OGs Note: A Story to Get you Started
The most visits I’ve ever made in one day is 13. Here’s the story…
One day at a meeting with the entire Development Team, he was encouraging (in Jim’s case it was more exhorting and prodding) the five Development Officers to get out and make more visits.
He said he had made 12 visits in one day… and couldn’t understand why we weren’t making more visits.
I was a ‘young pup’ Regional Director of Development. I was also pretty competitive. I decided I was going to try to break Jim’s record. I set up 13 visits in one day in Indianapolis. I asked my two best Champions and Natural Partners to help me set them up. It turned into a ‘game’. I was running around downtown Indianapolis. Never got in a car. Had a number of people meeting me in Bill McGowan’s office. Started with a 7:00 a.m. breakfast and finished with a 7:00 p.m. dinner.
Visits were brief and not very productive. I think I might have raised $50,000 or $75,000 that day. All about QUANTITY over QUALITY
Have learned a lot since then. It’s a ‘BOTH/AND’… QUALITY and QUANTITY… PRODUCTIVITY and ACTIVITY… MAXIMIZING and JUST SHOWING UP.
Our 3X3X3 strategy is a practical and productive approach to this paradox. 3 visits a day… 3 days a week… 3 weeks out of the month. This allows a full-time Major Gift Officer or Development Officer to make 25 to 30 visits a month… and allows quality time for setting up the visit and for follow-up.
Getting a Visit is both an ATTITUDE and a ‘SKILL’ (or even better a ‘SYSTEM’).
With that said, I’ve tried to summarize 40 years in the field (20 of them trying to get ‘appointments’… and the last 20 having much more success getting ‘visits’) in a way that will help you get visits with your best prospects. Following are some nuggets and ideas framed within
PREDISPOSITION PRESENTATION FOLLOW-UP
I hope this helps.