1. FUNDRAISING FOR SOCIAL CHANGE

2. WHY DO PEOPLE GIVE? There are complex and contradictory motivations that underpin giving: the coming together – often in one person and sometimes in one act – of empathy and self-interest, altruism and narcissism, guilt and grace. ~ Maria Tumarkin

3. REPRESENTING ‘THE POOR’ There is, therefore, an incentive to paint the poor as simple and needy in order to appeal to people’s emotions and thereby raise funds. This is more effective than portraying the poor as people with human flaws and complicated lives. ~ Vicki Soanes How can one show the terrible aspects of poverty without playing the card of those that have a discriminatory perception of the poor? ~ Leondro Despouy

4. STOP THE PITY, UNLOCK THE POTENTIAL! The Girl Effect: http://www.youtube.com/watch?v=WIvmE4_KMNw&feature=relmfu Mama Hope: http://www.youtube.com/watch?v=OzQfFcy3KJg&feature=player_embedded#http://www.youtube.com/watch?v=OzQfFcy3KJg&feature=player_embedded#!

5. HOPELESSNESS/HOPEFULNESS As we all vaguely know, one death is a tragedy, a million deaths is a statistic. “If I look at the mass, I will never act. If I look at the one, I will.” ~ Mother Teresa.

6. HOPELESSNESS VS. HOPEFULNESS There are 925 million undernourished people in the world today. One in seven people do not get enough food to be healthy and lead an active life. OR… Max Vincent Cori is a 10 year old Peruvian boy. He loves drawing and soccer. It costs just $70 a year to provide him with a hot lunch each day.

7. THE PSYCHOLOGY OF PERSUASION RECIPROCITY Description: People tend to try to repay what another person has provided them. Examples: - Free gifts - Favors ~ Robert Cialdini

8. THE PSYCHOLOGY OF PERSUASION SCARCITY Description: Perceived scarcity will generate demand. Examples: - “only 12 tickets left” - unique perks for major givers ~Robert Cialdini

9. THE PSYCHOLOGY OF PERSUASION AUTHORITY Description: People will tend to obey authority figures. Examples: - Suited man - UN status, Bill Gates, business card

10. THE PSYCHOLOGY OF PERSUASION CONSISTENCY Description: Desire to be and appear consistent. Examples: - Sign-ups - Pledges ~Robert Cialdini

11. MAKING THE ASK -Provide value back to the donor: What’s in it for me? An education, an item, an experience, a ‘feel good’ moment, the chance to be a part of something bigger. -Tell your story -Have a clear ask - Avoid unspecified goals - State the outcome of a contribution

12. RETAINING AND UPGRADING YOUR SUPPORTERS -Thank before you bank - Stay connected - Build a relationship - Share the credit

13. Thoughts? or Questions?