. Left Brain versus Right Brain Yellow Blue Orange Black Red Green Purple Yellow Red Orange Green Black g Blue Red Purple Green Blue Orange Your right brain tries to say the colour, but your left brain tries to say the word
- 14. Which way is she spinning? Animated optical illusion can be found at http://www.news.com.au/heraldsun/story/0,21985,22556281-661,00.html
- 15. COUNTER- CLOCKWISE? CLOCKWISE? LEFT BRAIN FUNCTIONS RIGHT BRAIN FUNCTIONS Logical Random Sequential Intuitive Rational R ti l Holistic H li ti Analytical Synthesizing Objective Subjective Looks at parts Looks at wholes
- 16. IQ accounts for what proportion of career success? i f a)50 to 60 percent b)35 to 45 percent c)23 ) to 29 p percent d)15 to 20 percent
- 17. The answer is … 4 to 10 percent Confining oneself only t th C fi i lf l to the answers presented is a symptom of excessive L di f i L-directed td thinking.
- 19. Look and Listen
- 20. Invite • Website • Reply devices • Surveys • Welcome packages • Receipt packages • Newsletters • Facebook • Blogs ...and so on d
- 23. Ask
- 24. Keep a Record Save the Kittens Canada Storyteller Story Notes Source Thomas, Jane Has owned kittens since Globe&Mail April 3/08, Karen Jones (phone she was a child, recently www.janethomas.com conversation of June gave kitten to her 20/08) granddaughter Smith, John Teaches kitten obedience, Board member, has left Shirley Johnson (email eldest daughter raises bequest of March 3/08) money for cause through school McNeil, Dr. Grace Kitten researcher at Acme See paper file Self‐identified (reply University device, rec’d Oct 30/07) Names, stories, notes and sources are fictional
- 28. Your t Y turn! !
- 33. This slide links to a video that can be found at http://www.youtube.com/watch?v=n7KQ4vkiNUk
- 34. A few examples …
- 43. This slide links to a video that can be found at http://www.youtube.com/watch?v=DWC3UzJGVUA
- 44. quot;Mom, quot;Mom cancer is messing with the wrong girl. I will kick cancer in the ass with my stilettosquot; -Lindsay MacPhee Lindsay
- 49. Remember Darfur?
- 54. The art of the interview
- 56. Resources: Books Cialdini, Robert B. “Influence.” x 2 , Garguilo, Terence L. “Once Upon a Time.” Godin, Seth. “All Marketers are Liars.” Grobel, Lawrence. “The Art of the Interview.” Heath, Chip & Dan. “Made to Stick.” Maxwell, Richard. “The Elements of Persuasion.” ll ih d h l f i Pink, Daniel H. “A Whole New Mind.” Simmons, Annette. The Simmons Annette “The Story Factor ” Factor. Wortman, Craig. “What’s your Story?”
- 57. Resources: Websites/Blogs / http://www.sofii.org/ http://www.copyblogger.com/ http://www copyblogger com/ http://www.nonprofitmarketingguide.com http://www.nonprofitmarketingblog.com/ htt // fit k ti bl / http://www.donorpowerblog.com/ http://sethgodin.typepad.com/ // / http://www.gettingattention.org/
- 58. A few words from Dan Pink This slide links to a video that can be found at http://www.youtube.com/watch?v=o89V8YJ09uE
- 59. Thank you! Leah Eustace, CFRE leustace@theflagroupinc.com www.theflagroup.com