The Discovery Visit
Here’s an idea that may help you get out and do more visits. The Discovery Visit is just what it sounds like – A chance to discovery valuable information about a potential investor.
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?
Committing to sales is about a commitment to 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.”
Get out of the office.
Stop doing research. Instead, DO DISCOVERY ON THE VISIT.