sponsors: how to find them & create a win-win · # email subscribers # social followers #...
TRANSCRIPT
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Sponsors: How to Find Them &
Create a Win-Win
@fundraiserchad
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PHILANTHROPIC PIE
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What percentage of the philanthropic pie
is BUSINESS SUPPORT at your
organization?
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Image Credit: imarketsmart.com
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Who is this guy?
And why does he think he knows what he’s
talking about?
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career fundraiser
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But more importantly …
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AGENDA:
1. What Do You Have to Sell?
2. Identifying Potential Sponsors
3. Beginning the Partnership Conversation
4. Structuring Win-Win Long Term
Relationships
5. Q&A
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@fundraiserchad
SLIDES + RESOURCES
productivefundraising.com/resources
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Credit: Sponsorship Collective
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What Do You Have to Sell?
@fundraiserchad
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YEAR ROUND vs ONE NIGHT
CORPORATE PARTNER PROGRAM
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AUDIENCE ACCESS
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AUDIENCE AVATAR
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# event attendees # email subscribers
# social followers # monthly web visitors
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be flexible customization = good
find win-wins
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Identifying Potential Sponsors
@fundraiserchad
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from your database • Current Business Donors
• Current Individual Donors
–Business Owners
–Senior Level Employees
• Employers of Board Members
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from accounting • Current Vendors
–Review a list of payables (sorted largest to smallest) from the last 12 months
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from brainstorming • The Key Players in Your
Community
• Companies that Also Serve Your Beneficiaries / Clients / Patients
• Companies that Want Access to Your Avatar
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Goal = list of 25 to 100 potential sponsors
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“Who do we/you know that knows someone at
______________?”
• Event Committee
• Board
• Full Staff
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media sponsors
in-kind sponsors
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Beginning the Partnership
Conversation
@fundraiserchad
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When?
Who?
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Dear Mr. Donor - I hope all is well and that you’re enjoying these early spring days! My name is Chad Barger and I am the Development Director of the ABC Charity. I am writing to see if I could stop by sometime in the next month or so to provide a brief update on ABC Charity and our upcoming event. It’s an opportunity for me to share our progress, to answer your questions and to get some feedback which is always appreciated. I think 20 minutes would be sufficient – is there a good day on your calendar? What about the 20th at 2pm or the 22nd between 1 and 4pm? Thank you for taking the time to read this request and have a wonderful day. Sincerely, Chad
productivefundraising.com/resources
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“So, as you know I wanted to speak
about ABC Charity today. What do you
know about us?”
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STORY TIME
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your mission your story
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story characteristics
• Compelling story about 1 PERSON, place or thing
• Rich detail (create a vivid picture)
• Brings up a SOLVABLE problem that your organization can fix
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“How does your company like to support
the community?”
“What types of causes do you support?”
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ALIGNMENT?
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“Can I follow up with some information on an upcoming opportunity that may be of interest
to you?”
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Considerations for Virtual Events
@fundraiserchad
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virtual event sponsorships
• Don’t downplay the opportunity / build excitement
• Don’t discount • Use technology to provide even
more value • Make it a part of something bigger
(year round partnership vs. one day sponsorship)
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Structuring Win-Win Long Term
Relationships
@fundraiserchad
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Board member visits & thanks each table
“We couldn’t do the great work we do
without YOU!”
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post-event email
• Sent next weekday after the event
• “Thanks for attending …”
• Event results
• What those funds will be used for
• Link to a video to learn more about that program
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sentence 1 = what you saw / what happened
sentence 2 = the impact of what you saw on you or your organization
sentence 3 = what you appreciate about the
person’s role in what you saw
The 3 Minute / 3 Sentence Thank You Note Formula
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invite them to a free engagement
activity
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the impact letter
(3-6 months post event)
productivefundraising.com/resources
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send them some business
SUPERCONNECTOR
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ANNUAL UPDATE
VISIT
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productivefundraising.com/resources
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productivefundraising.com/resources
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The fortune is in the follow up.
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further learning
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@fundraiserchad
questions
productivefundraising.com/resources