The Perfect Predisposition
The Ask | | Tom Suddes
Short. Sweet. Powerful. Here’s an IDEA that you can use immediately to significantly increase the level of investment from your top prospects. This idea is particularly relevant if you are in a ‘CAMPAIGN’ or trying to involve/engage your top prospects at the leadership gift level.
The absolute best PREDISPOSITION … is to bring your BEST PROSPECTS …
to WHERE YOU DELIVER YOUR SERVICE!!!
This seems so natural and ‘commonsensical’. (That could be a new word.) Yet, to so many people we train and work with … this is a big revelation.
Don’t tell me you can’t get people to come and visit you. I didn’t say it was easy. I said it will significantly increase the magnitude of the commitment! If they’re really and truly a great PROSPECT … then they need to SEE and FEEL and TOUCH what you do.
In essence, it’s simply saying that the ‘HOME COURT ADVANTAGE’ is very powerful.
To me, it’s saying that bringing your prospects/potential investors TO YOU … where you can control the environment, the flow, the tour/agenda … is one hundred times better than their office or home, and 1,000 times better than a restaurant.
IF … “A PICTURE is worth a THOUSAND WORDS.”
THEN … “A LIVE MEMORABLE EXPERIENCE is worth a MILLION words.”
P.S. Just finished a great book by Phil Dusenberry, former chairman of huge marketing and advertising agency, BBDO. His title and his message were:
ONE GREAT INSIGHT IS WORTH ONE THOUSAND GOOD IDEAS.
This particular INSIGHT of bringing people to you/perfect predisposition/live memorable experiences IS worth one thousand good ideas …
IF YOU ACT ON IT!
NOTES FROM THE FIELD:
Nick was up coaching with a terrific FOR IMPACT ORGANIZATION yesterday in northeast Ohio. He brought in a Board member and her husband to SEE what went on, FEEL the IMPACT and MEET the PEOPLE they SERVE. They were WOWED!
Twenty-four hours later the couple called with a LEADERSHIP COMMITMENT to help FUND THE VISION. It would not have happened with a visit at home or office.