A few months ago we published a guidebook: How to Get a Visit.
This is a nugget about the story to secure a visit. Really though, it’s a reminder about WHY we are trying to get a visit in the first place. (Hint: it’s not about the money.)
Perhaps your process to get a visit goes like this:[A phone call or email from the ‘development officer’.] “Could we come and see you to talk to you about our annual campaign?”
There IS a story here… But it’s a BAD (VISIT) STORY.
- Annual Campaign
- No ‘WHY’. No ‘IMPACT’.
Here are some thoughts to help you create a GREAT (VISIT) STORY.
- Go back to our core message: Impact Drives Income. WHY are we visiting? WHAT are we trying to do [IMPACT]? WHY do we want this person’s time? Is it to ask for money? Or, is it to help change lives, save lives and impact lives?
- “We are visiting with people to talk about HOW to transform education in our community.”
- “We are engaging key stakeholders in a conversation about the future of health care in our community.”
- “This is a movement; you are part of it. We have light years to go to change [insert cause]. This is an important conversation and we hope to have thousands more like it throughout the country…. “
- “We will be sharing where we’re going and asking for your help.”
- The story you tell yourself is AS important – if not MORE important – than the story voice. You must BELIEVE this is a phone call to change and save lives. If you believe this, your SPIRIT will trump any script. If you don’t believe this, a script will not help.
- Be Assumptive.
Nobody wants to have a visit to talk about money.
And yet, some $300 Billion is given away in the US each year.
Why is this?
Because just about everybody wants to make a difference. Just about everyone wants to help.
Everyone your meeting with (or hoping to meet with) WANTS TO CHANGE THE WORLD! They want to have exhilarating discussions about making a difference. They just don’t want to have a meeting about ‘giving money’. Giving money is a means to an end.
- Don’t make decisions for the prospects! Just a reminder.
- Bonus thought: Part of the STORY is about the PEOPLE on the visit.
This is a great team-selling tip.
YOU are a cool person!
Have a board member or natural partner help to open the door with this story, “You’re going to really enjoy spending 30 minutes with Stephanie. She’s a rock star… one of those people that makes us all want to do more to change the world. Stephanie and her team are amazing social entrepreneurs. “