Here’s a topic that comes up often with some of our coaching clients – Especially when there is lack of role clarity around maximizing relationships!
A NATURAL PARTNER (N.P.) is a person (either inside or outside of your organization) who has a strong relationship with your organization and an existing relationship with the Qualified Prospect(Q.P.) – Or a reason to believe one can be established quickly!
Externally, Natural Partners can be on your Board, they can have a business relationship with the prospect, they can be members of the same club or organization or they can be fellow community leaders, etc.
Internally, the Natural Partner can be anyone from the President/Executive Director to top senior leadership, to a staff/programming person who has a great relationship with the prospect.
It’s important that you determine the difference between a RELATIONSHIP MANAGER (R.M.) and a NATURAL PARTNER.
The RELATIONSHIP MANAGER does not necessarily have to have an existing relationship with the prospect. Their job is to do exactly what it says – MANAGE THE RELATIONSHIP. The Relationship Manager is always a member of the ‘Green Team’ – I.e., directly responsible for maximizing relationships on behalf of the organization/impact. It is perfectly fine for multiple people within the organization to have a relationship with a Q.P. – as long as the Relationship Manager has been defined.
The NATURAL PARTNER can have an existing relationship, or the ability to create one immediately, but most importantly, they play and instrumental role in Team Selling. They can:
Help get the visit! Opening doors is one of the most productive things N.P. can do!
Predispose the Prospect to a great visit! A N.P. can send a great note ahead of the visit – “I know you’re meeting with Sharon on Friday – I’m so excited for the two of you to meet, for you to hear about the vision and getting more involved in our impact! I’ll check in with you after”
Follow Up! A call from the Natural Partner (after a check in with the R.M.) can be hugely beneficial. “How did it go? What did you think? What can I do to help?”
These 3 Concentric Circles represent a great way to look at your organization’s TALENT and how it might be most effectively used.
The Blue-Red-Green Team is a great visual that helps with roles and responsibilities within the Sales Process.
Use your ‘Blue’ Team to help with predisposition, open doors, and even set up the visit.Blue Team represents best example of ‘3 Degrees of Separation’ (Kevin Bacon/6 Degrees is actually less than 3 moves (2.78) from any other actor).
Note: In many cases, you are only 1 person removed from who you want to see. This is especially true in Ireland and North Dakota.
Blue Team can be engaged before the visit or after the visit.
Note: We don’t do ‘peer-to-peer’ solicitation which is just ‘trading dollars’. So, there is always a professional staff person engaged on visit.
Green Team is always the R.M. (Relationship Manager). No exceptions to this.
Red Team can help with visits, especially with phone follow-up and call backs.
This visual provided a real eureka moment for a College Sales Team: Deans can help get the visit, but the Deans don’t have to be on every visit. And they (as the Green Team) don’t have to set up every visit themselves.
Note: This framework works for a Business Sales Team as well. Share it with your Board as a nugget they might find helpful.
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 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).