1. Promotion! With Mike Kingston

2. Great advertising & promotion promises people what they want

3. Understand people’s outcome expectations

4. The 4 big motivators Fear Greed Exclusivity Guilt

5. National Lotto outcome expectation? A. To win £4.5M B. To help a good cause Fear Greed Exclusivity Guilt

6. National Lotto outcome expectation? A. To win £4.5M B. To help a good cause Fear Greed Exclusivity Guilt

7. Hospice Lottery outcome expectation? A. To win £1,000 B. To help a good cause Fear Greed Exclusivity Guilt

8. Hospice Lottery outcome expectation? A. To win £200 B. To help a good cause Fear Greed Exclusivity Guilt

9. Total population Previous contact with hospice Perceived future need for hospice No perception of future need for hospice

10. Total population Previous contact with hospice Perceived future need for hospice No perception of future need for hospice Lottery

11. Total population Previous contact with hospice Perceived future need for hospice No perception of future need for hospice Lottery

12. Total population Previous contact with hospice Perceived future need for hospice No perception of future need for hospice Lottery + Opportunity

13. HOW Retain members Add new members

14. You want my money? Then give me a good reason to give it.

15. Who are the three people each of us cares about most? Me Myself I

16. Hospice Lottery outcome expectation? A. To win £200 B. To help a good cause Fear Greed Exclusivity Guilt

17. Fear Pension Cancer Dying with dignity Look after dying parent

18. Guilt Give to charity Life insurance Look after dying parent A burden to my children

19. Fear & Guilt Cancer touches 1 person in every 4 Every family can recall a distressing death of a relative Within one lifespan, every family can be helped by a hospice Can you appeal to the self-interest of every family, to support their hospice?

20. Target people who already have, or can be made to feel they have, a connection with the Hospice. ‘We may need the Hospice at some time in the future.’ Four rules for fundraising 1

21. Connect the work of the Hospice directly to them and their families. Use examples and case studies of how an ordinary family, just like theirs - Mum, Dad, Grandpa or son - needed the Hospice. Make it personal.’ Four rules for fundraising 2

22. Relate contributions to specifics, not generalities. ‘Our Hospice needs £30,000 a week. Every donation helps.’ ‘Grandpa deserves a comfortable bed. Only you can help us buy 50 new beds and make all our grandparents last days…’ Four rules for fundraising 3

23. Tell them how much you want them to contribute. Four rules for fundraising 4

24. The rule of three

25. Ask for £1 You’ll get £1

26. Ask for £2 or £1 Some will give £2 More will give £1 The rule of three

27. Ask for £5, £2 or £1 Some will give £5 More will give £2 Many more will give £1 The rule of three

28. Hospice launches new lottery Press release

29. Dying Mums and Dads fed cheese and lettuce for Sunday lunch Press release While families everywhere tucked into their roast beef and Yorkshire pudding, forty terminally ill patients at St Christopher’s Hospice lunched on cheese and lettuce. For over twenty years the kitchen at St Christopher’s has loyally cooked hot meals for patients and staff. Last Sunday, the oven failed for the third time in a month. The Hospice lottery has launched a special appeal to buy new kitchen equipment and serving trolleys…

30. ‘I’ve driven past St Christopher’s hospice many times on my way to work and never gave it a second thought. Then last summer Dad was diagnosed with cancer, one of the worst kind. We love dad dearly and looked after him at home, but…’ Touch people’s lives directly – guilt & fear.

31. Great advertising & promotion promises people what they want

32. Touch peoples’ lives