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Daily Nuggets: A For Impact Blog

Selling Happens at 30,000′: The Jerry Maguire Close


Leigh Steinberg is a sports agent who represented the No. 1 overall pick in the NFL draft a record eight times – a milestone unmatched within the sports industry.

Steinberg is often credited as the real life inspiration of the sports agent from the film Jerry Maguire.

Reportedly, Steinberg had a chief aim when going into any negotiation – to get the person he was with to agree that his athlete was the best (fill in the blank: quarterback, running back, etc) in the league. Once he got them to agree the rest of the negotiation was pretty easy.

Selling happens at 30,000′.

The number one question of every investor is, “Why do you exist?”

If the person you are talking to doesn’t care about your WHY, it’s very hard to talk to her about the what and the how. Conversely, if your WHY is her number one priority (i.e. you have the best running back in the league), you need establish that fact as early as possible.

More on closing here.

 

 

What Does An ‘Ask’ Look Like? A Checklist.


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: Just Ask. Just Ask. Just Ask.

In the For Impact world A REAL ASK satisfies this checklist:

  • We were WITH a prospect – physically.
    See Just Visit. There are exceptions to this but 19 times out of 20 the ask is done in person so that there is engagement and dialogue.
  • We asked the prospect for specific help with a specific project, program or level of support.
    In doing so the dollar figure was clear. Example: “John, we need your help, would it be possible for you to underwrite this project for $20,000?”It wasn’t open-ended, we didn’t ask, “Could you give whatever you can give?”

    Also, in being specific, the funding rationale wasn’t for ‘unrestricted’ or ‘operations’ – those aren’t specific. (See: Have a Funding Rationale)

  • The ask was a dialogue – a back and forth with questions and listening — so that we could ensure that we were maximizing the relationship at this given moment.
    Read: The Ask as a Dialogue to help with this concept.
  • We will expect a YES or a NO – and will follow-up accordingly.
    Thinking about how to get to a YES or NO ensures you have covered appropriate mechanics and you can continue within a sales process. Otherwise, there is a risk of pending into oblivion or unclear follow-up.

Without the definition provided by this checklist we often find:

  • A visit is scored as an ask.
  • There is no real ask – but rather a suggestion that it would be great to have the prospect’s help.
  • Some psychological shift whereby the salesperson only asks AFTER the prospect says he or she would like to make a gift. That’s not an ask. The relationship certainly wasn’t maximized and it’s an incredibly low return-on-energy methodology.
  • The salesperson raises money without asking. This is similar to point above. To be clear, just showing up DOES yield funding – this is our point behind JUST VISIT!But, in terms of measurement this is harder to spot (and therefore coach around), and usually shows up because a sales person will report the following:
    • 25 visits
    • 20 asks
    • 3 commits
    • 0 declines

    If you follow this ask checklist, you SHOULD get a ‘no’ from time-to-time.

  • There was a request for help, but there was no funding rationale or dialogue. We see this with a lot of organizations that ARE raising money. They’re out visiting, they’re asking the prospect to help but they’re not maximizing the relationship. (Not the worst problem in the world – but usually leaving tons of money on the table).

Some reminders:

  • We’re pushing for everyone to be more assertive. That doesn’t mean you always have to ask for funding on the first visit. There are certainly many times where it’s a discovery or predisposition visit (but never 4-5 ‘cultivation’ visits before we ask).
  • Kerry was with a client last week and they visited with a high capacity prospect for a first time discovery visit. There was no ask, however Kerry did ask for permission to make the ask. She closed the visit by saying to the prospect, “Today we wanted to share the vision and see if we could get you on board with our story. As we move along would it be okay to talk to you about supporting that vision?”

Just Ask. Just Ask. Just Ask.


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: Just Ask. Just Ask. Just Ask.

 

This napkin has just two words. Please note that it does not say:

Ask…

…when timing is perfect.

…when you know exactly what to ask for.

…after you’ve visited with the prospect nine times.

…when you’re entire board is on board.

…when those butterflies in your stomach are finally gone.

…when you have the perfect message.

…when you have the perfect materials.

It says, Just Ask!

Timing will never be perfect.

The only way you’ll know what to ask for is by asking (and getting a response).

Cultivation is for people who can’t communicate. You are in the business of saving, changing, and impacting lives; if you’re with someone who wants to do just that, you can ask on the first visit.

I still feel like I want to puke before a big ask.

The only way to truly test a message is to ask.

You don’t need perfect materials – You need a tool to help you engage in a conversation.

Just Ask is all about action.

It’s permission to move. Nothing happens until you ask!

Until you ask, (one-on-one) the message is not personal.Until you ask, people don’t know how they can help.

Until you ask, the prospect doesn’t guide you through what else is needed (from the you, from the org or from the plan) to make a commitment.

Until you ask, a prospect can’t say YES!

Just Ask!
Always Ask.
This is 90% of everything you need to know about raising money.

Engagement Has a 24-hour Half-Life


Engagement has a 24-hour half-life.

Every day you don’t follow-up, the level of engagement — the excitement, the enthusiasm, the commitment — decreases by HALF.

Follow-up within 24 hours. (Read more on the 24 Hour Rule here.)

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.

 

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.

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.

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.

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.”

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.)