1. Nancy Frede 508/380-3737 copyrighted 10/15/08 1

2. 2 How to Market and sell in a challenging economy? Presented by Nancy FredeFrede Enterprises LLC email: nfrede@aol.com 508/380-3737 fax: 501/665-8447 www.nonduesrevenue.com www.boothcamp.com

3. Nancy Frede 508/380-3737 copyrighted 10/15/08 3 G etting the MAXIMUM return with dollars on your programs There’s no where to go but UP! Going Up In A Down Economy!

4. Nancy Frede 508/380-3737 copyrighted 10/15/08 4 Pressing the Right Buttons! Choose sponsors to match your programs for your organization

5. Nancy Frede 508/380-3737 copyrighted 10/15/08 5 Learn how to create and sell opportunities to generate more dollars from ……  corporate partnerships  Your suppliers  In-kind donations  Your programs  your website and social networks

6. Nancy Frede 508/380-3737 copyrighted 10/15/08 6 Learn how to create and sell opportunities to generate more dollars from ……  E-commerce  Job fairs  virtual trade shows  communications products  consumer related products  as well as special events/meeting for your organization

7. Nancy Frede 508/380-3737 copyrighted 10/15/08 7 You’ll learn how to identify partners how to choose the right mix for your sponsor You’ll walk away able to identify the elements that make your organization attractive to sponsors; be aware of items that you can provide to a sponsor to increase their visibility

8. Nancy Frede 508/380-3737 copyrighted 10/15/08 8 Sponsorship Opportunity$ $ Web Site $ Transportation $ Programs/$ Events $ Trade Show-virtual $ Web Site $ Golf Tournament $ Consumer Products $ Communication Tools

9. Nancy Frede 508/380-3737 copyrighted 10/15/08 9 Why do companies want to take part in your organization? • Sales Leads • They have product • New product introduction • Publicity on a product or project • Branding- supporting your event/organization

10. Nancy Frede 508/380-3737 copyrighted 10/15/08 10 Why do companies want to take part in your organization? • Build awareness and share-of-mind • Enter new markets • Product demonstrations • Educate customers/prospects • Follow their competition • Shorten sales cycle

11. Nancy Frede 508/380-3737 copyrighted 10/15/08 11 Why do companies want to take part in your organization? They want to sell to your attendee!!

12. Nancy Frede 508/380-3737 copyrighted 10/15/08 12 More reasons your organization is important to potential partners  Sales leads for products  Publicity on a product or project  Branding- supporting your event/organization  Doing good; They want to show they support you.

13. Nancy Frede 508/380-3737 copyrighted 10/15/08 13 Why would a company partner with your organization?  Build awareness and share-of-mind  Enter new markets  Demonstrate products  Educate customers/prospects  Follow their competition  Shorten sales cycle

14. Nancy Frede 508/380-3737 copyrighted 10/15/08 14 Have you considered……. Special events such as: Mini-golf tournament Walk-athon Bike-athon Art show Flea market Online auction Fix up day in the neighborhood (neighbors hire your staff, board, participants to do maintenance projects)

15. Nancy Frede 508/380-3737 copyrighted 10/15/08 15 First, take a look at your organization How often are your events/programs? Who attends? How many? What age? Male/female/disabled, etc. How do you communicate with your attendees? Are some programs/events more well attended than others? What is the content of these those programs/events?

16. Nancy Frede 508/380-3737 copyrighted 10/15/08 16 Now, take a look at the attendee · What is the general profile of your attendee? age Sex areas of interest Areas of participation How do you tell them about your programs? Where do they live/work – geography??

17. Nancy Frede 508/380-3737 copyrighted 10/15/08 17 First, take a look at your events Are you maintaining your attendance at each events – which are doing better? Is your membership of suppliers and sponsors changing?

18. Nancy Frede 508/380-3737 copyrighted 10/15/08 18 Programs, activities & events  Fitness  Children’s  Youth in crisis  Young adults  Adults  Seniors  Challenged  Special events – golf – mini- golf, tournaments, walk- athons, marathons, bike- athons, art shows, flea markets

19. Nancy Frede 508/380-3737 copyrighted 10/15/08 19 Opportunities To Generate $$ Frede Enterprises LLC This presentation provides an overview of areas within your organization to spotlight where more dollars can be generated..  Affinity Programs  Partnering  Corporate Partners  Cross Selling Products and Programs  In Kind donations

20. Nancy Frede 508/380-3737 copyrighted 10/15/08 20  ADD $$ to you from usage and referrals q Add Programs and benefits that you can’t deliver q Create a consumer card for Discounts at health clubs, skating rinks, fitness centers, golf courses, ski areas, restaurants, etc.– you get referral income Examples – bus trips, travel programs, events, ropes facilitators, speakers, Survey providers, prmotional products, Co-operative advertising Affinity Programs Partnering

21. Nancy Frede 508/380-3737 copyrighted 10/15/08 21 Communication -- $$ possibilities Survey what programs do people want or need? Online, in your newsletter, email or by fax $$$$ opportunity to offer surveys to your members as well.

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25. Nancy Frede 508/380-3737 copyrighted 10/15/08 25 Communication -- $$ possibilities  Mailings -how many?? what is purpose?  Tax bills – can you se that to thank sponsors and suppliers  Magazines - Newsletters  Email Alerts, Emails, e-Newsletters  Program Confirmations – email/mail/fax  Web site  Onsite Programs  Directory - topics that offer advertising opportunities for area businesses  Messages on hold

26. Nancy Frede 508/380-3737 copyrighted 10/15/08 26 Communicating with your attendees Programs - how often Annual Events - what are they Virtual meeting on web Online trade show Audio and webinars on wellness Topic Resource guide for consumers Social Networks Print, website, e-newsletter

27. Nancy Frede 508/380-3737 copyrighted 10/15/08 27 Communication -- $$ possibilities Cooperative advertising purchase in media - billboards, print, web, TV, radio Resell space to suppliers and sponsors, make more dollars and increase PR about your organization

28. Nancy Frede 508/380-3737 copyrighted 10/15/08 28 Communication - $$ possibilities Consider adding sponsorship options to: E-newsletter/Faxes for news from your organzation (be careful of spam guidelines)  White paper – offer your products to your suppliers/sponsors with just their ad and your message

29. Nancy Frede 508/380-3737 copyrighted 10/15/08 29 Mailings/Emails Before/After Event  Invitations to Event - Booth, etc.  Create postcards for your key sponsors with their logo and yours for them to mail/email for you (they can print from a pdf)  Tickets/Brochures - put sponsors on them - give to sponsors to distribute for you Include sponsor inserts in First Brochure Post Card Deck Coupon Booklet List Rental

30. Nancy Frede 508/380-3737 copyrighted 10/15/08 30 Cross selling products  Group products together according to subject  Cross Sell Your products – member signs up for program on your website - confirm with flyer on related programs by email, mail or fax, maybe include a discount coupon (get that flyer sponsored)

31. Nancy Frede 508/380-3737 copyrighted 10/15/08 31 Ad Specialty Items Conference logo on Badges Lanyards T-shirts Posters Hats Maps CDS, Tapes from the event Sweatshirts T-SHIRTS Coffee mugs

32. Nancy Frede 508/380-3737 copyrighted 10/15/08 32 Cross selling products  Offer ad specialty products with your organization’s name and can be customized with/without your name – order through your web site (affinity program) ad specialty items for members, T- shirts, hats, cups, pens, pencils, customize for members

33. Nancy Frede 508/380-3737 copyrighted 10/15/08 33 Cross selling products  Create program special of month, event, subject area, etc.  Give information to your sponsors to help them co-market with you  Reprints, White Papers, Forms online or hard copy  Member/non town pricing for products - use a password for members

34. Nancy Frede 508/380-3737 copyrighted 10/15/08 34 Website Member/Public  Directory with ads on paper/website  Affordable Advertising for your attendees  Banner/tiles  Sponsors Marketplace  Links to programs with residual income  Marketplace for classified & display ads  Virtual Trade Show  Online registration for events

35. Nancy Frede 508/380-3737 copyrighted 10/15/08 35 Website Member/Public  Career center for jobs, resumes  Newsletter-magazine online - save printing costs  Chat Rooms  Blogs  Threads  Social Networks

36. Nancy Frede 508/380-3737 copyrighted 10/15/08 36 Consumer Related Products Develop products your sponsors can give to their customers With advertising or without Offer on the web Distribute at programs and events

37. Nancy Frede 508/380-3737 copyrighted 10/15/08 37 Sponsorship Opportunity$ $ Programs $ Events $ Trade Show-virtual $ Transportation $ Web Site $ Golf Tournament $ Consumer Products $ Communication Tools

38. Nancy Frede 508/380-3737 copyrighted 10/15/08 38 Now, take a look at your list of previous sponsors  Who are your current sponsors, suppliers?  Where else are they spending dollars with organizations like yours, specifics?  How much in $$?  Create a sponsor task force  Ask what/where else would they like to sponsor or be visible to your members?

39. Nancy Frede 508/380-3737 copyrighted 10/15/08 39 Thinking about creating $$ Programs u What does your attendee want/need in services? uWill the attendee participate in the product/program? uWill the program help increase attendance and branding? uWill you bring in enough revenue to justify the effort and the cost?

40. Nancy Frede 508/380-3737 copyrighted 10/15/08 40 Sponsorship Programs u Establish your budget of what you need u Look at your “real” costs for sponsorships u Look at Labor-Staff time and cost  Plan your Work --- Work Your Plan

41. Nancy Frede 508/380-3737 copyrighted 10/15/08 41 Plan Your Work Work Your Plan

42. Nancy Frede 508/380-3737 copyrighted 10/15/08 42 Please call with questions Nancy Frede Frede Enterprises LLC email: nfrede@aol.com 508/380-3737 www.nonduesrevenue.com www.boothcamp.com