For Impact


The Visit Story

Fund Development, Just Engage, How To Get a Visit | | Tom Suddes

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.

  • 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.


    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.”