© 2017 Tom Ahern 1
Storytelling for Fundraisers It Ain’t All Bourbon and Whittlin’ in Your Rocker
Tom Ahern November 14, 2017 ~ Westchester NatPhilDay
“Tom Ahern … is one of the country’s most sought-after creators of fund-raising messages.” The New York Times, Nov. 2016
©2017TomAhern 2
World premiere! Westchester NatPhilDay 2017
© 2017 Tom Ahern 3
The NON-story
© 2017 Tom Ahern 4
© 2017 Tom Ahern 5
The 100% Fallacy
• Anyone can be our donor (NO, they won’t be!) • Any donor is a great donor (WRONG!) • Once acquired, a new donor is likely to stay a
very long time: “Ours for life”
I got this wrong
6 © 2017 Tom Ahern
© 2017 Tom Ahern 7
7. How long will an average donor give to a charity? [ ] 1-3 years [ ] 4-6 years [ ] 7-10 years [ ] more than 10 years
Free, downloadable PDF e-book, 20 Questions: www.AHERNCOMM.com
© 2017 Tom Ahern 8
7. How long will an average donor give to a charity? [ ] 1-3 years [X] 4-6 years [X] 7-10 years [ ] more than 10 years
Free, downloadable PDF e-book, 20 Questions: www.AHERNCOMM.com
Donor Who?
© 2017 Tom Ahern 9
Got this wrong, too
10 © 2017 Tom Ahern
© 2017 Tom Ahern 11
4. How old is the average US/Canadian/Australian/NZ/UK/Irish donor? [ ] 35 years of age [ ] 55 years of age [ ] 75 years of age
Free, downloadable PDF e-book, 20 Questions: www.AHERNCOMM.com
© 2017 Tom Ahern 12
4. How old is the average US/Canadian/Australian/NZ/UK/Irish donor? [ ] 35 years of age [ ] 55 years of age [X] 75 years of age
Free, downloadable PDF e-book, 20 Questions: www.AHERNCOMM.com
© 2017 Tom Ahern 13
Her!
PS: that’s all she wants from your organization.
SUBSCRIBE
Source: Mark Phillips, Bluefrog
14
Jane Joyaux | Widowed @ 65 | Died @ 90
© 2017 Tom Ahern
“87% of millennials donated to charity last year” ~ Huffington Post
Is THAT where the real money is?
4%
11%
17%
22%
46%
<35 35-44 45-54 55-64 65+
Donors by age (percentage)
15 © 2017 Tom Ahern
16
Will you help it fly? 61
70
87 70
© 2017 Tom Ahern
Active donors
1st-time donors
75 17 © 2017 Tom Ahern
exactly
SUBSCRIBE
Boomers (those born between 1946 and 1964) began to outnumber their elders in the donor-aged population starting in 2010. This monster demographic group is going to be the backbone of charitable giving from now until the mid-2030s.
18
Source: Jeff Brooks, Future Fundraising Now, 2011
Thought for today...
© 2017 Tom Ahern
The LONG-story
© 2017 Tom Ahern 19
“When Harvard did a study after their last campaign, of their 254 million-dollar donors, 2 out of 3 started with first-time gifts of $100 or less.” Jerry Panas, 2017
© 2017 Tom Ahern 20
“Major” donors often start as “minor” givers
Reward loyalty as much as gift amount. Create a powerful “VALUES BOND.”
21 © 2017 Tom Ahern
© 2017 Tom Ahern 22
“Commitment” is the best predictor of lifetime value
BRNC lists donors NOT by the amount they gave ... but by the number of years they “did their bit.” Some gave for four decades, some maybe will “until death do us part”...
88% of dollars raised comes from 12% of the donors
~ Jay Love, Bloomerang, quoting the Fundraising Effectiveness Project; April 2017, via Pam Grow
23 © 2017 Tom Ahern
Understand: Your truest of true believers hope to use YOU to establish meaning in THEIR lives.
© 2017 Tom Ahern 24
“Humans are driven by a will to establish meaning in their lives. They need purpose.” That’s your real job, in donor communications: to bestow purpose in exchange for support.
25
Source: Neurologist and psychiatrist Viktor Frankl, via the For Impact blog
© 2017 Tom Ahern
The donor must be IN your story
26 © 2017 Tom Ahern
A player, NOT just an onlooker
The SHORT-story
© 2017 Tom Ahern 27
“Donors are staggeringly ignorant of the causes
they support.” --
Richard Radcliffe
28 © 2017 Tom Ahern
DONORS MAY BE IGNORANT, but what they
DO have in abundance are their own
personal values, interests, beliefs,
connections, experiences, upbringing, lost
loves, secret passions, regrets, fears,
angers, hopes, and built-in empathy
[except for psychopaths]...
29 © 2017 Tom Ahern
Source: Mark Phillips © 2017 Tom Ahern 30
How Princeton Univ. became America’s top higher-ed fundaiser...
They call it “the GIVEN University.”
31 © 2017 Tom Ahern
© 2017 Tom Ahern 32
WHAT ARE YOUR “TOUCH POINTS”?
Donor comms 101
© 2017 Tom Ahern 33
You ask. You thank. You report. You ask. You thank. You report. You ask. You thank. You report.
Appeals, thanks, & newsletters work together.
34
The virtuous circle...
© 2017 Tom Ahern
Appeals, thanks, & newsletters work together. You ask. You thank. You report. You ask. You thank. You report. You ask. You thank. You report.
35
The virtuous circle...
© 2017 Tom Ahern
The part the charity cares about
The part the donor cares about
Your thanks and your reports (newsletters) are your HUGS
Good hug? Warmth. Acceptance. The strength of the embrace.
36 © 2017 Tom Ahern
37
You’re in my home, brain and face:
“Why are you here?”
Bad guest or good?
© 2017 Tom Ahern
To make ME feel good!!!
38 © 2017 Tom Ahern
Important!
Wanted!
Needed!
Proud of myself!
Happier!
Pleased!
Entertained! Surprised!
Hopeful!
“The way to make it about you is to make it about me first.” Katrina VanHuss, about why she gave nothing to Parkinson’s research; via The Agitator, Oct. 2017
© 2017 Tom Ahern 39
The PERSONAL-
story © 2017 Tom Ahern 40
I pay attention to what interests me. And what interests me most is me. Ask anyone.
© 2017 Tom Ahern 41
© 2017 Tom Ahern 42
The gift of joy
The gift of joy
“Mom was wrong. Research shows that even when people perceive that flattery is insincere, that flattery can still leave a lasting and positive impression of the flatterer.”
© 2017 Tom Ahern 43
You ask. And flatter! You thank. And flatter! You report. And flatter!
44 © 2017 Tom Ahern
St. Jude’s language
• “I can never thank you enough” • “Because of you” • “Thanks to your support” • “Thanks to friends like you” • “The support of friends like you”
Source: Pam Grow
© 2017 Tom Ahern 45
The FIGHT-story
© 2017 Tom Ahern 46
“Find a common enemy.” “[This was] some of the first feedback I received as a newbie copywriter, and I never forgot it.” Lisa Sargent, Feb 2017
© 2017 Tom Ahern 47
“Create an enemy.” Us [the tribe] vs. them [the enemy]. Seth Godin: “...build a tribe, [people] who want to hear from [you] because it helps them connect, it helps them find each other, it gives them a story to tell and something to talk about....”
© 2017 Tom Ahern 48
© 2017 Tom Ahern 49
50
“Giving is not about a calculation of what you are buying,” Yale economics professor, Dean Karlan, proved. “It is about participating in a fight.”
The New York Times | March 9, 2008
© 2017 Tom Ahern
vision enemy hero
served Source: Stephen Pidgeon and Tangible
51
“Me?”
© 2017 Tom Ahern
52
VISION ENEMY
HERO
SERVED SERVED
© 2017 Tom Ahern 53
Anger Duty Exclusivity Fear Flattery
Common emotional triggers used by copywriting pros in fundraising
Greed Guilt Hope Salvation
54
Curiosity builder Exclusivity trigger
Flattery trigger
© 2017 Tom Ahern
55 © 2017 Tom Ahern
56© 2017 Tom Ahern
© 2017 Tom Ahern 57
58
Don’t just ask me to DO something.
Ask me to FEEL
something.
©2017TomAhern
Don’t be afraid to show the ugly.
59 © 2017 Tom Ahern
Source: Reuters; 3-year-old Syrian refugee, Aylan Kurdi, drowned Sept. 2, 2015
60 © 2017 Tom Ahern
61
Source: NYU neuroscientist Joseph LeDoux, in Emotionomics
“Negative emotions are linked to survival – and are much stronger.”
© 2017 Tom Ahern
Your amygdala
The SHALL-WE?-story
© 2017 Tom Ahern 62
© 2017 Tom Ahern 63
© 2017 Tom Ahern 64
You’re at A.
What’s your B?
©2017TomAhern65
B
This campaign is reaching goal way ahead of expectations
66 © 2017 Tom Ahern
“Make it bigger.”
67 © 2017 Tom Ahern
“Can Community Colleges Save the Economy?”
Time magazine, 2009
68 © 2017 Tom Ahern
Make it urgent.
© 2017 Tom Ahern 69
B
70 © 2017 Tom Ahern
Make it relevant. (To the target audience.)
© 2017 Tom Ahern 71
B
72 © 2017 Tom Ahern
73 © 2017 Tom Ahern
Impact
74 © 2017 Tom Ahern
The SPURT-story
(a.k.a., acquisition)
© 2017 Tom Ahern 75
The feel-good effects of giving begin in the brain. It’s called “giver’s glow,” says Stephen G. Post, director of the Center for Medical Humanities, Compassionate Care and Bioethics at New York’s Stony Brook University. The response, he says, is triggered by brain chemistry in the mesolimbic pathway, which recognizes rewarding stimuli. Philanthropy “doles out several different happiness chemicals,” Post says, “including dopamine, endorphins that give people a sense of euphoria and oxytocin, which is associated with tranquility, serenity or inner peace.” This pleasure and reward system evolved some 1 to 2 billion years ago, and at its most basic level, is tied to the joy we receive from eating, sex and social interactions. Viewing the brain with MRI technology during moments of generosity or selfless behavior has led scientists to uncover that even the thought of giving can engage this ancient response. Elizabeth Renter, 2015, US News and World Report
© 2017 Tom Ahern 76
The WRONG-story
© 2017 Tom Ahern 77
RU telling half the story?
Remember: If there are no problems to solve, donors have nothing to do.
78 © 2017 Tom Ahern
79© 2017 Tom Ahern
80
If only the big type matters, what does this tell me at a glance?
No need, no enemy
©2017TomAhern
The donor is fundraising’s customer.
Donor communications ONLY exist to
produce customer satisfaction.
©2017TomAhern 81
... and unhappy customers give
elsewhere.
82 © 2017 Tom Ahern
83
My free how-to e-newsletter… www.aherncomm.com
© 2017 Tom Ahern
I subscribe!