TURN YOUR ORGANIZATION INTO A FUNDRAISING MACHINE

Joan Garry, Founder

The Nonprofit Leadership Lab

Equality Florida

August 2024

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How do you reach your fundraising goals today?

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Why do you think fundraising for your USTA CTA is hard?

CHALLENGES

Insufficient diversity of .revenue streams

Board members balk at asking for money

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Assumption that onl well funded

nis players are donor prospects

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Perception that USTA is well funded

Assumption that only tennis players are donor prospects

Hard to tell a compelling story to create a sense of urgency

Perception:

Tennis is an elite sport

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Today we are going to redefine fundraising

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We don’t understand the power of storytelling

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We don’t know how to tell a good story

The Problems ……

When we think fundraising, we think this.

When we think

“fundraising”

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This is

what we

see.

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Please Unsee that - Today we will redefine / reframe fundraising

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Telling a great story that moves people

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Embracing a role as an enthusiastic ambassador

Fundraising is about

Inviting people to come closer to your important work

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We don’t know how to tell a good story

The Problem

Sharing a concise and compelling story about your organization is a foundational component to your ability to invite folks to know and do more for your organization.

Credible Messenger

+

Compelling Story

=

Resources

RESOURCES

YOUR NEXT CLIENT WHO NEEDS YOU

NEXT�VOLUNTEER

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BOARD

PROSPECT

NEXT

DONOR

JOURNALIST, BLOGGER WHO WANTS TO AMPLIFY YOUR STORY

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Who me?

A credible messenger?

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YES. YOU.

AND

Your board

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“Growing tennis to inspire healthier people and communities everywhere.”

4 Do’s and 4 Don’ts

4 Don’ts

• Don’t assume that folks know or prejudge your work

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• Don’t make a list - we do X, Y, Z - make the list hang together with an anchor point and then the programs tie to the central point.

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• Don’t lead with your mission or vision statement

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• Don’t think of this as a monologue

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4 Do’s

• Change the Q to “Tell me about your organization!”

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• Use a story to bring the work to life and to anchor the programs / impact

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• Ask a Q that reveals need

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• Be enthusiastic - it’s contagious

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OVERCOMING OBJECTIONS IN THE STORY

I participate in the tournaments so that’s enough

I give to causes that really matter

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Perception that USTA is well funded

Assumption that only tennis players are donor prospects

Hard to tell a compelling story to create a sense of urgency

Perception:

Tennis is an elite sport

3 Sample

Stories

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• “My Aunt Kathy”

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• “That Other Sport”

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• “Did you know?”

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Putting it all together

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Storytelling Recipe

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• Hi I am ___ (name) and I am ____(role)

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• It is a privilege to be a part of xyz.org

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• Our organization is all about______

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• Did you know ____ (data to support need)?

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• Can I tell you a brief story?

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• This is one of hundreds of stories I could tell you about this amazing organization.

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• Would you like to know more?

A SIMPLE

STORYTELLING

GUIDE

2. Create a leadership development plan

Really?

You do that?

I want to know more!!!

“Hello….I must be going….”

Building a Culture of Storytelling in your organization requires one important thing:

PRACTICE

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“Hello….I must be going….”

Building a Culture of Storytelling in your organization requires one important thing:

PRACTICE

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And you need you to fuel your ambassadors with stories

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A gift from me to you: A Foolproof Way to Get Board Members to Look at their Contacts

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https://thelab.ws/usta-bct

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Thanks!

Any questions?

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