Step 3 is a discovery appointment with the potential partner. This is when you take time to understand and learn about them and their family. You will also take time to establish trust with the partner. This will primarily about getting to know them, with a small amount of time for you to share about your ministry.

Anatomy of a Partner Visit

This meeting is reminiscent of a "first date". Your focus is to learn about the other person, while sharing a small amount about you and your ministry.

  1. Start with small talk - 5 minutes

  2. Move into Q&A - 35 minutes

  3. Organizational update - 10 minutes

  4. Closing - 10 minutes

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Getting to know the Partner

Personal Questions

  • Ask about their family

  • Ask about their work

  • Ask about their hobbies

  • Ask about their spiritual journey

  • What do they do for fun?

Discover their Passions​

  • How did they learn about Cru?

  • How did they learn about giving/generosity?

  • Ask about their passions. What else do they give to?

  • Do they give and serve alone? With a spouse or family?

  • What is their main purpose in giving? 

  • What gifts have given the most satisfaction?

  • Is there a gift they have given that they wish they could take back?

  • What concerns do they have regarding their children and grandchildren?

  • What do they want to accomplish through their giving?

 

Tips to keep in mind

  • Don't take a rapid fire approach with these questions. Allow the conversation to flow naturally. 

  • You don't have to and shouldn't ask all of these questions on the first appointment. These are just example questions that will help you get started.

  • Most importantly, actually listen and care about their answers. This is about the relationship first and foremost! 

  • Listen to this podcast to get some good training on how to ask questions that illicit more meaningful responses. It also shares great tips on how to listen better! 

Organizational Update and Closing

Organizational Update

  • Take this time to share about you and your ministry. 

  • You could take this as an opportunity to give them something like the Campus Expansion Plan, Soularium, or Perspective Cards.

Closing

This is where you give a reason to reconnect with a follow-up. 

  • This is the First Ask. While you might have been prepared to jump right into asking them for money, that is not what this cycle is about. Instead, you will be aiming to get the partner more involved with your ministry through their labor, influence, and expertise before finances. 

    • Option 1: Ask permission to move the relationship forward. "Have you ever thought about your relationship with Cru moving forward? What would you like that to look like?" ​

    • Option 2: What would you like to accomplish with your money that would be most meaningful to you? How do you see yourself accomplishing this in partnership with Cru? 

  • End the meeting ensuring you have contact information, making it possible to connect again. Let them know you would love to follow up with them. Ask what the best time to call if that's the preferred mode of contact. Otherwise, preview whichever other form of contact so they know to be expecting it. 

  • Thank them for their time! Make sure they feel appreciated for taking the time to meet with you. 

The Do's and Don'ts of The First Appointment

The Do's

  • Prepare. 

  • Arrive early

  • Pay attention to seating. Try to get a quieter spot.

  • Order something inexpensive. 

  • Turn off your cell phone. 

  • Be interesting.

  • Pay for the meal, unless the partner insists. 

The Dont's

  • Ask for a special order, unless medically necessary. 

  • Ask how everything is prepared. 

  • Order alcohol.

  • Talk about yourself unless asked. 

  • Interrupt.

  • Forget the purpose.

  • Bring out a brochure. 

©2019 Cru. These materials cannot be duplicated in any form without the permission of James W. Dempsey, with the exception of worksheets and forms. None of these materials should be used for profit.