Jann Schultz, Project HOPEJeff Brooks, TrueSense Marketing

The Offer Is the Story, the Story Is the Offer:

The REAL Reasons Donors Give

Bluefrog

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Donors don’t give to support your organization.

They give to expresstheir values.

Ourprograms!

Ourmethods! Our

brand!

Ourstaff!

?

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We’ve got to tell our story!

If people knew how awesome we are, they’d give!

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What can I do to make the world a

better place?

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What donors need...1. A problem to solve2. Evidence of success3. A story to tell

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A problem to solveWe have tons of lifesaving medical supplies on

hand, donated to us by generous partners.

It’s all urgently needed in poverty zones, where people are suffering, sick and dying.

Without the means to send these supplies to their destination, they won’t do anybody any good.

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A problem to solveEvery $1 you give will ship $105 worth of

medicine and supplies, so your gift multiplies an amazing 105 times.

When you give a gift of $25, it will send $2,625 in life saving medicine that will stop sickness before it kills.

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A problem to solveMy name is Angel.

I'm an 8-year-old girl from Swaziland, and you can change my world for good!

Make me part of your family, and help me reach my God-given potential. $39 a month can help transform my community and change my world.

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A problem to solveAs their sea ice habitat shrinks from

climate change, skinnier and hungrier polar bears face a grave challenge to their survival.

You can play a critical role in the fight to protect wildlife and their habitats by symbolically adopting a polar bear.

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Evidence of successThis is Johanna. She carried her daughter on her back to reach the clinic for medical treatment. Her daughter is alive today, thanks to you.

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Evidence of success

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A story to tell

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I sent thousandsof dollars worth of

medicine to sick people!

I save a polar bear every

month!

I’m a decent person. I’m following

the Scriptures.

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How to make your story the donor’s story

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1. Say “you” constantly2. Put the donor in the story3. Keep your heart on your

sleeve4. Put the donor in the action

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Say “you” constantly

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If you’ve ever wanted to help people who are suffering, and if you’ve ever wanted to create real, lasting change in their lives, this is the time. Because the value of your gift goes through the roof when every single dollar you give will do $105 worth of good.

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Donor in the story

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Our staff of doctors, nurses and health workers are trained and positioned to save lives:

•They know the people and the health problems they face.•Many have spent years fighting these exact health issues in similar communities.•We'll provide them with all the medicines and supplies they need to save lives and return sick people to health. In fact, the supplies have already been donated -- we just need to ship them to the field!

Please give today so we can make all this happen!

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Donor in the story

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Your generosity will make it possible for doctors, nurses and health workers in poor areas around the world to treat their patients, instead of being forced to stand by and watch them suffer. These clinics lack almost everything -- even ordinary medicines that you or I could easily pick up at the corner drugstore. That’s why your gift is so important.

Please give now, and your gift will multiply 105 times to send medicine and medical supplies to fight disease, heal hurts, and save lives.

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Heart on your sleeve

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Hamid bursts into fits of coughing without warning -- deep, rattling coughs that cause him to spit up blood. The pain in his chest is so bad, it’s like a giant is sitting on top of him. During the day, he burns up with fever. At night, he shivers with chills that freeze him. He has tuberculosis, and it’s just heartbreaking how he’s suffering.

The only solution is if Hamid gets the treatment he needs --treatment that you can provide through your gift.

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Donor in the action

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Fundraising is about action –action the donor can take!

Not action the donor watches us take!

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Donor in the action

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Fundraising offer:

• Specificity• Cost• Impact• Urgency

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Donor in the action

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Fundraising offer:

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Standard Old-Line Fundraising

We are AWESOME!

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Standard Old-Line FundraisingWe have the most effective, cutting edge

programs in the world today. Our staff are at the top of their field, and have decades of experience.

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Storytelling Fundraising

We do awesome things!

Here’s a storyto show you.

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Storytelling FundraisingThe puppy shivered in the winter cold. In his

short life, he's never eaten anything but garbage, and nobody had ever said a kind word to him. Until we came a long, picked him up, wrapped him in a blanket, and took him to our shelter for nutritious food, medical care, and good old TLC.

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Donor-Focused Fundraising

You areawesome!Let me show

you how.

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Donor-Focused FundraisingA puppy is shivering in the winter cold not so far

from your home. In his short life, he's never eaten anything but garbage, and nobody had ever said a kind word to him. Until you decide to help him. Your kindness will pick him up, wrap him in a blanket, and take him to our shelter for nutritious food, medical care, and good old TLC.

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If Project HOPE were a person, it would be a middle-aged (that is, experienced) medical professional who’s seen it all — yet has never become cynical or callous.

She’s not a doctor, but someone more approachable and easier to talk to: a paramedic or a nurse.

She’s seen a lot of pain and difficult situations, yet her heart still breaks when she sees human suffering. She’s driven to make the world a better place, and to invite donors to be part of the work.

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Outcome, not process

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Challenge!

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1. Pair up2. Describe a process your

org is proud of3. Describe its outcome so

donors can love it too

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Easier said than done!

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Getting the real stuff

The stories behind M+E

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Getting the real stuff

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Managing upward and outward

Thank you!jschultz@projecthope.org

@jannschultzjeff.brooks@truesense.com

@jeffbrooks

Don’t forget to visit the Solutions Showcase!

Many of the ideas discussed today are on display at the Solutions Showcase!