nancy frede 508/380-3737 copyrighted 10/15/08 1. 2 how to market and sell in a challenging economy?...

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

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How to Market and sell in a challenging economy?

Presented by Nancy Frede Frede Enterprises LLC

email: [email protected]

508/380-3737 fax: 501/665-8447

www.nonduesrevenue.com

www.boothcamp.com

nfrede


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Getting the MAXIMUM return with dollarson your programs There’s no where to go but UP!

Going Up

In A Down Economy!


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Pressing the Right Buttons!

Choose sponsors to match your programs for your organization


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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


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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


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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


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Sponsorship Opportunity$

$ Web Site$ Transportation$ Programs/$ Events$ Trade Show-virtual$ Web Site$ Golf Tournament$ Consumer Products$ Communication Tools


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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


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Build awareness and share-of-mind

Enter new markets Product demonstrations Educate

customers/prospects Follow their

competition Shorten sales cycle


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They want to sell to

your attendee!!


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More reasons your organization is important

to potential partners Sales leads for productsPublicity on a product or project Branding- supporting your

event/organizationDoing good; They want to show

they support you.


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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


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Have you considered…….

Special events such as:

Mini-golf tournamentWalk-athonBike-athonArt showFlea marketOnline auctionFix up day in the neighborhood (neighbors hire your staff, board, participants to do maintenance projects)


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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?


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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??


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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?


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Programs, activities & eventsFitnessChildren’s Youth in crisisYoung adultsAdultsSeniorsChallengedSpecial events – golf – mini-

golf, tournaments, walk-athons, marathons, bike-athons, art shows, flea markets


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Opportunities To Generate $$

Frede Enterprises LLC

This presentation provides an overview of areas within your organization to spotlight where more dollars can be generated.

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Affinity Programs Partnering Corporate Partners Cross Selling Products and ProgramsIn Kind donations


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ADD $$ to you from usage and referrals

Add Programs and benefits that you can’t deliver

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 ProgramsPartnering


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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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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


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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


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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


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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


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Mailings/EmailsBefore/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 youInclude sponsor inserts in First Brochure Post Card Deck Coupon Booklet List Rental


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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)


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Ad Specialty Items

Conference logo on

• Badges Lanyards

• T-shirts Posters

• Hats Maps

• CDS, Tapes from the event

• Sweatshirts T-SHIRTS

• Coffee mugs


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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


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Create program special of month, event, subject area, etc.

Give information to your sponsors to help them co-market with you

Reprints, White Papers, Formsonline or hard copy Member/non town pricing for

products - use a password for members


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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


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Website Member/Public Career center for jobs,

resumes Newsletter-magazine online

- save printing costs Chat Rooms Blogs Threads Social Networks


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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


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Sponsorship Opportunity$

$ Programs $ Events$ Trade Show-virtual$ Transportation$ Web Site$ Golf Tournament$ Consumer Products$ Communication Tools


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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?


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Thinking about creating $$ Programs What does your attendee want/need in services?

Will the attendee participate in the product/program?

Will the program help increase attendance and branding?

Will you bring in enough revenue to justify the effort and the cost?


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Sponsorship Programs

Establish your budget of what you need

Look at your “real” costs for sponsorships

Look at Labor-Staff time and cost

Plan your Work ---

Work Your Plan


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Plan Your Work

Work Your Plan


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Please call with questions

Nancy Frede Frede Enterprises LLCemail: [email protected]

508/380-3737

www.nonduesrevenue.com

www.boothcamp.com

nancy frede 508/380-3737 copyrighted 10/15/08 1. 2 how to market and sell in a challenging economy?...

Documents

eventorganization slide

visibility slide

sales cycle slide

communication tools

organization attractive

consumer products

products publicity

programs theres