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For Impact | The Suddes Group

Daily Nuggets: A For Impact Blog

(from the) Bucket to the Bank


While working with the SALES TEAM at Colorado College last week, one of their bright, young superstars, Robb Pike, came up with a great ‘CATCHPHRASE’ for moving from
‘IN PLAY’ to actually getting the AREA OF INTEREST and DOLLAR AMOUNT ON THE TABLE.

He called it ‘DOLLARS IN THE BUCKET’.

[Getting the AREA OF INTEREST is the BUCKET; the DOLLARS reflect a realistic investment amount.]

Then, it was pretty easy for us to move from:

‘DOLLARS IN THE BUCKET’ … to … ‘DOLLARS IN THE BANK’

Here’s my SIMPLE 1, 2, 3 for moving prospects at the top of your MASTER PROSPECT LIST to a COMMITMENT … AT THIS GIVEN MOMENT!

  1. ‘IN PLAY’
    • Take ACTION!
    • PRE-DISPOSE!!
    • Get VISIT Scheduled!
    • Do DISCOVERY (maybe even on the VISIT)
  2. ‘PRESENT THE OPPORTUNITY’
    • Get $$$ in the BUCKET!
    • Get a ‘NUMBER on the TABLE’ … in a SPECIFIC AREA of INTEREST
    • No ‘FUZZINESS’ about WHY you are with them!!!
    • Create SENSE OF URGENCY
  3. ‘COMMITTED’
    • Get the COMMITMENT!
    • $$$ in the BANK!
    • Put it in WRITING! (You to them; them to you.)

As always, JUST ASK!!!