Gather Funders Around Your Campfire: Kindle. Ignite. Stoke. Moderator: Brenda B. Asare, The Alford Group Panelists: • Cate Fox, MacArthur Foundation • Deborah Liverett, Northern Trust • Steve Sarowitz, Paylocity Strengthening the not-for-profit community
Kindle. Ignite. Stoke. Kindle the fire: Gain attention Ignite the fire: Secure the funding or partnership Stoke the fire: Sustain the relationship and ultimately the funding/investment
Chapter One: Overview
Why is storytelling so important? • Attracts and retains the attention of your audience • Creates a visualization and affiliation that statistics and facts don’t • Creates an emotional connection • Demonstrates your impact versus describing/explaining your impact • Gives you the opportunity to differentiate your organization from others • Stories inspire feeling, connection and action
Your mission versus your story Mission Story Aspirational Inspirational Big picture Uses emotion Goal-oriented Individual context Quantifies impact Gives voice to the Motivates staff work Donor-centric
Different types of stories Stories Elevator Direct Mail In-person Promotion Speech Appeal pitch < 1min 3-5 mins 1-2 mins
Donor-centric stories Listen and then tell. Donors are interested in how their investment changed lives, not how it kept the lights on. Customize your story to your donor. Give your donors someone to care about.
Structure of a good story What is the problem? What is the solution? What makes your organization uniquely able/capable? What is the call to action?
Pitching your story checklist Do your homework. Speak their language. Grab attention in 15 seconds. Use a clear structure. Appeal to the heart and head. Use examples. Use the appropriate visual. Keep it conversational. Give your pitch energy. Practice, practice, practice.
Chapter Two: Funders Panel
Chapter Three: Storytelling Tank Valerie Donnelly, University of Rochester, NY Heather Estus, The Smith Center for Performing Arts Justin Kern, Make a Difference – Wisconsin Daniele Reisbig, Greater Lansing Food Bank Katy Shamitz, Chapman Farm School
Chapter Four: Questions & Answers
Final thoughts 1. You have to be good at listening to stories before you can be good at telling them. 2. Donors will tell you what they care most about. Position your ask accordingly. 3. Storytelling is building meaningful relationships with donors. 4. Stories are not statistics, you need to evoke emotion and a desire to help. 5. The universal resides in the particulars. “People will forget what you tell them, but never forget how you made them feel.” -- Maya Angelou
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