The Visit Story

Perhaps your process to get a visit goes like this:

There IS a story here … But it’s a BAD (VISIT) STORY.

• Development
• 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.

  Nobody.

  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 you’re 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.”