Culture+Networking+Business Development='s $$$

The best sales prospecting strategies don't really seem like prospecting at all. Here's one that combines Culture, Education, Fun, Networking...all at the same time.

Is there a museum or cultural institution in your area that you've supported in the past, or would like to support? Try this...

• Contact the museum and arrange for a docent-guided tour of one of the exhibits. I love going to museums myself, even though I have very little historical background. I am always envious of the groups that participate in the docent-led tours, and sometimes surreptitiously tag along.
• Invite a group of clients and prospects who you think would enjoy to spend an enjoyable few hours with like-minded people. I think that an ideal size group would be 12-15.
• Contact the Development Director of the museum (or the executive director) and give them a 'heads-up' that your group will be visiting. Ask if they would like to pop in at the end of the tour to give their short, fund-raising pitch. You can rest assured that the answer will not be a lackluster "No." Given the cutbacks in non-profit funding over the past few years, you will most likely encounter a very enthusiastic "Yes!"
• If the museum has a cafe, arrange for a lunch/snack following the tour. This will give you additional time to socialize/schmooze/hob-nob. Actually, this would be a good time to have the Development Director make their presentation.
• After your group has dispersed, spend some time with the Development Director. Typically, Development Directors are very plugged in to the charitable-giving donors within a community...most of whom would be great prospects for any advisor. Find ways to connect with the Development Director, and explore how you could work together more closely in the future.
• Stop in the museum shop on the way home, and purchase one of the boxes of blank cards that can be used for thank-yous. Send a handwritten note to all who were involved in the tour, i.e. your clients and prospects, the Development Director, etc.
• Wait a month. Repeat with a different group of clients and prospects.