In an unscripted scenario, Tom conducts an Ask On the First Visit to demonstrate the flow of the For Impact coaching principles and strategies.
The client is a high-capacity Catholic prospect that is highly involved with his Parish. Other than this, Tom knows very little about the client and his connection with the organization.
Key Learning Points:
- Be intentionally time considerate throughout the visit (i.e., say ‘Thanks for your time today’)
- Sit shoulder-to-shoulder rather than face-to-face – it creates a “team” mentality
- Taking notes is mandatory!
- Ask LOTS of questions and listen to the answer. Get the client involved and engaged by creating questions. (i.e. How many children do you have? Grandchildren?)
- Use the altitude framework, focus on the impact – Purpose, Priorities, Plan
- Let the client go where he wants to go (i.e. Which one of our priorities grabs ahold of you and makes a connection?)
- Roadmap: Predisposition, Presentation, Follow-Up
- Engagement tool: not all of the tool is needed
Key Language and Phrases:
- I wanted to share a couple of things with you
- Let me show you cleanly and simply
- We need more involvement from smart and engaged leaders in the community
- We need handful of founding members to help create momentum with this project
- I think it is important for you to be in this area/we need you in this area. Is that something you could do?
- I know you have the capacity, is it a possibility?
- Wrap up and give a direct action plan for following up