Having the visit is not the goal.
Visiting with a potential prospect is not a goal unto itself; it’s the means to an end.
What’s the end? What are your goals? It’s so important to have clearly defined goals – especially if two or more from your organization are going on the visit together. The goal determines what you say.
I just got off the phone with a coaching client. When I asked about the goal the client said, “Well, I guess our goal would be to share the message.”
Again, sharing the message is an activity – not the goal.
In her case, we established three goals for this initial visit. May help you…
- Qualify the prospect. (Financial capacity and interest).
- Have her help to identify the correct players in the city to get on board.
- Get her help in getting to some or all of those identified in number two.
