Raising Money

When you raise money, you need a plan.  If not for you; do it for your clients.

I catch myself doing it a lot.  I get caught up in the chase of selling.  Now more than ever.  I think I have a great program and a great cause.  I have good contacts and something to offer.  It makes me want to call them and accurately explain the benefits.  That's what I do.  I wouldn't say I was ever a great salesman as much as I'd say I think I can find good matches.  There are a two big things here:
-If you don't buy in to what you are selling, it's hard to sell anybody on the idea.
-You don't have to be a great seller if you can find a match between what you have to offer and what a company would like to accomplish and convince them you're right.  That's where it gets tough. 

If I could hire one person in the world, it'd be him.  That's right:  Chuck Woolery.  The Dating Game was the ultimate sales show.  Check it here.  He wasn't the one actually selling anything but he was the conduit.  The matchmaker.  He put the possibilities out front and then let the girl or guy make the
decision that was best for them.  That's the best you can do.  Give them good options and let them control the tempo and the buy. 

But back to the beginning point being that you have to have a plan.  I read a story in Fast Company that the author (can't recall) talked about "purpose" behind the job. 

One of the workers ask the other why they are there.  The first guy looks up and says "the wages."  The next guy says "for my wife and kid" and they continue laying brick upon brick.  The third looks up and says because I'm part of building a great Cathedral."  Now, as the author pointed out normally the third guy gets all the credit for the really impressive and soul-searching answer of working towards some divine greatness.  Not all of us get that opportunity everyday.  But, actually all three of them are right.  Not one of the brick layers says "I like laying bricks." 

Have a plan when you talk to clients, give them good options, and show them the benefits.  When you start seeing really meaningful and successful relationships being built you'll find your clients will start getting better results and you just might like going to work more everyday.