sport event workshop

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


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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



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 Plan1. 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


2. PLAN: Develop your Sponsorship Packages- Ask Yourself

How much $ do I need to raise in Sponsorships?




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?




2. PLAN: Develop your Sponsorship Packages - Look at your list of potential sponsors.

Now that you have a sponsorship range,develop steps.




2. PLAN: Develop your Sponsorship Packages

- Name the Sponsorship stepsBe creative

Match the names to your event





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





- Look at your potential sponsors for the largest sponsorship package

What would make this sponsorship worth the money?




2. PLAN: Develop your Sponsorship Packages - Continue this process for every

sponsorship step. Make absolutely sure you can

deliver everything you promise!!!




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


HOW TO PACKAGE AND PRESENTThree 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


4. EXECUTE: The SponsorshipDeliver

what you promised!!!




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




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



Always RememberPeople tend to Repeat

Pleasurable Experiences



Thank You for attending our


SPORT EVENT WORKSHOP

sport event workshop

Documents

report record plan

potential sponsorsto

potential sponsorspeople

marketing plan training

potential sponsorsthe

list of potential sponsors

list of potential prospects

presentthe process review