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Daily Nuggets: A For Impact Blog

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.

10 Action Steps to Help You Engage in 2016


*Warning: It’s pretty easy to run down this list and blow off a number of these with a “We’ve already got this/done this” attitude. I encourage you to take a look at the resources we’ve provided below and create an Action Plan for 2016.

Here are 10 Action Steps, to help you ENGAGE:

1x 10x 50x


If a Qualified Prospect is giving you $50 (let’s call this ‘1x’) in response to a mail campaign, any sort of an event or even ‘totally unsolicited’ then he or she would likely give 10x in response to a one-on-one, personal visit. And 50x if the visit includes a dialogue around the funding plan and an ask.

This is not scientific, but far from arbitrary, as way of thinking about:

  • The potential of your existing relationships (if we visit!), and,
  • Why we need to be doing more visits!

We often hear “we need more prospects” but often find that existing relationships are not being maximized and in some cases, not even being spoken to! Think about this:

  • 1x is clearly emotional. I’ve seen a lot of people cry at events, but the giving is still impersonal and ‘charitable’ in nature.
  • Sitting with someone one-one-one (or 2-1) allows you to listen and respond. It makes the ask personal and seems to trigger another level of discernment in giving – increasing a commitment to an organization ten fold (10x).
  • To get the big, big gifts (50x) we need to walk our Qualified Prospects through a funding plan and have a dialogue around the ask. These conversations are much more strategic.

I often share a story of a school that threw a large gala where they asked everyone to “prayerfully consider giving at a level that was significant.” The school was frustrated – They had a $1M prospect giving $10K and $100K prospects giving $2K.

As much as the prospects liked the school they had no context for how much money to consider. They had no way of guessing that $1M might be the linchpin for the campaign and there was no discussion that gave the committed families and supporters a framework to think bigger.

To put it simply, in this case and many others, you need to tell them what to pray for!

This school went back to each supporter with a complete funding plan. The $1M dollar ask, for example, was a discussion around WHY they needed $1M and what it would enable the school to do (students/faculty/campus, leverage, leadership, timing, etc). The prospects had context in which to consider the ask and many of them increased their gifts by five times and some by 20 or 30 times!

I’ve met with billionaires and many, many millionaires. Trust me, nobody has disposable income. Nobody is going to guess that a $1Million will help. $10K or $50K is a lot to anyone! It’s not until we show up that we can get 10X. It’s not until we dialogue about 50X that we can get 50X. (Read more about The Bystander Effect and Philanthropy here.)

In closing, consider asking yourself a few questions: Is it easier for you to visit with every current funder and ASK (10X) or to get ten new prospects to give? From there, is it easier to get your best prospects to 50X or to get 5-10 more visits?

Commit to Sales


If you’ve ever been heard me speak, you’ve heard me say:

You’re in Sales, get over it.

I’ve made a commitment to help more organizations and development professional embrace SALES.

In ALL of our work with clients, speaking, training, etc. this part of our message is always the same:

NOTHING HAPPENS UNLESS YOU’RE OUT SELLING – YOUR VISION. YOUR IMPACT. YOUR MESSAGE. YOUR IDEAS. YOUR RETURN ON INVESTMENT.

We have worked with some really impactful organizations that, like many of you, came late to the idea that:

“God gives every bird food. He just doesn’t throw it into the nest!”

All of you are deeply committed to your CAUSE and your ORGANIZATION.

Yet, none of you have been ‘TRAINED IN SALES!’

(You’re not alone. Even the Nation’s business schools provide no SALES TRAINING. Yet, in this ‘FOR PROFIT WORLD,’ SALES drives [almost] every company. Without it, all products and services remain ‘on the shelf.’)

I’ve spent my whole adult life in SALES, much of it selling ‘INTANGIBLES’ (large gifts/commitments for great causes and cases).

We are often with some amazing people who are changing the world, but don’t like the idea of “sales.” Nick quotes a great line from an author named Bob Burg that works really, really well for these people.

Burg says, “Selling – at its core – is not a business transaction. It is first and foremost the forging of a human connection.

We are out ‘PRACTICING’ forging human connections every day.

Here are three really big things that may help you on your next VISIT/’SALES CALL:’

  • DISCOVERY
  • SHARE THE STORY PRESENT THE OPPORTUNITY
  • AUTHENTICITY

ACTION:

  • Write this on a little card.
  • Look at this every time you go to visit/meet with a Qualified Prospect or Potential Investor.

1. DISCOVERY.

Where’s the best place to find out ANYTHING you want to know about your INVESTOR/PROSPECT??? FROM THEM! Remember: SELLING IS NOT TELLING! ASK QUESTIONS. More importantly, LISTEN TO ANSWERS!

Here are three great questions to help you with your DISCOVERY.

  • WHY are you engaged/involved with us?
  • Which of these three things (buckets) is most important to you?
  • Can you help us Fund this Vision?

2. SHARE THE STORY ➡ PRESENT THE OPPORTUNITY.

SHARE THE STORY is exactly that. SHARE. THE. STORY. Everybody in the organization can share THEIR ‘story.’ You must also be able to capture the ‘STORY’ of your organization, your cause or your vision.

Then, PRESENT THE OPPORTUNITY. This is NOT about ASKING PEOPLE FOR MONEY!!!

  • It’s about PRESENTING THE OPPORTUNITY for them to make an IMPACT!
  • To move from SUCCESS TO SIGNIFICANCE!
  • To SAVE LIVES. To CHANGE LIVES. To CHANGE THE WORLD!

Special Note: Ask your Board Members or Volunteer Leaders whether they’d rather go out and ‘ASK THEIR FRIENDS FOR MONEY’ …or SHARE THE STORY and PRESENT THE OPPORTUNITY.

3. AUTHENTICITY.

First, this is about being YOURSELF! If you just started with the organization, say so; and then explain why you made that decision. If you spent 10 or 15 years working with your organization, explain WHY you devoted that kind of commitment to this cause. Additionally, AUTHENTICITY is about total candor. Sometimes even BRUTAL HONESTY. (“You’re one of our top investors. You helped us build this plan and we know you want to see it succeed. Can you take the LEAD?”) A great line that is about as AUTHENTIC as you can get. “I have one goal with you today: to have your jaw drop at the unbelievable impact that this organization is having on children. That’s it.”

For those of you out VISITING and PRESENTING … I hope you can use these simple but powerful reminders.

For the rest of you …

Get out of the office. (GO PRESENT OPPORTUNITIES.)

Stop doing research. (DO DISCOVERY … ON THE VISIT.)

Stop doing proposals and grant writing. (GO SHARE THE STORY AND PRESENT THE OPPORTUNITY.)

No More ‘Asking for Money’


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.)

This, by the way, is a rhetorical question. You already know the answer.

The Presentation Framework


The are three key components to a great presentation: Engagement, Discovery and Authenticity.

1. ENGAGEMENT

The ‘green’ ENGAGEMENT word is there to remind all of us that our goal on the visit is to get people ENGAGED – in a dialogue, about them, about you, and about the opportunity you both have to save, change, and impact lives.

2. DISCOVERY

Asking questions is the best way to do DISCOVERY. It is the best way to create ENGAGEMENT and an absolutely marvelous way to be able to PRESENT THE OPPORTUNITY!

Here are 3 quick tips on how to be a great listener:

  • Focus. Actually sit up, and engage with your eyes and ears as you focus on exactly what the prospect is saying.
  • Get people to tell their story. This is even better than you sharing the story about impact. Let them tell you why they find meaning in your impact or organization. Nothing you say can trump their ‘WHY.’
  • Take notes. In my mind, this is a great way to show respect, show that you’re listening, and show that you care. The best thing about notes for me is that it helps me focus on listening, and then when the prospect is finished I can refer back to the notes and quotes.

    *It’s also a great way to capture as much of the visit as you can for the Memo for the Record, which, of course, you are going to complete as soon after the call as possible.

For even more, read the article 8 More Steps to Positive Listening Skills!

Then… ASK… LISTEN… ASK… LISTEN.

3. AUTHENTICITY

We like to tell our Boot Camp attendees, “If you’re authentic, you can’t screw it (the visit, the conversation, the ask) up!”

AUTHENTICITY means being REAL. HONEST. CANDID.

Simply put, it’s being SINCERE!

The people you’re with know right away whether you’re ‘selling snake oil’ or SINCERELY PRESENTING AN OPPORTUNITY that has VALUE to both the GIVER and the RECEIVER!

I read 30 years ago (in Denis Waitley’s Seeds of Greatness) that the word SINCERE means “without wax” (in Latin, sine = without, cera = wax). Ancient sculptors would ‘fix’ any flaws or mistakes that they made in the marble by filling in the mistake with wax.

You can only be you. So go without the wax!

Share the Story… Present the Opportunity


This has become one of our most powerful ‘sales’ training tools and prep for big visits/asks.
 

You can either…

 

Spiel/babble incoherently

OR

Share the Story

Ask for Money

OR

Present the Opportunity

 
(Temporarily) tattoo this on the back of your hand on your next Visit/Ask!