Sport Event Workshop

1. Sport Event Workshop January 19, 2010 5:00 – 7:00 Charleston Civic Center

2. Topics for Discussion • How to identify potential sponsors • How to package and present • How to service the sponsorship packages www.charlestonwv.com

3. Introductions • Patricia Bradley Pitrolo • Fairmont State Univ. Director of Major Gifts • Williamsburg Development Institute • 14 Workshops since 2002 www.charlestonwv.com

4. 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 www.charlestonwv.com

5. 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 www.charlestonwv.com

6. 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 www.charlestonwv.com

7. 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? www.charlestonwv.com

8. How to identify potential sponsors The heart will decide if it wants to give. The mind will work out the details. www.charlestonwv.com

9. How to identify potential sponsors • Six-Step Plan • Review • Plan • Coordinate • Execute • Evaluate • Report & Record www.charlestonwv.com

10. 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? www.charlestonwv.com

11. 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. www.charlestonwv.com

12. How to identify potential sponsors • The Process (Review, Plan, Coordinate, Execute, Evaluate, Report & Record) 2. PLAN: Make a list of potential prospects. • _________________________________ • _________________________________ • _________________________________ • _________________________________ • _________________________________ www.charlestonwv.com

13. How to package and present • The Process (Review, Plan, Coordinate, Execute, Evaluate, Report & Record) • PLAN: Develop your Sponsorship Packages - Ask Yourself How much $ do I need to raise in Sponsorships? www.charlestonwv.com

14. How to package and present • The Process (Review, Plan, Coordinate, Execute, Evaluate, Report & Record) • PLAN: Develop your Sponsorship Packages - Look at your list of potential sponsors. What is the largest sponsorship you can get? What is the smallest? www.charlestonwv.com

15. How to package and present • The Process (Review, Plan, Coordinate, Execute, Evaluate, Report & Record) • PLAN: Develop your Sponsorship Packages - Look at your list of potential sponsors. Now that you have a sponsorship range, develop steps. www.charlestonwv.com

16. How to package and present • The Process (Review, Plan, Coordinate, Execute, Evaluate, Report & Record) • PLAN: Develop your Sponsorship Packages - Name the Sponsorship steps Be creative Match the names to your event www.charlestonwv.com

17. How to package and present • The Process (Review, Plan, Coordinate, Execute, Evaluate, Report & Record) • PLAN: Develop your Sponsorship Packages - Look at the largest sponsorship and list everything you have to give www.charlestonwv.com

18. How to package and present • The Process (Review, Plan, Coordinate, Execute, Evaluate, Report & Record) • PLAN: Develop your Sponsorship Packages - Look at your potential sponsors for the largest sponsorship package What would make this sponsorship worth the money? www.charlestonwv.com

19. How to package and present • The Process (Review, Plan, Coordinate, Execute, Evaluate, Report & Record) • PLAN: Develop your Sponsorship Packages - Continue this process for every sponsorship step. Make absolutely sure you can deliver everything you promise!!! www.charlestonwv.com

20. How to package and present • The Process (Review, Plan, Coordinate, Execute, Evaluate, Report & Record) • PLAN: Develop your Sponsorship Packages - Package the presentation • Make it attractive • Provide all necessary information • Include a contract www.charlestonwv.com

21. How to package and present www.charlestonwv.com

22. How to package and present www.charlestonwv.com

23. How to package and present www.charlestonwv.com

24. How to package and present www.charlestonwv.com

25. How to package and present • The Process (Review, Plan, Coordinate, Execute, Evaluate, Report & Record) 3. COORDINATE: One person must be responsible for Fundraising!!! www.charlestonwv.com

26. 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? www.charlestonwv.com

27. 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 www.charlestonwv.com

28. How to package and present Three things to remember: • Don’t take “No” personally. • Re-establish rapport. • Express your thanks, even for a “no”. • “No” means not today for this ask. www.charlestonwv.com

29. How to service the sponsorship packages • The Process (Review, Plan, Coordinate, Execute, Evaluate, Report & Record) 4. EXECUTE: The Sponsorship Deliver what you promised!!! www.charlestonwv.com

30. How to service the sponsorship packages • The Process (Review, Plan, Coordinate, Execute, Evaluate, Report & Record) • EVALUATE: - What did you do right? - What did you do wrong? - How do you make it better? www.charlestonwv.com

31. How to service the sponsorship packages • The Process (Review, Plan, Coordinate, Execute, Evaluate, Report & Record) • REPORT & RECORD: - Follow-up with your sponsors - Keep detailed records www.charlestonwv.com

32. How to service the sponsorship packages Always Remember People tend to Repeat Pleasurable Experiences www.charlestonwv.com

33. How to service the sponsorship packages Thank You for attending our Sport Event Workshop www.charlestonwv.com