Deciding the ORDER of your visits is very different from simply starting at the top of your Master Prospect List and working your way down.
‘MO-CO’ – ‘LEAD-CO’ – ‘CO-CO’
Begin like Archimedes on his best day by trying to LEVERAGE your commitments… building on each previous visit and commitment as you move along.
Here’s one way to look at this: ‘MO-CO’s,’ ‘LEAD-CO’s’ and ‘CO-CO’s’:
- MO-CO’s are MOMENTUM COMMITMENTS. These commitments are not necessarily about magnitude or size but rather ‘COMMENSURATE’… ‘SURPRISE’… and ‘STRETCH’.
These are the ‘EARLY ADOPTERS’ who get it, buy in, and provide the MOMENTUM to get going.
In Good To Great, Jim Collins’ world, we would call these ‘FLYWHEEL’ commitments. In order to get a FLYWHEEL moving, it takes a lot of energy at the beginning… but once there is some ‘MOMENTUM’… the wheel flies.
- LEAD-CO’s are about LEADERSHIP COMMITMENTS that literally TRANSFORM the organization or the project or the campaign. These are ‘Top of the Pyramid’, lead gifts that create a sense of “We can do this.” Many times they prove that our best prospects/investors have ‘stepped up’, and now it’s up to the rest of us.
- CO-CO: CONNECTOR COMMITMENTS. Going after some of your most important ‘CONNECTORS’ early on is a terrific strategy to not only get their financial commitment (which may or may not be significant) but also to generate REFERRALS and STRATEGY on getting visits with your best prospects.