Corporate Sponsor Solicitation

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Corporate Sponsor Solicitation

  1. 1. Junior League of San Francisco Fashion Show Committee Sponsor Solicitation
  2. 2. About •Community •Resource Library •Professional Tools •Training •Pre-packaged fundraisers •First-ever Summit for volunteers© 2011 Vivanista Inc.
  3. 3. What You’ll Learn• 12 Steps solicitation process• Create and make a pitch• Budget concerns• Overcoming objections• Solicitation tips
  4. 4. Think Like A Sponsor.© 2011 Vivanista Inc.
  5. 5. Why Do Corporations Sponsor? Give Back To New Customer The Community Cultivation Corporate Giving Employee Client Entertainment Engagement
  6. 6. How It Works.© 2011 Vivanista Inc.
  7. 7. Making Past Sponsors feel like Heroes1. Have you ever felt…2. You helped us achieve this, Mr. Doe.3. You make turnarounds like this possible.4. All of this happens because of organizations like yours.5. You help us keep that hope/dream/vision alive.6. Without you, we could never have achieved so much.7. I think you’ll understand…8. You have the power to change all of that.9. Your gift will change/save a life.10.Thank you.
  8. 8. 12 Steps 5. Research target list of 9. Make benefits-oriented1. Train the Committee sponsors presentation 6. Send personalized letters 2. Set financial goals 10. ‘Ask for the order’ to past sponsors 3. Develop program 7. Send personalized letters 11. Over-deliver what you overview to new prospective sponsors promised 4. Analyze & report 8. Follow-up by phone to set 12. Thank sponsors inaudience demographics up in-person meetings every way possible
  9. 9. How to Find: Past Sponsors Committee Members Other Charitable Events LocalProspective advertisers Chamber of Corporate Commerce / BBB Sponsors Internet: LinkedIn / Facebook
  10. 10. Create A Pitch.© 2011 Vivanista Inc.
  11. 11. Creating the PitchThere are many reasons a corporation is willing to sponsor• Personal relationships• Customer request• Employee involvement• Target Audience demographics• Commitment to cause• Opportunity to entertain clients• Extension of current company marketing• Social media promotion
  12. 12. Why Not? There are many reasons a corporation is NOT willing to sponsorVALID: BETTER PLANNING Budget NEEDED: Does not fit within  Not enough advanced charitable giving charter planning  Not interested  Contact is not a decision maker  Have already committed to other organizations
  13. 13. Budget Considerations• Which category does your fundraiser fit best in? – Community outreach – Foundation – Marketing• Entertainment budget?• Cause Marketing?
  14. 14. Making the Pitch• Hand-outs: – Presentation – Sponsorship Benefits – Audience demographics – Sponsorship Sign-up form• Flow: – Introductions – Thank them for any past sponsorship – Ask them questions to lead them to a Yes – Ask for the Order
  15. 15. Overcoming Objections• Budget: What sponsorship could fit into this year?• Charter: If we could find a correlation, would it work for you?• Planning cycle: If we extended the payment timeframe, would that be feasible?• Interest level: What are the key areas that get you interested in a particular charitable event or campaign?• Not decision maker: Who else within the organization should we meet with?• Previous commitments: If we could help you reach a new audience, could you make room for this fundraiser?
  16. 16. Overcoming Objections• Budget: What sponsorship could fit into this year?• Charter: If we could find a correlation, would it work for you?• Planning cycle: If we extended the payment timeframe, would that be feasible?• Interest level: What are the key areas that get you interested in a particular charitable event or campaign?• Not decision maker: Who else within the organization should we meet with?• Previous commitments: *Is there a donation youd like to make on a personal level?
  17. 17. Solicitation Tips1. You must follow-up, assume they will not2. It’s a numbers game3. A lack of response is not a NO4. A NO is not a rejection5. Executives’ assistants are your ally6. Choose committee members carefully7. Don’t promise anything you cannot deliver
  18. 18. Corporate Sponsorship Solicitation In Summary.© 2011 Vivanista Inc.
  19. 19. Summary• Professional presentation• Homework• Past sponsors• Cultivate compatible sponsors• Don’t give up• Think outside the box• Remember that they will be proud of how they helped the cause!
  20. 20. Resources• Vivanista Resource Library: – Copy of the presentation – Guide to Corporate Sponsor Solicitation• Videos: - Fundraising Events: http://youtu.be/fRZk2vIm8r0 - Fundraising Fundamentals: http://youtu.be/owKj_rzVTsc - Social Media for Fundraising: http://youtu.be/NHxB40oq-iw
  21. 21. Role Playing Exercise© 2011 Vivanista Inc.
  22. 22. Role Playing ExerciseCOMPANY: First Republic Bank• Revenues : $1B Assets• Structure: Headquartered in San Francisco with 50 branches throughout northern California• Fundamental Donation Strategy: Like to give children’s education in local community• Decision Maker: Stefanie Elmo• Title: VP, Private Banking• Role and responsibilities: Coordinate participation in local events to entertain clients• CHARITY: JLSF• EVENT: Fashion Show• SPONSORSHIP PROGRAM• Levels: Platinum-$25,000, Gold- $10,000, Silver- $5,000, Bronze- $1,000• Benefits: 10 tix to dinner, program, social mediaGoal: Become a major event sponsor
  23. 23. Thank you! JLSF Attendees:$49 (must be purchased by October 31st) Go to: http://vivanista-summit.eventbrite.com/ Use code: JuniorLeague© 2011 Vivanista Inc.

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