Here is a deeper explanation of the power of ‘ALTITUDE’ on a visit/presentation:
- Always go (back) up. Nick Fellers has a really great way to use ‘altitude/elevation’ on the presentation. When training or coaching, Nick makes this very clear: When in doubt… when challenged… when questioned… ALWAYS GO (BACK) UP TO 30,000’! (The Vision…The Message…The Purpose.)
- Get ‘buy-in’ at the highest level. As you make the Case for Support, the prospect/ potential investor needs to understand and acknowledge their acceptance of the ‘blue’ VISION and ‘red’ PRIORITIES. Sometimes this is “You had me at hello.” (Renee to Tom Cruise) Other times, it may take the entire first visit to get them to understand and agree that this is an important cause and case. Regardless, it doesn’t make any sense to talk about the Plan or How They Can Help if they don’t ‘get it’ at the highest level.
- Dissent on the descent. To put this in another way, there can be no ‘dissent’ on the descent! I think of this as kind of the opposite of getting the ‘bends’. If a diver ascends too quickly, they get a case of the ‘bends’. It’s painful and many times life-threatening. During a presentation, the prospect can get the ‘reverse-bends’ if you descend too rapidly. “Hello. Thanks for seeing me. Here’s our campaign Can you give $100,000?”
- ‘Permission to proceed’. We have actually incorporated this specific terminology into the presentation. (It’s actually the words used to complete a ‘transfer’ on a high ropes challenge course!) “It seems like you’re fully engaged with both our Mission and our Message. Would it be okay (permission to proceed) to go deeper and talk about our Strategic Priorities and our Plan to make all this happen???”
- Altitude is not always top-down or hierarchical. You can ‘enter’ at any level. You can focus on any level. You can travel up and down… and even side to side, especially when you’re using an Engagement Tool.
- Learn to draw! The Engagement Tool is meant to be used with markers, colored pens or some writing instrument. You can add visuals such as arrows or circles or words as you use this framework. Write on it! It encourages participation and conversation!
- Ask questions! Again, since this is all about ENGAGEMENT, CONVERSATION and DIALOGUE, the Engagement Tool should allow for multiple ways to ASK QUESTIONS!!!
- 3 GREAT QUESTIONS:
- 1. The ‘Blue’, 30,000’ Question:
“What do you know about… our Organization/our Current Vision/New Goals?”
- 2. The ‘Red, 14,000’ Question:
“Which one of these ‘3 Circles’ (Priorities) is most important to you?”
- 3. The Green, 3’ Question:
“Based on your understanding of the Purpose, Priorities and Plan… would it be okay to talk about how you can help?”
- Transition is important: Always use questions to transition from the levels of dialogue or engagement. E.g.
- “What does your involvement with (Org) mean to you?”
- “Did you have a unique experience at (Org)?”
- “Are you willing to be a ‘CHAMPION’ for (Org)?”
- “We are asking everyone in our family to help in 3 ways. Can we go there?”
- ‘Permission to Proceed’
We also call these ‘transition questions’ – because they TRANSITION within the flow.
- “Would it be okay?”
- “Would it be possible to?”
- “At this time, I’d like to talk specifically about the Funding Plan if that’s okay with you.”
- If there was a poor job of predisposition, you might even be able to get away with: “I know we didn’t come here today to talk about numbers but it certainly seems like we’re in sync about the projects. Would it be okay if I were to share the Funding Plan?”
Asking for permission to proceed allows you to be comfortably assertive.
- Customize it. Put the person’s or company’s name at the top, write in the specific Priorities or Projects to be funded, or whatever.
- Leave it with them. Many Prospects will actually ask if they can keep this ‘visual’ representation. You can leave them ‘their’ copy… with all the handwritten notes… and a clean copy that they can share with others (if needed).
- Fold or front/back. You can fold the Engagement Tool so only the ‘blue’ is showing. Keeps their attention/focus at 30,000’! (Then, I open it to ‘proceed’).*We also have put a (Campus) MAP or ‘drawings/sketches’ of Building Projects on the back.
- Size matters. We (almost) always use this as an 18 x 24 or at least an 11 x 17. Plenty of room to write, draw, etc. Plus, you can stand up, move around and ‘engage’ your way through the Framework.
- Finally, PRACTICE. PRACTICE. PRACTICE. The more you use the Engagement Tool… the better you will be able to control the FLOW of the visit. And, you will figure out what works and what doesn’t.