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A Sale Happens On Every Visit

Zig Ziglar, one of the greatest sales trainers of all time, said that a sale is made on every visit. Either you sell the prospect on all the reasons why s/he should buy or s/he sells you on all the reasons why s/he should not.  Period. 

My contention is that if you don’t decide to be one side of that either/or then you will almost always let the sale happen TO YOU. You will almost always be sold on reasons why the person cannot give what you had hoped for or what you need to deliver on the plan.

Remember: Hope is not a strategy.

So, decide. Don’t hope.

Years ago, when Tiger Woods was in his prime, he remarked that he does not putt the ball until he has decided it will go in the hole – Until he has that level of certainty, confidence and visualization.

This is the level of conviction you need to bring to every VISIT.

Of course, every putt does not fall and every ‘ask’ does not close.  But, you can’t go into a visit ‘hoping’.  You need to decide the commitment is a foregone conclusion.

As a mentee of Tom Suddes’ for years, I watched and learned the hard work that went into making a great case. Tom would not go into make a visit or presentation until he was able to wrap his mind around the emotion + logic of the case so completely that he thought, “Why would someone NOT make this investment?”

There is an old sales maxim: I am sold myself.  Certainly you don’t visit until YOU are sold.  That work is upon us as sales people to own that conviction.  It’s not up to a manager or a CEO.  It is OUR responsibility to do the work to be totally sold. 

I don’t want to hide this from you – Arriving at that level of conviction, preparation and DECISION is hard work.

For those that still have an aversion to the word ‘sales’ – Get over it.  This isn’t about used cars. It’s about making your case and engaging in such a compelling way that people understand what it will take to save lives, change lives and impact lives. This makes Zig’s challenge perhaps MORE important in the world of philanthropy.

We live in a great world. People are generous. You are doing good work.  

I believe 80% of the time gifts are not maximized because a generous person said he or she would commit $10K and we did not sell them on the true need (e.g. $100K) to deliver the impact. Instead, we were sold on all the reasons why they could not make the larger commitment.

 

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Start Selling Your Impact

A few weeks ago we published “10 Action Steps to Help you Engage in 2016.” Over the next 10 weeks, we will use each action step as a week long theme to help you get it done!

This week’s theme is: Commit to SHARING THE STORY and PRESENTING THE OPPORTUNITY!

STOP ASKING FOR MONEY.

Money is merely ‘worthless wampum’! No one likes asking their friends, much less strangers, for money. (The rare volunteer who really loves doing this should be treasured as a true gift, psychoanalyzed, and then cloned.)

Your conversations are not about asking for money. They are about changing the world. (Of course it requires resources to do that.)

START SELLING YOUR IMPACT!

PRESENT the OPPORTUNITY…

To help with your cause and your case.
To move from success to significance.
To make an impact and change the world.

Special Note: Ask any Board Member (or, for that matter, any of your staff) if they’d rather ‘Ask for Money’ or ‘Present Opportunities’ (to make an Impact.) You already know the answer.

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Stop Cultivating and Start Communicating

A few weeks ago we published “10 Action Steps to Help you Engage in 2016.” Over the next 10 weeks, we will use each action step as a week long theme to help you get it done!

This week’s theme is: Commit to SHARING THE STORY and PRESENTING THE OPPORTUNITY!

 

Why do we cultivate people?

As Tom always reminds me, “Cultivation is that thing you do with plants and manure.”

We really, truly don’t understand ‘cultivation.’ We are in the business of saving, changing, and impacting lives. If you can help people understand your impact and they want to help then they don’t need cultivation -They need to be asked!

Here’s a simple story to emphasize the point. Imagine that you and your prospect were walking around a lake and came upon a drowning child. What would that prospect do? It’s likely she would jump in, fully clothed, committed to saving the life of the child. And so would you. Try to imagine this same scenario where you would first try to spend years getting this person interested in saving children (read: cultivation.)

So, if you’re actually saving or changing lives then you can’t really argue that cultivation is needed. The issue at hand is much more about communication. That is, how you communicate your impact in such a way that is clear, concise and compelling. So clear, in fact, the prospect jumps on board (read: into the lake) to make a major investment in your impact.

If you can communicate the impact, the income will follow. If you can communicate the impact, you can ask for any amount of money on the first (sometimes second) visit. The challenge, again, is that we struggle with our message. Or, we might even have the message, but we’re not out visiting with people, one-on-one, to share the message and present the opportunity for them to help (or save the child.)

Your job is to communicate the impact, not spread manure. It’s blunt but we want to motivate you to action with this idea. You’re doing great things – so present the opportunity for someone to help now.

P.S. If you think this example is too simplistic or unrealistic, please know that this same example is what set into motion the greatest philanthropist of our era – We’ve altered the lake example somewhat but borrowed it from noted philosopher and ethicist Peter Singer who wrote an amazing article in the New York Times, “What Should a Billionaire Give – and What Should You?” In that article he also explains Bill Gates’ moment of clarity around impact that moved him to action.

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Take Massive Action

A few weeks ago we published “10 Action Steps to Help you Engage in 2016.” Over the next 10 weeks, we will use each action step as a week long theme to help you get it done!

This week’s theme is: ACT/EXECUTE on YOUR ENGAGEMENT STRATEGY!

A ‘Campaign’ is all about ACTION. The literal translation or definition of a ‘Campaign’ probably has its provenance with Napoleon and War. As any great general or military leader will tell you, success in war is about MASSIVE ACTION – NOW.

We’ve watched hundreds and hundreds of organizations screw around for years trying to figure out what to do, when to do it, where to hold the kickoff, etc. There are great organizations out there who, right now, are still debating the “impact of the economy and the recession,” or “somebody else has kicked off a campaign in our community” or “our donors are tired and maybe we should wait” and on and on. UGH!

CHALLENGE FOR THE DAY: What are the 3 ‘MASSIVE ACTIONS’ that you could take RIGHT NOW that would cause an EXPLOSIVE EXPONENTIAL JUMP or a QUANTUM LEAP for your organization?

WRITE THEM DOWN.

Then, GO DO ‘EM.

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DO THE WORK

A few weeks ago we published “10 Action Steps to Help you Engage in 2016.” Over the next 10 weeks, we will use each action step as a week long theme to help you get it done!

This week’s theme is: ACT/EXECUTE on YOUR ENGAGEMENT STRATEGY!

 

Steven PrePressfieldQuotessfield is one of my absolute favorite authors and thinkers. He’s written some fabulous historical fiction Tides of War and Gates of Fire, plus The Legend of Bagger Vance. My first copy of WAR OF ART is so full of notes, I can barely read his words!

DO THE WORK written in his usual powerful voice – challenges us to overcome RESISTANCE.

Please trust me on this: ‘DTW’ is required reading for entrepreneurial start-ups, ‘artists’, sales professionals and FOR IMPACT leaders.

Takes 30 minutes to read… but have notebook handy for nuggets/gems like these:

    1. To ‘ROCK & ROLL’, act on these 3 mantras:
      • Stay Primitive. Instinctual. Gut. Go for it.
      • Trust the Soup. Forget ‘control’. Put faith in the source, your muse, yourself.
      • Swing for the Seats. In For Impact Vocab: THINK BIG!
    2. ‘START AT END’. If you don’t know the ‘end‘… it’s hard to ‘start‘. Get your goals down and execute!
    3. START BEFORE YOU ARE READY. Great line! Stop researching, planning, thinking, worrying -JUST START!
    4. And, DON’T THINK. ACT! Overcome Resistance. Don’t procrastinate. Do it now.

DO THE WORK. START BEFORE YOU’RE READY. OVERCOME RESISTANCE.
WRAP IT. SHIP IT. DELIVER IT.

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Learn By Going

A few weeks ago we published “10 Action Steps to Help you Engage in 2016.” Over the next 10 weeks, we will use each action step as a week long theme to help you get it done!

This week’s theme is: ACT/EXECUTE on YOUR ENGAGEMENT STRATEGY!

Julia Cameron, one of my favorite writers/authors/thinkers, shares a terrific quote from poet Theodore Roethke that fits perfectly into our focus on ENGAGEMENT!

“I LEARN by going where I have to GO.” – Theodore Roethke

I believe it has meaning for us as INDIVIDUALS and as SALESPEOPLE.

You learn by going where you have to go – If you want to learn to sell, you need to get face-to-face with more people. If you want to learn to make an ask, then you’ve got to do just that – ASK. If you want to learn to surf or ski or box, then you must practice surfing, skiing, boxing.

Robin Williams told Matt Damon in Good Will Hunting that he had never “done” anything – He only read books. He hadn’t “smelled the paint in the Sistine Chapel, etc.”

I’m sure you get the point.

If we “learn by going” then we need to execute on our plan to VISIT with QUALIFIED PROSPECTS. As much as possible.

P.S. If Roethke is a little existential for you, listen to Brian Tracy, one of the world’s best sales trainers, writers and thinkers, when he summarizes all of sales training into this ‘SIMPLE’ challenge:

“Spend MORE TIME with BETTER PROSPECTS.”

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10,000 PUSH-UPS

A few weeks ago we published “10 Action Steps to Help you Engage in 2016.” Over the next 10 weeks, we are going to use each action step as a week long theme to help you get it done!

This week’s theme is: ACT/EXECUTE on YOUR ENGAGEMENT STRATEGY!

Let’s use this ‘Push-Up’ analogy to help reinforce ACTION.

If you commit to do 10,000 push-ups a year, the SIMPLEST and most SUCCESSFUL way to achieve that goal is to do 30 PUSH-UPS A DAY. (1 set, 3 sets of 10 or 2 push-ups an hour the 15 hours you’re awake.)

To reinforce this point even more, let’s say you wanted to do 1,000 x (your age) push-ups a year – The SIMPLE EXECUTION is 3 sets of (your age) a day…every day. (For example, if you’re 49, you would do 49 push up 3 times a day. This actually gets you more that 49,000 but you get my point.)

In this model, you can’t skip 3 days. You can’t wait until June to begin. You won’t hit your goal.

Just like with push ups, you can’t wait until November to make 100 visits (because you’ve only made 3 visits a month up until then.)

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The Goal of Predisposition

The goal of predisposition is simple: TO GET THE VISIT!

It is NOT to ‘sell on the phone’!

A really strong predisposition e-mail or letter makes the follow-up phone call very assumptive/presumptive! “I’m following up on the note that you received from (Natural Partner) and I’d like to see if you might be available next Tuesday morning? Or would Wednesday afternoon be better?”

This is not a spiel. It works.

Perseverance is key (as well as ‘practicing’ the words you will say) with your Best Prospects.

Typically, once you get through on the phone, there are three possible answers a potential investor may give you.

  1. YES.

    Awesome. Get date and time set. Follow-up with a note to confirm. Send any additional predisposition material for the actual visit itself.

  2. MAYBE.

    “What else could I do that might help you decide on getting together?”

    “I can meet you anywhere, anytime.”

    “Would it help if you spoke with (Natural Partner) to understand more about why they are engaged with us?”

    If the timing isn’t good, schedule a specific date to call back and follow through.

  3. NO.

    If this is the type of ‘no’ that means, “No time, but I still like your organization,” you could send them a President’s Circle invitation or a really strong follow-up letter, with a request. If it’s a ‘no’ that means, “No, I can’t really see this as a priority.” Or “I’m not in a position to help” then you would send a nice thank you and MOVE ON!

A quick reminder about perseverance with your most Qualified Prospects: You cannot mess up a contact to set up a visit if you are authentic!

  • “It’s really important that we meet with you.”

  • “Been trying hard to set this up because of urgency, importance, etc.”

  • “Sorry we have missed connecting so often, and I know I’m being really persistent. I just know how important it is for us to be sharing our story with more people like you.”

WHATEVER IT TAKES. I know. It’s an old and cheesy coaching cliché. However, if you take ‘perseverance’ and ‘attitude’ down to the ‘how’ – the answer is to do WHATEVER IT TAKES! Call back until they tell you not to call anymore. Stay in contact until you’ve got the visit set up. Call in all of your SUPPORT team. WHATEVER IT TAKES.

 

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Memorable Experiences as Powerful Predisposition

A few weeks ago we published “10 Action Steps to Help you Engage in 2016.” Over the next 10 weeks, we are going to use each action step as a week long theme to help you get it done!

This week’s theme is: COMMIT TO BETTER PREDISPOSITION.

33Napkins-18-SpecialEvents

You’ve seen our rant on “No More Special Events.”  If not, I’ll summarize here: SPECIAL EVENTS ARE NOT ‘SPECIAL!’

They rarely generate income anywhere close to the corresponding staff and volunteer effort and time – Even though we’ve spent more that half the year selling tables, sponsoring golf holes or lining up silent auction items.

P.S. Not only do your volunteers and staff hate these Non-Special Events, so do all of the ‘INVITEES’ … who clearly don’t want to go to another ‘un-memorable, time-away-from their-family’ auction, gala, ‘fundraiser’!!!

Instead, MAKE EVERYTHING YOU DO A MEMORABLE EXPERIENCE!

A ‘MEMORABLE EXPERIENCE’ is about your Vision, your Message, your Impact.

Every ‘MEMORABLE EXPERIENCE’ is an incredible PREDISPOSITION OPPORTUNITY.

A MEMORABLE EXPERIENCE isn’t about the number of people in attendance, it’s about getting the best people in attendance. Instead of selling tables, think about getting the best 10 prospects you have in the room (preferably your room) and knock their socks off with the IMPACT.

 

 

 

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No More Cold Calls!

The word PREDISPOSE means exactly what it says. (Weird, huh?) We are literally (not figuratively) predisposing the person or persons, in advance, to our contact.

PREDISPOSITION is anything and everything we can do to make it not a cold call (because we are professionals who don’t make cold calls!)

Always PREDISPOSE the prospect/potential investor to (1) your phone call to set up the visit, (2) the visit/presentation itself and (3) the follow-up.


Note: Predisposition is not ‘cultivation’!

 

 

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The Perfect Predisposition

What is the absolute PERFECT PREDISPOSITION???

It’s bringing the Qualified Prospect or potential/current investor TO YOU!!!

Short. Sweet. Powerful. An idea that you can use immediately to significantly increase the level of investment from your top prospects. This idea is particularly relevant if you are in a ‘CAMPAIGN’ or trying to involve/engage your top prospects at the leadership gift level.

I’ll say it again: The absolute best PREDISPOSITION is to bring your BEST PROSPECTS to WHERE YOU DELIVER YOUR SERVICE!!!

This seems so natural and ‘commonsensical’. (That could be a new word.) Yet, to so many people we train and work with, this is a big revelation.

Don’t tell me you can’t get people to come and visit you. I didn’t say it was easy. I said it will significantly increase the magnitude of the commitment!

If they’re really and truly a great PROSPECT, then they need to SEE and FEEL and TOUCH what you do – the ‘HOME COURT ADVANTAGE’ is very powerful! (At Colleges and Universities we call this GTC: GET TO CAMPUS!)

Bringing your prospects/potential investors TO YOU – where you can control the environment, the flow, the tour/agenda – is one hundred times better than their office or home, and 1,000 times better than a restaurant.

IF “A PICTURE is worth a THOUSAND WORDS.”

THEN “A LIVE MEMORABLE EXPERIENCE is worth a MILLION words.”

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Use Predisposition and Perseverance to Get the Visit

A few weeks ago we published “10 Action Steps to Help you Engage in 2016.” Over the next 10 weeks, we are going to use each action step as a week long theme to help you get it done!

This week’s theme is: COMMIT TO BETTER PREDISPOSITION.

Getting a visit is both an ATTITUDE and a SKILL. There’s a ‘SYSTEM’ to it.

Getting a visit is all about: PREDISPOSING … QUALIFIED PROSPECTS … to take your phone CALL … and ultimately VISIT with you. I’ve included action steps, strategies, and tips to help you make it happen.

We are professionals. We do not make COLD CALLS! We always PREDISPOSE the prospect/potential investor. We first predispose a potential investor to our phone call to set up the visit, and then we predispose to the visit/ presentation itself (and yes, we even predispose to the follow-up).

The word PREDISPOSE means to make someone inclined, in advance, to a specific action or attitude. You need to be literally (not figuratively) be predisposing potential investors to expect your contact and look forward to visiting with you about your amazing organization.

 

The Goal

 

The goal of predisposition is simple: GET THE VISIT! It is NOT to ‘sell on the phone’!

A really strong predisposition e-mail or letter makes the follow-up phone call very assumptive/ presumptive!

“I’m following up on the note that you received from (Natural Partner) and I’d like to see if you might be available next Tuesday morning? Or would Wednesday afternoon be better?”

Consider having someone else set up the visit! I know this is somewhat sacrilegious to many people, but I’ve found it to be the single most effective way to get visits. This is especially important if you are full-time Development Officer/Major Gift Officer/Chief Development Officer with a portfolio. You should be making presentations, not setting up visits.

In the predisposition note, the sender/Natural Partner closes with these very important words: “I have asked Mary Smith from our development team to follow-up with you to set up a visit.”

A phone call from your CEO/President’s Assistant is one of the absolute best ways to get a visit.

The easiest way for the Campaign/Foundation Team of a well-respected hospital to
get a visit with their top prospects is to do a simple predisposition email from the CEO, and then ask her wickedly competent and talented assistant does a follow-up phone call to set the visit. The assistant already knows knows all of the CEO’s relationships, and has great existing interaction with both the prospects and their assistants (gatekeepers).

 
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