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For Impact | The Suddes Group

Daily Nuggets: A For Impact Blog

What You Say is Driven by Your Goal

Change say to ask.

You have to know what you want (clearly) as an outcome of the visit to know what questions to ask.

Example goals for a visit:

Goal: To leave [discovery] visit with clear understanding of whether or not this is a fit for prospect.
Q: What are your top giving priorities?

Q: (After outlining project) Is this something you would want to support?

Goal: Clear idea of project’s rating around capacity and relationship.

Assuming we got you to the site and you loved the project, could we have a conversation around a lead commitment ? (Question asked after addressing what a lead commitment would mean)
Goal: Get a commitment from strong relationship (eg. board member)

What do we need to do to help you come to a decision?

My questions are direct (but authentic) and driven by the goal. I will not leave a visit until I have what we need re: the goal. This could be a commitment/decline, interest/not interest or a clear road map for action. One of my goals for every visit is always tied to building and/or maximizing the relationship at that given moment and for the long term.

If you identify the goal of the visit you will ask the right questions.