I just finished listening to Daniel Pink’s To Sell Is Human. If you haven’t read/listened to it, I highly recommend it. In it, he says,
The purpose of a pitch isn’t necessarily to move others immediately to adopt your idea. The purpose is to offer something so compelling that it begins a conversation, brings the other person in as a participant, and eventually arrives at an outcome that appeals to both of you.
I love that. A pitch, rightly thought of, begins a relationship, not a transaction. A transaction is one-time; a relationship is for-ever.
And I think that’s important. It’s important to nonprofits at least. It’s important because it’s what donors want.