Create Goals for Each Move

Because most moves are primarily cultivation, rather than asking for a gift, you may find it difficult to determine a goal for each move, especially during a casual conversation. Try to avoid very general or unrealistic goals. For example, it is unrealistic to expect a very large gift after only two moves. An important goal is to learn how the prospect feels about your organization. This can help you determine how to pursue and carry out your next moves.

When you plan each move, determine the best possible outcome and the minimal acceptable outcome. For example, the best possible outcome might be that the prospect agrees to tour your facility on a specific date. The minimal acceptable outcome might be the prospect agreeing to a tour at a later unspecified date.

Moves Management recommends you do the following before each move:

• Remind yourself of the best possible outcome and the minimal acceptable outcome.

• Review key points you want to cover during the move.

• List a small number of benefits generated by programs/projects that you think will appeal to the prospect.

• Track what you ask the prospect to do, agree to, or act upon. In other words, determine what you want by way of resolution or next step in the process.

• List questions you anticipate the prospect will ask as well as your answers.

Remember to track the goal and the result in eTapestry.