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Storytelling Secrets at Mizzou: How Crafting Better Stories Can Help Frontline Fundraisers Close More Gifts

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EverTrue's presentation with the University of Missouri for the CASE District VI 2020 Conference.

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Storytelling Secrets at Mizzou: How Crafting Better Stories Can Help Frontline Fundraisers Close More Gifts

  1. 1. Storytelling Secrets: How crafting better stories can help frontline fundraisers close more gifts
  2. 2. Ana Compain-Romero Sinclair School of Nursing Advancement Officer University of Missouri compainromeroa@missouri.edu Mike Nagel Manager of Customer & Product Marketing EverTrue mike.nagel@evertrue.com
  3. 3. Ana: Why I Raise
  4. 4. Mike: Why I Raise
  5. 5. Mike: Why I Raise
  6. 6. Mike: Why I Raise
  7. 7. Mike: Why I Raise
  8. 8. How’d you get into advancement and why do you raise?
  9. 9. ● 1 dedicated nursing fundraiser ● Current priorities include new facility (opening 2022) ● Expanding research faculty positions
  10. 10. About EverTrue
  11. 11. Your carefully curated constituent data A living record with fresh information at your fingertips Lisa A. Shaw Class of 1979 Major: Business Lifetime Giving: $5,000 Largest Gift: $500 Last Gift: $200 EverTrue Combined with your constituents’ digital footprint
  12. 12. #1 Highest-rated advancement software 500+ Higher Ed Partners 51 Of the Top 100 US News & World Report Universities
  13. 13. Here’s what we’re doing today... ● Why story matters ● Anatomy of a story ● Tenpole topics ● Building your elevator pitch ● Story sources ● Infusing your work with stories
  14. 14. Why stories?
  15. 15. 70%
  16. 16. Stories Release the Trust Hormone
  17. 17. Emotion > Logic
  18. 18. We tell ourselves stories all the time
  19. 19. Anatomy of a Story Once upon a time… One day (crisis)… Because of that… And because of that… Until, finally… They lived happily ever after.
  20. 20. Once upon a time…
  21. 21. One day...
  22. 22. Crisis!
  23. 23. Because of that...
  24. 24. And because of that...
  25. 25. Because of that...
  26. 26. Until finally...
  27. 27. ...they live happily ever after.
  28. 28. How does this translate to fundraising? Once upon a time... One day... Because of that...
  29. 29. How does this translate to fundraising? Because of that... Until finally... They lived happily ever after
  30. 30. Tentpole Topics
  31. 31. What can we say that no other institution or program can say?
  32. 32. The University of Missouri is the only one that helps students lead the U.S. and the world forward via immersive, comprehensive study of our nation’s founding. We are solving the world’s big problems such as changing public policy to transform the lives of families affected by autism.
  33. 33. What are your 3-5 Tentpole Topics?
  34. 34. Organization is the only one that helps students _______. College is the best place for ______ to happen. We are solving the world’s big problems such as _______. There’s no other organization like ours because ________.
  35. 35. ● 15-20 seconds ● Inspires interest and curiosity ● Focuses on listener ● Uses hyperbole to sell to strength ● Tells a story Elements of a Great Elevator Pitch
  36. 36. Hi, I’m Mike and I raise money for __ORG_____. I’m your liaison to support __WHY___. Because when you give, you impact __WHO___. Elevator Pitch Framework
  37. 37. ● On-campus location ● Affordability ● Top 2% of colleges ● Cross-disciplinary programs ● State-of-the-art facilities
  38. 38. Hi, I’m Ana and I’m in the life-changing business through alumni gifts. Your gift activates a ripple effect, where your own legacy expands, students from every background gain access to a Mizzou education, underserved populations receive critical medical care, and thousands of patients lives improve. Elements of a Great Elevator Pitch
  39. 39. What is your elevator pitch?
  40. 40. Hi, I’m Mike and I raise money for __ORG_____. I’m your liaison to support __WHY___. Because when you give, you impact __WHO___. Elevator Pitch Framework
  41. 41. Own Your Pitch
  42. 42. Finding Hot News Stories
  43. 43. Guide to Sourcing Stories ● How’s your relationship with Communications? ● Who has the strongest relationship with students? ● Donors & prospects ● Daily news from campus ● YouTube, Facebook, Instagram, Social Media in general
  44. 44. Exercise: Name Those Sources ● Name five people to grab coffee with next week (advisors, faculty, admissions, clubs) ● Which three people in your portfolio have a story to share? ● Set a weekly reminder to read and digest campus news. ○ Bonus: Add another weekly reminder to share. ● Subscribe to your YouTube channel, set alerts for Facebook, Instagram, and Twitter. ○ Bonus: Who is your social media manager? ○ Double bonus: Buy them a beer.
  45. 45. Get Started
  46. 46. Where You Can Use Stories Cold Outreach Meetings Stewardship
  47. 47. Using Stories Cold Outreach Inbox x Apr 7, 2017 ➦ Available on 2/12? Mike Nagel to top.prospect@gmail.com ⏬ Hey there, I’m going to be in town on 2/12 and I wanted to see if you were free to grab coffee? I’d like to share what’s new on the EverTrue University campus and update you on our new strategic planning initiative. Please let me know if you’re free in the mid-morning, say 10:30 a.m.? Thanks and see you soon! Mike Mike Nagel Director, Metro NY EverTrue U Advancement
  48. 48. Using Stories Cold Outreach Inbox x Apr 7, 2017 ➦ First-generation students doing great things Mike Nagel to top.prospect@gmail.com ⏬ Hey there, A few days ago, I met Lazaro C. He’s from Las Vegas, is the youngest of seven, and overcame stacked odds to become the first in his family to graduate high school. He then came to EverTrue U to study civil engineering and wants to design neighborhoods to help build community, reduce income barriers, and give other young kids like him opportunities to break through boundaries, too. I’d like to share more of Lazaro’s story and how EverTrue U is introducing new programs equip first-gen students for success on campus. It’s a core theme of our new stragetic plan. Please let me know if you’re free for coffee on 2/12 (10:30 a.m.?) and I can share how you can get involved. Thanks and see you soon! Mike Mike Nagel Director, Metro NY EverTrue U Advancement
  49. 49. Using Stories Meetings
  50. 50. Using Stories Meetings
  51. 51. Using Stories Stewardship
  52. 52. Q&A
  53. 53. Ana Compain-Romero Sinclair School of Nursing Advancement Officer University of Missouri compainromeroa@missouri.edu Mike Nagel Manager of Customer & Product Marketing EverTrue mike.nagel@evertrue.com

EverTrue's presentation with the University of Missouri for the CASE District VI 2020 Conference.

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