Preparing for Successful Face-to-Face Visits Michelle L. Janssen, CFRE June, 2015

  • View
    214

  • Download
    0

Embed Size (px)

Text of Preparing for Successful Face-to-Face Visits Michelle L. Janssen, CFRE June, 2015

  • Slide 1
  • Preparing for Successful Face-to-Face Visits Michelle L. Janssen, CFRE June, 2015
  • Slide 2
  • Chance favors the prepared mind Louis Pasteur
  • Slide 3
  • Preparing for Successful Face-to-Face Visits Michelle L. Janssen, CFRE June, 2015
  • Slide 4
  • Slide 5
  • How to set visits. How to prepare for visits. Preparing for successful face-to-face visits--Purpose
  • Slide 6
  • Participants will have a chance to practice skills learned. Participants should feel to ask questions throughout the presentation Preparing for successful face-to-face visits--Process
  • Slide 7
  • Participants will have learned and integrated valuable skills. You will have grown in confidence and competence. Have fun! Preparing for successful face-to-face visits - Payoff
  • Slide 8
  • Will I learn anything that can be really helpful? Can I rely on what is taught? Why change, as I am already successful? Some Questions As We Start
  • Slide 9
  • Why change, as I am already successful? Conscious competence Team Approach Some Questions As We Start
  • Slide 10
  • Setting the Appointment Purpose-Process-Payoff
  • Slide 11
  • Purpose: Why are we meeting? Process: How will we meet? Payoff: What is the benefit for me and you? Purpose-Process-Payoff
  • Slide 12
  • Reduces relationship tension Raises task tension Builds credibility Demonstrates empathy Purpose-Process-Payoff
  • Slide 13
  • Ask for 45-60 minutes of the prospects time. Request the spouses presence at the meeting. Suggest and clarify meeting location and time. Process for the Call
  • Slide 14
  • Thank the prospect for agreeing to visit. Note you hope the prospect will come away with a better understanding of the mission of Lutheran Child and Family Service. Payoff of the Call
  • Slide 15
  • Write your own Purpose-Process-Payoff statement. Find a partner and practice this technique. Lets Practice
  • Slide 16
  • Introduce myself as a representative of LCFS. Get to know you. Provide an update on activities at LCSF. Thank you for your past support. Purpose-Process-Payoff
  • Slide 17
  • Identify self and your organization. Give a one-sentence description of the reason for the call. Purpose for the Call
  • Slide 18
  • Our meeting will take approximately 45 minutes today. Process for the Call
  • Slide 19
  • You will be more fully informed about the various aspects of LCFS; know that your current support is appreciated; and how you can help further the goals the organization. Payoff for the Call
  • Slide 20
  • I will get to know someone who supports the mission of this organization; additionally I will know more fully your interests related to funding opportunities related to LCFS. Purpose-Process-Payoff
  • Slide 21
  • Mention name of co-visitor, if applicable. Have in mind two alternative dates and times if you need to negotiate with the prospect. Repeat the logistical arrangements. Give your phone number as a point of contact. Thank them, and send a hand-written note confirming the visit (if time permits). Appointment Setting Details
  • Slide 22
  • Useful Technique Called Ben Duffy used with permission from Wilson Learning Corporation Preparing for the Visit
  • Slide 23
  • Goal is to place yourself in the position of the person you are visiting and discover their point of view. Ben Duffy Purpose
  • Slide 24
  • Think about the other persons concerns, issues and questions. List them in question form. Develop written responses. Ben Duffy Process
  • Slide 25
  • Who are you? Will I like you and will you like me? Can I trust you? Are you competent to help me? What do you want from me and will I like it? Will you listen to me and understand me? Sample Ben Duffy
  • Slide 26
  • Form groups of three. Select a visit scenario. Brainstorm Ben Duffy questions. Ben Duffy Exercise
  • Slide 27
  • Personal Process Institutional Ben Duffy Clusters
  • Slide 28
  • Who are you? Will I like you and will you like me? Can I trust you? Are you competent to help me? Will you listen to me and understand me? What is in it for you? Ben Duffy Personal Questions
  • Slide 29
  • What do you want from me and will I like it? Can I do what you ask or will I have to say no? Why now? Why so much? Are there other expectations of me? Ben Duffy Process Questions
  • Slide 30
  • How long will this take? How will we spend the time together? Will I like it or will it hurt? What is in it for me? Ben Duffy Process Questions
  • Slide 31
  • What is your mission and do I care? Why support you and not another institution? Will I like and trust the leadership? What is your vision? What is your plan? Will my gift and time be wisely and beneficially used? Ben Duffy Institutional Questions
  • Slide 32
  • Successful Qualification Visits
  • Slide 33
  • Key outcome for any successful visit is movement toward an agreement to return with a specific proposal and funding request. Successful Qualification Visits
  • Slide 34
  • Tips for starting a successful qualification visit: Restate purpose for the visit, including agreed upon time to spend. Make time for casual conversation (builds a sense of commonality and connection). Ask for permission to begin and restate the purpose. Highlight the process and talk about the benefits for having spent this time together Successful Qualification Visits
  • Slide 35
  • Discovery - a technique to use in the qualification visit. Ask for the prospects story about your organization. Look for matches between their story and preferences with the goals of your organization. Ask questions to clarify parts of his/her story. Use a summary statement at the end to move toward a request for a return visit. Successful Qualification Visits
  • Slide 36
  • Discovery exercise. Debbie has asked that you call on Jim Bigg to assess his potential as a possible major gift prospect. Mr. Bigg gave an initial gift two years ago after attending the Colleges golf outing. One of the techniques learned was using a persons Concordia story as a tool to discover more about his/her relationship with the agency. This is a technique you decide to employ. Skill Building for Qualification Visits
  • Slide 37
  • Jims Concordia Story: Received substantial scholarship to attend. Feels grateful for the assistance and care directed toward him as a student. Disengaged but made an initial gift to after attending the golf outing. Skill Building for Qualification Visit
  • Slide 38
  • Jims Concordia Story: Has been impressed with the contact with the staff since making the gift. Has wanted to attend his summer reunion since making the gift but has been occupied with work and travel.
  • Slide 39
  • Discovery Exercise: Jims Concordia Story What are some of the qualities that make Jim Bigg a good prospect? What are some indications that Jim is not close enough to Concordia? Can you think of a question that might help clarify a piece of Jims story for you? Skill Building for Qualification Visit
  • Slide 40
  • Sample Discovery Agreement Statement Jim, thank you for spending this time with me today. I wanted to take the opportunity before we wrapped up to clarify a couple of things I heard you say today. Skill Building for Qualification Visit
  • Slide 41
  • Sample Discovery Agreement Statement First, I learned that your experience at Concordia was a positive one. Is that correct? I think I also heard you say you were grateful to the faculty and staff for their mentorship and support. Did I get that part right? Skill Building for Qualification Visit
  • Slide 42
  • Jim, you know I am a member of the development staff at Concordia. I am charged with helping our alumni more deeply engage with their alma mater, and find meaningful ways to connect and give back. Know I am grateful that I was able to talk with you about your connection to the College today. Skill Building for Qualification Visit
  • Slide 43
  • Sample Discovery Agreement Statement I wonder as a next step if you would allow me to visit with you again, perhaps with your wife concerning ways the two of you could more deeply connect with our educational ministry. Could we make a mutual agreement to set a time to talk about this? Skill Building for Qualification Visit
  • Slide 44
  • Michelle L. Janssen, CFRE Dean for College Advancement Wabash College janssenm@Wabash.edu Questions?
  • Slide 45
  • Thanks for coming!