Online Discussion: How to Get the Visit
Hello, everyone! We’ve created this page to facilitate discussion during the course of the teleseminar.
Join the discussion by listening to the mp3 of the teleseminar and by posting your questions and comments below.
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MP3 File
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Thanks,
Nick Fellers
Katie - November 4th, 2008 2:08 pm
To download the roadmap that Nick referenced, click here: http://www.forimpact.org/downloads/roadmap.pdf.
It’s also in your teleseminar notes.
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Sharon - November 4th, 2008 2:11 pm
Nick, could you speak to how to get past (or work with) gatekeepers to get visits with the people who actually are decision makers?
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ksuddes reply on November 4th, 2008 2:16 pm:
@Sharon, Great question. Nick is going to talk about Predisposition Strategies right now.
A ‘Natural Partner’ is a great person to help you predispose your prospect and work with gatekeepers. Communication from a Natural Partner directly to your prospect also allows you a point of reference with gatekeepers.
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Taylor - November 4th, 2008 2:15 pm
These example letters are great, Nick, thanks!!
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ksuddes reply on November 4th, 2008 2:21 pm:
@Taylor, check out the Online Learning Center http://www.forimpact.org/members for more examples of letters, presentation tools, role play videos, etc.
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Rick J. - November 4th, 2008 2:20 pm
I have some prospects (a foundation) in mind, but I don’t currently have a personal contact. How do I establish a relationship/get my foot in the door?
Has anyone else had any success in a similar situation?
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katie - November 4th, 2008 2:34 pm
How do you make sure that the letter gets past the gatekeeper?
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Nick Fellers reply on November 4th, 2008 2:53 pm:
@katie, No way to know for certain. Often times I want the letter to go TO the gatekeeper so that my phone call has context.
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JIM WALKER - November 4th, 2008 2:38 pm
WHEN YOU HAVE A PROSPECT WHO YOU THINK WILL BE DISPOSED BUT YOU NEEDED A NATURAL PARTNER TO HELP GET THE VISIT ….
YOU GET THE VISIT AND LET’S SAY THE PROSPECT IS CAPABLE OF 1/4 TO 1 MILLLION INVESTMENT.
WILL YOU ASK FOR A GIFT OF A SPECIFIC AMOUNT ON THAT FIRST VISIT?
I KNOW IT DEPENDS ON MANY FACTORS, BUT I AM LOOKING FOR A GENERAL RULE OF THUMB. ON A SCALE OF 1-10 LET’S SAY THE VISIT IS A 7 OR 8. DO YOU MAKE THE ASK ON THAT FIRST VISIT?
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ksuddes reply on November 4th, 2008 2:47 pm:
Hi Jim, I love the ALL CAPS!! This is a great question and a great topic – Do you ask on the proverbial “first date”? And the answer is yes!… especially if you are with a qualified prospect who has told you throughout the visit that they LOVE what you’re doing.
Today’s teleseminar is much more about HOW to get the visit, versus what happens during the visit. We have alot more information about the mechanics of the visit on our Online Learning Center or you can join us at an upcoming Training Camp.
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Jack K. - November 4th, 2008 2:40 pm
Hey Rick,
In terms of the foundation question. There are a lot of ways to go about it. If you don’t know anybody who knows some of the foundation staff, look at the foundation’s board. If you still don’t have any contacts, look at their 990 to see groups in your area that they have funded. Out of those groups you might have a few contacts and can approach them about who their main contact is at the foundation (and ask them to provide a little predisposition.
Best of luck.
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Rick J. reply on November 4th, 2008 2:44 pm:
@Jack K.,
Thanks Jack, that give me some different options I hadn’t thought about before (their 990).
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Lisa - November 4th, 2008 2:42 pm
How big do you make your Think Big Committee?
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Nick Fellers reply on November 4th, 2008 2:52 pm:
@Lisa, I am always asking for referrals.
1) Those that fit the ‘ideal profile’http://www.forimpact.org/2008/08/find_and_visit_with_your_best_prospects.php
2) Really BIG Thinkers. I think BIG THINKING is essential to enlist for your CAUSE. It’s the single greatest determinant for the size and scope of your impact. You need big thinkers. We just did the ‘think big committee’ after identifying the people — this particular organization needed that type of thinking because it was absent in the board and leadership.
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JIM WALKER - November 4th, 2008 2:43 pm
wHAT IS THE BEST WAY THAT YOU HAVE FOUND TO ASK SOMEONE FOR THE NAME OF SOMEONE ELSE WHO IF PROPERLY INFORMED OF OUR IMPACT, MIGHT MAKE AN NVESTMENT IN OUR ORG.?
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Nick Fellers reply on November 4th, 2008 2:47 pm:
@JIM WALKER, Jim – go with the ideal profile. Create 7-8 characteristics of your IDEAL PROSPECT and then lay these out… ask this question, “Who are the best three people you can think of that fit this profile?”
The question is about ‘identifying’. Don’t ask:
- “Who do you know that has money?”
- “Who can you introduce me to?”
Ask: “Who fits this profile?” Once you have the names you can create the strategy!
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JIM WALKER reply on November 4th, 2008 2:54 pm:
@Nick Fellers, Nick, is there a sample profile with 5-10 characteristics somewhere on the site?
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Nick Fellers reply on November 4th, 2008 2:58 pm:
@JIM WALKER, Yes – a link included in
http://www.forimpact.org/2008/08/find_and_visit_with_your_best_prospects.php
We also have some exercises to help inside the online learning center http://www.forimpact.org/members
Jeremy Kindy - November 4th, 2008 2:44 pm
Thank you for this wonderful seminar.
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Nick Fellers reply on November 4th, 2008 2:52 pm:
@Jeremy Kindy, Jeremy – thanks for joining us!
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Christopher Palasinski - November 4th, 2008 2:48 pm
Can you provide everyone answers to questions posed by others?
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Vicki - November 4th, 2008 2:56 pm
Thanks, Nick!
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