Developing a Relationship Step Four: Planning and Going on a Visit

Developing a RelationshipStep Four:Planning and Going on a Visit

Copyright BBBS & The Osborne Group, Inc.

Step Four OutlineThe Cycle of a VisitIn-house ResearchPlanning a Visit for One of Your Critical Few


The Cycle of Visit


The Cycle of a Stewardship Visit


The Cycle of A Discovery Visit (when not a past donor)


MaximDont tell your story too soon.You need to ask questions first so that you can shape the story to meet the donors interests


Warm up and FramingStewardship is a great way to start any visit and helps you understand donor motivations and interests.For example:Wed like to thank you again for your past support and personally share with you the impact your giving is having on the people we serve. Im always curious to know what draws our donors to us. Why did you chose to support Big Brothers Big Sisters? What attracted you to the work we do?


Review the AgendaPeople want to know why you are visiting them.Try to get down to business as quickly as possible.Review the three reasons you gave for the visit.For example:I appreciate the opportunity to meet with you. As I explained on the phone, we are seeking your advice on, would like to review some names with you, and hope you can help us with


Set the AgendaEstablish your Need to QuestionAs I mentioned on the phone, wed very much like to get your views on a few things. To set the stage, it would be helpful if I understood a few things. May I ask you about?


Discover and UncoverAsk some of your important questions hereUse your Discovery Visit Planning Worksheet to plan some, and identify others from the flow of conversation.Once you have some information, you can begin to share your story.


Demonstrate Your Agencys CapabilityWhile sharing your story, keep in mind that people invest in well-run, fiscally sound organizations.Sprinkle your story with facts and third party endorsementsBBBS is well-positioned to deliver this!Be sure you have tapped into national and local resources on your agencys impact. Also make your story concrete and meaningful by putting a face on itAnd intersperse your discussion with great strategic questionsStep Three contains lots of information about asking strategic questions!


Keep the Purpose of Your Visit in MindUnlock the answers to your donors personal puzzle!What can you find out about motivation, values and issues?What might the Right Purpose be?Who might a natural partner be?


Seek and Obtain Commitment to a Next StepEnd every visit with a commitment to a next step:To help you with something elseTo see you againTo an action

Thank you and written follow-up are always good manners and practice.


In-House Research


Go Back to the First SectionThere we explored Identifying Your Critical FewTake a few minutes to look at what you have uncovered.Do you know any Natural Partners who could give you additional information?Visit with them and ask GREAT Questions


Document the New InfoMake sure you add to your notes whatever you learn from Natural PartnersDoes your CEO have info; is there a former Big or Board member who could help?


Planning A Visit with One of Your Critical Few


You Have AllThe PiecesYou know how to get an appointmentHow to ask questions and listenWhat you need to discoverHow you will demonstrate IMPACT


Before Picking up the PhoneWrite down the purpose of the visit What do you hope the next steps are with this donor?Yes, you want to uncover the pieces of The Donor Puzzle but what else?It may be another visit, an action, attendance at an event, volunteering, a meeting with your CEO what else?


Ask Yourself;Ask a Natural PartnerPurpose:What do I want the donor to think about BBBS, feel about their relationship with BBBS and do next with us?Listeners perspectiveIs this someone who may prefer stories or statistics or the names of others who are involved? Whats in it for the listenerHow do I make this appealing for donor?


Ask continuedAre there other factors that could play a role in how the donor hears your storyCulture, settingAre you a credible message bearer or should someone else be there?


It is Now Time to PlanReview your researchFill out your Discovery Visit Planning WorksheetChoose 3-6 Strategic Questions you MUST askChoose 3 key points you want to makeDetermine potential next steps


Pick Up The Phoneor Write a Letter or EmailNow youre readyDo It!!!!


Tools & TemplatesUse the Discovery Visit Planning Worksheet to plot your steps, what you know and what you dont know.The Visit Preparation Resource will also guide your preparation.


Copyright

All of the material in Developing Relationships is the copyright protected property of BBBSA and The Osborne Group, Inc. of 701 Westchester Avenue, Suite 205W, White Plains, NY 10604 and can not be used by others, sold or given away without permission.


Documents

Developing a Relationship Step Four: Planning and Going on a Visit