Daily Nuggets • • Tom Suddes
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: Set your goals of ENGAGEMENT.
Set your 2016 Goals for Engagement now! These goals need to be SPECIFIC, WRITTEN and MEASURABLE.
Here are 3 Examples:
- The ‘33 GIFTS’ Plan
We will ENGAGE with our TOP 50 PROSPECTS in order to generate 33 COMMITMENTS, which will provide 90% of our funding needs!
This will be a SELF-FULFILLING PROPHECY.
E.g. We will generate $1 Million from:
1 Gift of $200,000 2 Gifts of $100,000 4 Gifts of $50,000 10 Gifts of $20,000 16 Gifts of $10,000+ 33 Totaling $1 Million
Note: Need $5M? Multiply the right column by 5. (Or 4 for $4M and so on.)
- The ‘Spartan 300’ Plan
We will ENGAGE with our BEST 300 prospects (including our Top 33), which will generate buckets of money to Fund Our Vision.
E.g. We have 3 members of our SALES TEAM, and we will collectively make 30 VISITS ENGAGEMENTS a month for 10 months (using August and December for R&R).
We will use a 3x3x3 goal which challenges us to collectively make 3 visits a day, 3 days a week, 3 weeks out of the month.
Note: If you have one member of your sales team, divide this goal accordingly: The ‘Spartan 100’ plan!
- The ‘1,000 ENGAGEMENT’ Plan
As a larger For Impact organization with 6 committed Relationship Managers, we will make 1,000 VISITS/PRESENTATIONS this year.
Each of our 6 Relationship Managers will have a Portfolio of 300 Qualified Prospects. Each of us will make 167 VISITS/PRESENTATIONS (ENGAGEMENTS) this year.
We will average 15 QUALITY VISITS a month and do all of the appropriate preparation, predisposition and follow-up.
We will do ‘DISCOVERY’ on every visit and with every prospect. We also commit to make the FULL PRESENTATION around the TRIPLE ASK for TODAY, TOMORROW and FOREVER (Annual Operations, Campaign Priorities and a Legacy/Planned Gift.)
*20% of these 167 visits will become our TOP 33 gifts for each Relationship Manager.