Fund Development, Just Engage, How To Get a Visit | | Tom Suddes
Everything good in life doesn’t come easy or just happen. Getting a visit takes FOLLOW-UP and PERSEVERANCE.
Here are 3 things that might help you with this.
- Attitude Is Everything
- Whatever It Takes
- Yes or No
1. ATTITUDE IS EVERYTHING.
Getting a visit is all about SFP: Self-Fulfilling Prophecy! If you’re trying to a get an ‘appointment’ with someone you are convinced doesn’t want to see you… that’s exactly what will happen.
The person responsible for getting a visit must go at this with the attitude that the:
- Qualified Prospect wants to be with you.
- Qualified Prospect wants to hear the opportunity.
- Qualified Prospect will be the big winner after the visit.
This ‘attitude’ will come through on the phone.
Special Note on Authenticity: You cannot mess up a contact to set up a visit if you
- “Really important that we meet with you.”
- “Been trying hard to set this up because of urgency, importance, etc.”
- “Sorry we have missed connecting so often, I’m feeling like a stalker.
2. WHATEVER IT TAKES.
I know. Old and cheesy coaching cliché. However, if you take ‘perseverance’ and ‘attitude’ down to the ‘how’… the answer is to do WHATEVER IT TAKES! Call back until they tell you not to call anymore. Stay in contact until you’ve got the visit set up. Call in all of your SUPPORT team. WHATEVER IT TAKES.
3.“YES OR NO?”
We have something we call the ‘RESPONSE TREE’. Usually only 3 answers once you get through on the phone:
- “YES.” Awesome. Get date and time set. Follow-up with a note to confirm. Send
any additional predisposition (#2) material for the actual visit itself.
- “MAYBE.” “What else could I do that might help you decide on getting together? I can meet you anywhere, anytime. Would it help if you spoke with (Natural Partner) to understand more about why they are engaged with us?”
- “NO.” If this is No – No time but still likes your organization… then you could send them a President’s Circle invitation or even a really strong follow-up letter… with a request.
If it’s a No – “No, can’t really see this as a priority, don’t have the financial wherewithal to help”… then you would send a nice ‘thank you’ and MOVE ON!