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

2. © BBBSA & The Osborne Group, Inc.2 Step Four Outline The Cycle of a Visit In-house Research Planning a Visit for One of Your “Critical Few”

3. © BBBSA & The Osborne Group, Inc.3 The Cycle of Visit

4. © BBBSA & The Osborne Group, Inc.4 The Cycle of a Stewardship Visit 1) Thank, Frame the Discussion, Discover new information 2) Share Impact of the gift, Discover more information, Probe to clarify 3) Seek and Get Commitment to Next Step

5. © BBBSA & The Osborne Group, Inc.5 The Cycle of A Discovery Visit (when not a past donor) 1) Warm-up, Frame the discussion, Discover new information 2) Probe to clarify, Share the BBBS story Discover more information 3) Seek and Get Commitment to Next Step

6. © BBBSA & The Osborne Group, Inc.6 Maxim Don’t tell your story too soon. You need to ask questions first so that you can shape the story to meet the donor’s interests

7. © BBBSA & The Osborne Group, Inc.7 Warm up and Framing Stewardship is a great way to start any visit and helps you understand donor motivations and interests. For example: “We’d 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. I’m 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?”

8. © BBBSA & The Osborne Group, Inc.8 Review the Agenda… People 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…”

9. © BBBSA & The Osborne Group, Inc.9 Set the Agenda Establish your Need to Question “As I mentioned on the phone, we’d 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…?”

10. © BBBSA & The Osborne Group, Inc.10 Discover and Uncover Ask some of your important questions here Use 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.

11. © BBBSA & The Osborne Group, Inc.11 Demonstrate Your Agency’s Capability While sharing your story, keep in mind that people invest in well- run, fiscally sound organizations. Sprinkle your story with facts and third party endorsements BBBS is well-positioned to deliver this! Be sure you have tapped into national and local resources on your agency’s impact. Also make your story concrete and meaningful by putting a face on it And intersperse your discussion with great strategic questions Step Three contains lots of information about asking strategic questions!

12. © BBBSA & The Osborne Group, Inc.12 Keep the Purpose of Your Visit in Mind Unlock the answers to your donor’s personal puzzle! What can you find out about motivation, values and issues? What might the Right Purpose be? Who might a natural partner be?

13. © BBBSA & The Osborne Group, Inc.13 Seek and Obtain Commitment to a Next Step End every visit with a commitment to a next step: To help you with something else To see you again To an action Thank you and written follow-up are always good manners and practice.

14. © BBBSA & The Osborne Group, Inc.14 In-House Research

15. © BBBSA & The Osborne Group, Inc.15 Go Back to the First Section There we explored “Identifying Your Critical Few” Take 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

16. © BBBSA & The Osborne Group, Inc.16 Document the New Info Make sure you add to your notes whatever you learn from Natural Partners Does your CEO have info; is there a former Big or Board member who could help?

17. © BBBSA & The Osborne Group, Inc.17 Planning A Visit with One of Your “Critical Few”

18. © BBBSA & The Osborne Group, Inc.18 You Have All The Pieces You know how to get an appointment How to ask questions and listen What you need to discover How you will demonstrate IMPACT

19. © BBBSA & The Osborne Group, Inc.19 Before Picking up the Phone Write 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?

20. © BBBSA & The Osborne Group, Inc.20 Ask Yourself; Ask a Natural Partner Purpose: What do I want the donor to think about BBBS, feel about their relationship with BBBS and do next with us? Listener’s perspective Is this someone who may prefer stories or statistics or the names of others who are involved? What’s in it for the listener How do I make this appealing for donor?

21. © BBBSA & The Osborne Group, Inc.21 Ask continued Are there other factors that could play a role in how the donor hears your story Culture, setting Are you a credible message bearer or should someone else be there?

22. © BBBSA & The Osborne Group, Inc.22 It is Now Time to Plan 1.Review your research 2.Fill out your Discovery Visit Planning Worksheet 3.Choose 3-6 Strategic Questions you MUST ask 4.Choose 3 key points you want to make 5.Determine potential next steps

23. © BBBSA & The Osborne Group, Inc.23 Pick Up The Phone or Write a Letter or Email Now you’re ready Do It!!!!

24. © BBBSA & The Osborne Group, Inc.24 Tools & Templates Use the Discovery Visit Planning Worksheet to plot your steps, what you know and what you don’t know. The Visit Preparation Resource will also guide your preparation.

25. © BBBSA & The Osborne Group, Inc.25 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.