Nick presents the visit flow centered around the framework of sharing the story and presenting the opportunity.
The flow for your visit is as simple as sharing the story around your impact and presenting the prospect with an opportunity to help.
The first step is the opening – it’s a relationship, not a transaction; people sell to people. Establish an authentic and personal connection with someone – talk about who you are and talk about them. Spend as much time on the opening as it takes to open a comfortable line of communication.
The second step is dialogue – it is not a monologue, it is not a spiel, it is a dynamic conversation based upon asking questions and listening to what the prospect’s answers. Ask powerful but simple questions like What do you know about our organizations? Remember that selling is not telling.
The last step is present the opportunity. If your impact is to save lives, change lives, and impact lives, then present the opportunity for the prospect to help to maximize the relationship. Don’t ask for money; ask for leadership, ask for underwriting, ask for transformation, but remember that it is not about the money.
Related Documents: On Engagement