Think about this. Is there any other truer statement? It has so many applications in life, but for today, let’s apply it to our fundraising efforts.
If we cannot identify who we need to engage in our mission, anyone will look appropriate.
If we have an appropriate list to contact but we have no action plan for the number of calls a day, we let other roads get on our map, like reports and internal meetings.
If we have a disciplined timetable for our calls but we do not have a proven communication strategy, we will be stopped by gatekeepers.
If we get through the gatekeepers, but do not have the right words to say on the phone with the prospect, we will not get to that face to face meeting.
If we get to the meeting but do not know how to create a “buying experience”, we will face resistance with every uttered word.
This is not about overthinking or needing to have every answer for every scenario. It is about having a proven direction for the journey that we call the solicitation process.
Start with the end in mind and know what to say when you are in front of the prospect. Then go back to the beginning and get your list of the “who” you need to contact to start the process.
Once you have the beginning and the end, you will take the time to fill in the middle legs of your trip. You will know where you are going.
Of course, with GPS we can learn from experts who have travelled this road before.
Who is your GPS?
Written by John J. Corcoran
