by Marc A. Pitman | May 16, 2006 | Objections
Wouldn’t it be nice if everyone said “yes” when you asked them for money? But they don’t, do they? Often, they come up with a reason they can’t possibly give at the level you’ve requested. Despite how it feels, objections are...
by Marc A. Pitman | May 10, 2006 | Job Opportunity
I just received this email from a colleague in MA. Does it fit you? From time to time, we advise our friends about the executive searches that Mersky, Jaffe & Associates conducts in the nonprofit sector. I am pleased to share with you a position description for...
by Marc A. Pitman | May 2, 2006 | 3. Ask, Objections
Last issue I said we’d learn to “Live/Love/Like” the person whether they say “yes” or “no.” But asking for money rarely results in a simple “yes” or “no.” Nine times out of ten, people raise objections...
by Marc A. Pitman | Apr 25, 2006 | Samples & Tools
The “$100,000 Guide to E-Mail Solicitation” is now in print! If you really like having a hard copy of this text–which is smart since you get to see the actual emails I write about–and if you aren’t satisfied with the free download from...
by Marc A. Pitman | Apr 18, 2006 | 1. Research, 2. Engage, 3. Ask, 4. Love (Stewardship)
Since last fall, we’ve been working through the basics of asking people for money with the simple four-step formula: R.E.A.L. Research, Engage, Ask, and Love ’em/Like ’em/Live with their decision. So far, we’ve looked at RESEARCH and ENGAGE and...
