January 19, :00 – 7:00 Charleston Civic Center

How to identify potential sponsors How to package and present How to service the sponsorship packages

Patricia Bradley Pitrolo – Fairmont State Univ. Director of Major Gifts – Williamsburg Development Institute – 14 Workshops since

Ways to Increase 4 th Quarter Retail Sales Through Marketing Ways to Increase 4 th 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

To give away money is an easy matter and in any mans power. But to decide to whom to give it, and how large and when, and for what purpose and how, is neither in every mans 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 others 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.Review 2.Plan 3.Coordinate 4.Execute 5.Evaluate 6.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?

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.

The Process (Review, Plan, Coordinate, Execute, Evaluate, Report & Record) 2. PLAN: Make a list of potential prospects. 1._________________________________ 2._________________________________ 3._________________________________ 4._________________________________ 5._________________________________

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?

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?

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.

The Process (Review, Plan, Coordinate, Execute, Evaluate, Report & Record) 2. PLAN: Develop your Sponsorship Packages - Name the Sponsorship steps Be creative Match the names to your event

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

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?

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!!!

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

The Process (Review, Plan, Coordinate, Execute, Evaluate, Report & Record) 3. COORDINATE: One person must be responsible for Fundraising!!!

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?

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

Three things to remember: 1.Dont take No personally. 2.Re-establish rapport. 3.Express your thanks, even for a no. 4.No means not today for this ask.

The Process (Review, Plan, Coordinate, Execute, Evaluate, Report & Record) 4. EXECUTE: The Sponsorship Deliver what you promised!!!

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?

The Process (Review, Plan, Coordinate, Execute, Evaluate, Report & Record) 6. REPORT & RECORD: - Follow-up with your sponsors - Keep detailed records

Always Remember People tend to Repeat Pleasurable Experiences

Thank You for attending our