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Daily Nuggets: A For Impact Blog

Visit with a Foundation


Nick walks through a visit with a foundation and demonstrates how build Leadership Consensus to validate the plan.

Set Up

Nick meets with a local bank foundation that has a long-time, but unmaximized, relationship with Christian Community Action, an organization that started a campaign but fell short of their goal.

Visit
 

Debrief
 

Key Learning Points:

  • Leadership Consensus Building – getting long-time funders on board to validate the plan
  • Ask questions to determine where their priorities lie
  • Get them on board as a champion before the ask, then the ask becomes a natural progression of the relationship
  • Nick used specific language that communicated directly to a bank mindset (strategic partner, emphasis on numbers and plan, ect)
  • Use the tool to draw the prospect into specific parts that they are interested in
  • As a partner, Nick showed that the organization is raising the bar everywhere – that’s why it makes sense for the foundation to raise their bar
  • Sell the plan – let them know that we are a sound investment in the future
  • It’s about making a commitment to having a lasting impact on the community

Follow-Up
 

Key Learning Points:

  • Roadmap: Predisposition, presentation, follow-up
  • Constantly predispose the prospect to the next part of the flow
  • Follow Up with prospects, with your organization, and with yourself
  • Immediate follow-up letter – “here are the key points we talked about, I have captured and confirmed them”
  • Current visit follow-up letter – bullet point format
    • You’ve been one of our best partners, strategic match with our priorities
    • Ending homelessness
    • Strategic partnership
    • Confirm follow-up steps
    • Give a specific time to follow-up
    • Use specific quotes of what they said
  • After action report – how did the message work, what did we learn, what do we need to change? It’s a continual learning process
  • As sales people, keep the ball in your court – control when you are going to get back to them

Visit with a Lapsed Annual Fund Supporter


Tom walks through a visit with a prospect that has previously been engaged with the organization but has been disconnected for a length of time.

Set-Up

The prospect is a wealthy socialite with children who has been previously involved with the organization.

 

Visit
 

Debrief
 

Key Learning Points:

  • 3 ways to help: Champion. Invite. Invest.
  • If someone is not volunteering the information, it is important to be aggressive in drawing out the information with questions
  • Go with the flow!
  • If the prospect stops you with a dollar amount, simply ask – What do you think the right number is? – put a number on a project.
  • If you don’t know what the capacity is, listen and learn – this will influence where you take your ask.
  • Tom didn’t start out asking for a 100k, he started with a specific program that tied back into the impact, which led to the ask.
  • Can you look at a very special project that will have a huge impact that i want to talk more with you about, that will also be $100K
  • It’s not negotiation, it’s a relationship.

Only 15 Minutes To Meet With New Prospect


Nick demonstrates a visit with a prospect when under a 15 minute time constraint.

Visit
 

Debrief
 

Key Learning Points:

  • Establish a personal relationship and connection.
  • Even though there were only 15 minutes, the visit did not feel rushed or pressured.
  • Listen and ask questions! The prospect did most of the talking

A Triple Ask on the Very First Visit


The prospect has a very strong relationship with the college, and Tom does a triple ask the very first time he meets with her.

Set-Up

Tom visits with a high capacity prospect for the first time who has a strong relationship with Ohio Wesleyan University an alumnus. She is a very successful attorney with a generational connection to the school, including a her parents, two sons, and multiple other family members.

 

Visit
 

Debrief
 

Key Learning Points:

  • Err on the side of asking and being aggressive, but be in tune with what the prospect is saying and body language.
  • If the prospect has too many options, it makes it harder for them to choose

The Clueless Close


Nick explains the Clueless Close for when you are unsure of the prospect’s capacity.

Key Learning Points:

If you are unsure of the prospect’s capacity, be very authentic and honest. I don’t know what your personal capacity is, but I know what it will take to support this program. Can you help? If you don’t know where their capacity is, just ask!

The Napkin Close


Tom demonstrates the Napkin Close with a high capacity prospect that is already invested in the organization.

Key Learning Points:

When going after a high number, such as $10M, layout a pyramid funding plan with the prospect in a template such as – 1 @ 2M, 2 @ $1M, 4 @ $500k.

If the prospect is already invested and a champion for your cause, ask the questions, “Would it be possible for you to take the lead on this effort?” or, “Where do you see yourself on this pyramid?”

 

Discovery Close


The Discovery Close can be used when you have not been able to qualify the prospect’s interests or capacity.

Key Learning Points

  • Ask questions and listen!
  • “Where do you see yourself?”
  • “Would you be willing to share with me a little about your grant making process?”
  • “I know you give to so many wonderful projects, could you share a little about your philosophy and priorities?”
  • “I know you have a foundation but I don’t really know much about that, would you be willing to share a little before we talk about the funding plan and how you can help?”

Visit: 3 Keys to Success


Nick shares the three universal keys to success for every visit.

Summary:

There are three universal keys to success on a visit:

  • Listen and Discover – it’s not about you talking, it’s about asking questions and letting them sell themselves. Listening implies them talking, while discovery implies asking questions like What are your priorities right now? or Is it possible for you to do this right now?
  • Share the Story – always go to the highest level in altitude and share your story to get them sold on your impact.
  • Be Authentic – be as transparent as you possibly can be, even go so far as to tell let them how you are nervous or excited to visit with them because it is so important.

Visit Flow – Share the Story and Present the Opportunity


Nick presents the visit flow centered around the framework of sharing the story and presenting the opportunity.

Summary:

The flow for your visit is as simple as sharing the story around your impact and presenting the prospect with an opportunity to help.

The first step is the opening – it’s a relationship, not a transaction; people sell to people. Establish an authentic and personal connection with someone – talk about who you are and talk about them. Spend as much time on the opening as it takes to open a comfortable line of communication.

The second step is dialogue – it is not a monologue, it is not a spiel, it is a dynamic conversation based upon asking questions and listening to what the prospect’s answers. Ask powerful but simple questions like What do you know about our organizations? Remember that selling is not telling.

The last step is present the opportunity. If your impact is to save lives, change lives, and impact lives, then present the opportunity for the prospect to help to maximize the relationship. Don’t ask for money; ask for leadership, ask for underwriting, ask for transformation, but remember that it is not about the money.

Related Documents: On Engagement

Introduction to Visits


Nick introduces how to present the opportunity and have a conversation with someone over the phone or in person during a visit.