This week on From Idea to Done Josh and Erick talk about Fundraise Awesomer, a book written by the local ball of energy, Patrick Kirby. While the book is written with non-profits in mind, those in sales can utilize many of the great tips in it.
J/E: Hey Everyone, I’m Josh and I’m Erick
E: Today’s Idea is workweek organization. We’re going to base this off of our crazy friend Patrick Kirby. He has written a book called Fundraise Awesomer. I know the book is kind of directed to people in the nonprofit sphere. I wanted to review it from the perspective of a sales and marketing person.
J: Patrick is a delightful human being. Even on my most positive and excited moments I run about 20% of his baseline of energy.
E: One thing I have learned over my years in sales is people who are great at nonprofits are really good to associate with. You will learn really applicable things to do for your business. Realistically sales is fundraising. Give or take a really little bit, we are all asking for money. I would buy basically anything from Patrick. That made this book worth a read.
J: Tell me some of the takeaways from the book
E: One of the biggest takeaways is planning. Disgusting planning and routine. As a pretty high energy person myself, I have been saying for the past couple of years now, focus the laser. The book says
Mondays are for planning, Tuesdays are for doing, Wednesdays are for documenting, Thursdays are for celebrating, Fridays are for appreciating
This isn’t 100% of what I have implemented into my week, but I have taken some nuggets and applied them to my week.
J: I think it is good to silo your activity around energy levels. I try not to have sales meetings on Friday’s as i’m pretty low energy. Another book I read called Fanatical Prospecting talks about protecting the golden hours. Basically don’t do email or social media during the time that you should be talking to leads.
E: For my rule I kept Monday’s are for planning. I don’t schedule anything Monday morning anymore. That gives me a chance to come in look at my week, and prep. My Tuesdays and Wednesdays are for doing. Coffee, lunch, networking events, etc. Thursdays and Fridays are for marketing. I implement gratitude, celebrations, into that. I write actual thank you cards and online reviews of area businesses I like. Friday before I leave. I review and document my week then give myself a grade.
J: What was your grade this week?
E: I have gotten C’s both weeks this year, mostly due to not going to the gym, and not getting these episodes recorded.
Organized action, planning, gratitude, celebrations, and tracking are at the stem of the best nonprofits I know, and at the same time the stem of all the best sales people I know.
J: It’s really easy to get busy being busy and not doing something that is most important. By being intentional with your week you have a better shot of getting through all the must do’s for the week.
E: One last little tip from the book I wanted to share was the quote, “You can’t ask anyone for a donation before you know the name of their dog.” This is true for asking for business too.
J:I think in our world we need to know what is important to the partners we are talking to. Some favor price, some just need to make sure they are heard, and others just want a final product and to tell them when you are done. Not a one sized solution thats for sure. So what was your big overall takeaway on the book from you?
E: Salespeople should implement practices used by great nonprofits. If someone is great in that world, they are doing it will less time and money than regular business. Learn from them.
J: Thank you for listening to this episode. If you know a startup that could use our random advice and thoughts have them subscribe and leave a review on iTunes.