Post on 29-Mar-2015
SPORT EVENT WORKSHOP
January 19, 20105:00 – 7:00
Charleston Civic Center
TOPICS FOR DISCUSSION
How to identify potential sponsors
How to package and present
How to service the sponsorship packages
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INTRODUCTIONS
Patricia Bradley Pitrolo
– Fairmont State Univ. Director of Major Gifts
–Williamsburg Development Institute
– 14 Workshops since 2002
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Ways to Increase 4th Quarter Retail Sales Through Marketing Ways to Increase 4th Quarter Retail Sales Through Advertising Building Your 2003 Marketing Plan Training for Customer Service Workshops #1 & 2 Low or No Cost Advertising & Public Relations Tips for Small
Businesses Planning for Christmas Marketing How to Increase Profits Immediately Window Display Workshop Financial Awareness Customer Service - Your Key to Success Increasing Sales & Profits from Existing Customers Low Cost Marketing Strategies for Small Businesses The Opportunities of Change Team Marketing
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HOW TO IDENTIFY POTENTIAL SPONSORS
“To give away money is an easy matter and in any man’s power. But to decide to whom to give it, and how large and when, and for what purpose and how, is neither in every man’s power nor an easy matter.”
Aristotle
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HOW TO IDENTIFY POTENTIAL SPONSORS
People tend to:
– Support people who have their confidence
– Act only under the pressure of deadlines
– Enjoy earned reward and recognition– Bet on the winner– REPEAT PLEASURABLE EXPERIENCES
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HOW TO IDENTIFY POTENTIAL SPONSORS
A strong clue to other’s behavior
– Look At Yourself
–What inspires you?–What makes you take action?–What makes you want to give?
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HOW TO IDENTIFY POTENTIAL SPONSORS
The heart will decide if it wants to give.
The mind will work out the details.
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HOW TO IDENTIFY POTENTIAL SPONSORS
Six-Step Plan
1. Review2. Plan3. Coordinate4. Execute5. Evaluate6. Report & Record
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HOW TO IDENTIFY POTENTIAL SPONSORS
The Process (Review, Plan, Coordinate, Execute, Evaluate, Report & Record)
1. REVIEW: Why are you raising money?
–There is a need to be met.–What is the need?–What does it accomplish?
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HOW TO IDENTIFY POTENTIAL SPONSORS
The Process (Review, Plan, Coordinate, Execute, Evaluate, Report & Record)
2. PLAN: Who will give me money?– Look among businesses, corporations,
agencies, individuals with sympathetic values and interests.
– Look for people who will benefit from your event/project.
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HOW TO IDENTIFY POTENTIAL SPONSORS
The Process (Review, Plan, Coordinate, Execute, Evaluate, Report & Record)
2. PLAN: Make a list of potential prospects.
1. _________________________________2. _________________________________3. _________________________________4. _________________________________5. _________________________________
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HOW TO PACKAGE AND PRESENT
The Process (Review, Plan, Coordinate, Execute, Evaluate, Report &
Record)
2. PLAN: Develop your Sponsorship Packages
- Ask Yourself
How much $ do I need to raise in Sponsorships?
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HOW TO PACKAGE AND PRESENT
The Process (Review, Plan, Coordinate, Execute, Evaluate, Report & Record)
2. PLAN: Develop your Sponsorship Packages
- Look at your list of potential sponsors.
What is the largest sponsorship you can get?What is the smallest?
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HOW TO PACKAGE AND PRESENT
The Process (Review, Plan, Coordinate, Execute, Evaluate, Report &
Record)
2. PLAN: Develop your Sponsorship Packages
- Look at your list of potential sponsors.
Now that you have a sponsorship range,develop steps.
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HOW TO PACKAGE AND PRESENT
The Process (Review, Plan, Coordinate, Execute, Evaluate, Report
& Record)
2. PLAN: Develop your Sponsorship Packages
- Name the Sponsorship steps
Be creativeMatch the names to your event
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HOW TO PACKAGE AND PRESENT
The Process (Review, Plan, Coordinate, Execute, Evaluate,
Report & Record)
2. PLAN: Develop your Sponsorship Packages
- Look at the largest sponsorship and list everything you have to give
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HOW TO PACKAGE AND PRESENT
The Process (Review, Plan, Coordinate, Execute, Evaluate, Report &
Record)
2. PLAN: Develop your Sponsorship Packages
- Look at your potential sponsors for the largest sponsorship package
What would make this sponsorship worth the money?
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HOW TO PACKAGE AND PRESENT
The Process (Review, Plan, Coordinate, Execute, Evaluate, Report & Record)
2. PLAN: Develop your Sponsorship Packages
- Continue this process for every sponsorship step.
Make absolutely sure you can deliver everything you promise!!!
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HOW TO PACKAGE AND PRESENT
The Process (Review, Plan, Coordinate, Execute, Evaluate, Report &
Record)
2. PLAN: Develop your Sponsorship Packages- Package the presentation
Make it attractive Provide all necessary information Include a contract
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HOW TO PACKAGE AND PRESENT
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HOW TO PACKAGE AND PRESENT
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HOW TO PACKAGE AND PRESENT
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HOW TO PACKAGE AND PRESENT
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HOW TO PACKAGE AND PRESENT
The Process (Review, Plan, Coordinate, Execute, Evaluate, Report & Record)
3. COORDINATE:
One person must be responsible for Fundraising!!!
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HOW TO PACKAGE AND PRESENT
The Process (Review, Plan, Coordinate, Execute, Evaluate, Report & Record)
3. COORDINATE:– Look at your prospect list.
What is the right offer? When is the right time to ask? Who should ask? What is your backup plan?
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HOW TO PACKAGE AND PRESENT
The Process (Review, Plan, Coordinate, Execute, Evaluate, Report & Record)
4. EXECUTE: The Ask– Practice your ask– Anticipate responses– WAIT – Let the prospect respond– LISTEN – Only respond as needed– LOOK for positive indicators– PLAN your close– THANK, THANK, THANK
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HOW TO PACKAGE AND PRESENT
Three things to remember:
1. Don’t take “No” personally.
2. Re-establish rapport.
3. Express your thanks, even for a
“no”.
4. “No” means not today for this ask.
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HOW TO SERVICE THE SPONSORSHIP PACKAGES
The Process (Review, Plan, Coordinate, Execute, Evaluate, Report &
Record)
4. EXECUTE: The Sponsorship
Deliver what you
promised!!!
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HOW TO SERVICE THE SPONSORSHIP PACKAGES
The Process (Review, Plan, Coordinate, Execute, Evaluate,
Report & Record)
5. EVALUATE:- What did you do right?- What did you do wrong?- How do you make it better?
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HOW TO SERVICE THE SPONSORSHIP PACKAGES
The Process (Review, Plan, Coordinate, Execute, Evaluate,
Report & Record)
6. REPORT & RECORD:- Follow-up with your sponsors- Keep detailed records
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HOW TO SERVICE THE SPONSORSHIP PACKAGES
Always Remember
People tend to RepeatPleasurable Experiences
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HOW TO SERVICE THE SPONSORSHIP PACKAGES
Thank You for attending our
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SPORT EVENT WORKSHOP