by Marc A. Pitman | Jun 13, 2006 | 3. Ask, Objections
We’ve spent the last couple of issues of Extreme Fundraising looking at objections. Before we go further, let’s use what we’ve learned. After reading this, see if you can use it this week. Those of you who’ve been subscribed for any length of time know that I err on...
by Marc A. Pitman | May 30, 2006 | Objections
We’ve spent the last couple issues of EFE looking at objections. If you’re asking at high enough dollar amounts, you know they’re going to come. Objections pop up in just about any walk of life—sales, dating, family… By now you know that...
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 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 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...
by Marc A. Pitman | Apr 4, 2006 | 3. Ask
Last time, I introduced the concept of using props as a crutch during a solicitation. We specifically looked at the power of using a gift grid. One of the most effective props is a simple rendition of the completed project. Get an artist to paint a picture of the...
