* Following are notes and thoughts to help you understand this at the conceptual level… as well as how best to USE the ENGAGEMENT TOOL to produce ‘closes’, ‘commitments’ and ‘cash’.
- It grabs their attention! The SIMPLICITY and VISUAL nature of this ‘piece’ is so totally different than most material being used on Visits (which are not designed for one-on-one Presentations!)… that it commands attention! (Most likely, this will be the first and only actual ‘Presentation’ Tool for your organization.)
- It is all about the ‘REAL ESTATE’. (Location, Location, Location) Using the constraint of limited space, the Engagement Tool tries to capture an organization’s IMPACT POINTS and many of the TALKING POINTS necessary to make a great Presentation and, at the same time, provides for meaningful ‘white space’ to allow for emphasis, additions, or clarifications.
- It actually allows for a ‘TRIPLE ASK’!!!
[As opposed to ‘cultivation’, multiple visits and never getting ‘dollars on the table’, much less ‘in the bank’!]
- It is designed at ALTITUDE. (See here for more.)
30,000′ Why Purpose Blue 14,000′ What Priorities Red 3′ How Plan Green
We have used this ALTITUDE FRAMEWORK as an integral, critical part of our presentation FLOW with hundreds of organizations on thousands of visits. It works.
- Start with, the WHY. Once they’re on board…
- Move to the WHAT. Once they understand …
- It’s on to the HOW. HOW you will execute and HOW they can help.