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For Impact | The Suddes Group

Daily Nuggets: A For Impact Blog

Goal of the First Visit

My goal is pretty much the same on every first visit. It’s to get the other person to say, “Wow, this is great, what can I do to help?” Tom embedded this simple goal early on – and it’s stuck.

If you can get the other person to say – in effect – “I’m in!”, then it’s not about cultivation, a series of complicated chess moves or backroom meetings about ‘timing’. It is about answering the question: What can I do to help?

You can get there in two years or twenty minutes. It often comes down to your message or how long it takes you to do discovery and make a connection to your message. To get to this goal means:

    * Clearly communicating the CAUSE.

    * Laying out a tight CASE. (Think of CASE as a solution or address to the CAUSE.)

    * You’ve created ENGAGEMENT. In all likelihood, you’ve listened your tail off to do so.

    * Bonus: Brought a level of PASSION to the first visit.

Funny thing is, while this is my goal and while I and others often ‘close’ on the first visit, I can’t remember anyone saying to me, exactly, “Wow, this is great, what can I do to help?” Sometimes I get to the goal with some dialogue:

    * “My goal today was to share [XYZ IMPACT], to do some discovery and to ask you if this is something you would like to help with. “If not yes, then the answer is often “very interested in learning more”.

    * “Would it be okay to follow-up with a conversation about how you might be able to help?” This is asking for permission to move to the goal.

    * Note: Even if you don’t get a straight up ‘yes’ to the above questions, they create productive dialogue to advance the conversation. For example, yesterday one prospect said to me, “Well, Nick, first I would want to see the program in action.” PERFECT! OF COURSE! But now he’s committing to coming to our place to see the program AND we have a common understanding that we are going to talk about ways to help financially!