by Marc A. Pitman | Nov 28, 2006 | 3. Ask, Book Review
I don’t talk much about the use of the telephone. I guess I’ve been scarred by too many phonathons. But the phone is an incredibly important tool in the R.E.A.L. process of asking for money. Especially in getting a solicitation visit. In his terrific book...
by Marc A. Pitman | Nov 14, 2006 | 1. Research, 2. Engage, 3. Ask, 4. Love (Stewardship), Book Review
Here in the US, we’re about a week away from Thanksgiving. Have you mentally checked out of work or are you preparing for the biggest time of giving in the calendar year? Before you put your work on hold, consider implementing this tip from Jeffrey Fox’s...
by Marc A. Pitman | Oct 31, 2006 | 3. Ask, Question Marc?
I’ve long been an advocate of PYITS: put yourself in their shoes. (I’ve blogged about it here, here, here, and here.) But during the Q & A portion of my “Taking the Fear Out of Face to Face Solicitation” seminar last week at...
by Marc A. Pitman | Oct 17, 2006 | 2. Engage, 3. Ask, Book Review
It’s easy to “keep score” in our field. We can track dollars raised, new donors acquired, donors retained, etc. But all of these are sort of rearview mirror, views of how you did in the past. Have you ever wondered where the windshield is? In Jeffrey...
by Marc A. Pitman | Oct 3, 2006 | 3. Ask, Book Review
No, I’m not going to talk about how much donor relations is like baby sitting–despite how similar they may feel at times! *grin*Â In reading Jeffrey Fox’s How To Become a Rainmaker, he devotes a short chapter to advice given to a babysitter. I found...
by Marc A. Pitman | Sep 19, 2006 | 3. Ask, Book Review, Objections
Another great tidbit in Jeffrey Fox’s “How to Become a Rainmaker”: The Rainmaker always turns a customer objection into a mutual–customer/Rainmaker–objective. Let’s say a donor says, “Gee, I’d love to make a $25,000 gift...
