January 19, 2010 5:00 – 7:00 Charleston Civic Center.

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

www.charlestonwv.com

INTRODUCTIONS

Patricia Bradley Pitrolo

– Fairmont State Univ. Director of Major Gifts

–Williamsburg Development Institute

– 14 Workshops since 2002


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


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



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



A strong clue to other’s behavior

– Look At Yourself

–What inspires you?–What makes you take action?–What makes you want to give?



The heart will decide if it wants to give.

The mind will work out the details.



Six-Step Plan

1. Review2. Plan3. Coordinate4. Execute5. Evaluate6. Report & Record



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?




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.




2. PLAN: Make a list of potential prospects.

1. _________________________________2. _________________________________3. _________________________________4. _________________________________5. _________________________________


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?





- Look at your list of potential sponsors.

What is the largest sponsorship you can get?What is the smallest?




Record)


- Look at your list of potential sponsors.

Now that you have a sponsorship range,develop steps.



The Process (Review, Plan, Coordinate, Execute, Evaluate, Report

& Record)


- Name the Sponsorship steps

Be creativeMatch the names to your event



The Process (Review, Plan, Coordinate, Execute, Evaluate,

Report & Record)


- Look at the largest sponsorship and list everything you have to give




Record)


- Look at your potential sponsors for the largest sponsorship package

What would make this sponsorship worth the money?





- Continue this process for every sponsorship step.

Make absolutely sure you can deliver everything you promise!!!




Record)

2. PLAN: Develop your Sponsorship Packages- Package the presentation

Make it attractive Provide all necessary information Include a contract




3. COORDINATE:

One person must be responsible for Fundraising!!!




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?




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



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.


HOW TO SERVICE THE SPONSORSHIP PACKAGES


Record)

4. EXECUTE: The Sponsorship

Deliver what you

promised!!!




Report & Record)

5. EVALUATE:- What did you do right?- What did you do wrong?- How do you make it better?




Report & Record)

6. REPORT & RECORD:- Follow-up with your sponsors- Keep detailed records



Always Remember

People tend to RepeatPleasurable Experiences



Thank You for attending our


SPORT EVENT WORKSHOP

January 19, 2010 5:00 – 7:00 Charleston Civic Center.

Documents

Transcript of January 19, 2010 5:00 – 7:00 Charleston Civic Center.