The prospect has a very strong relationship with the college, and Tom does a triple ask the very first time he meets with her.
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.
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
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!
Nick shares the three universal keys to success for every visit.
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.
Nick presents the visit flow centered around the framework of sharing the story and presenting the opportunity.
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.