- Количество слайдов: 25
Obtaining Local Sponsorships RA 200 -02
WELCOME CLASS OF 2008!
MARKETING YOUR ASSOCIATION • Your own perception of your association will determine if you succeed or fail • Realistically evaluate your association and rodeo
STRENGTHS AND WEAKNESSES • • Organization Size Event Size Attendance Media Ties • • Retail ties Lead Time Years Running Location
PLAN Establish a written plan to turn weaknesses into strengths
STATISTICS • Where does your association rank? • What division? • Division size? • Attendance history • Attendance projections • How many guests attended IGRA rodeos? • Web site activity
VALUE YOUR EVENT • What strengths does your event or association offer sponsors? • Local Radio • Media • Retail • Community Organizations
BUDGET AND PROJECTIONS • • Review previous sponsorships Were they enough? Were any sponsors missed or left out? Set a firm sponsorship goal and budget accordingly • What events and services can you sell?
IMPLEMENT • • • Appoint a Sponsorship Chairman Provide a detailed job description Prepare sponsorship Goals Budget Schedule regular committee meetings Report to the Rodeo Roundtable
IDENTIFYING POTENTIAL PARTNERS • Who sponsors other community events? • What businesses are closely related to rodeo in your area? • What products do rodeo guests use? • Identify your Home base sponsor : who will work with you all year? • In-kind donations
DON’T FORGET BUCKLES! • • • Buckles are a profit center Start selling buckles EARLY Great way to get seed money early on Perfect for first time sponsors Sell Buckles to association members
MATERIALS & SPONSORSHIP PACKAGE • First impressions really DO matter. • No exceptions • No second chances
MATERIALS & SPONSORSHIP PACKAGE • Letter form your President & Rodeo Director • Statistics Summary • Outline program and printed materials • Rodeo Grounds • Host Hotels • Event Schedule • Poster • Partner Price List • Detailed description of benefits by level • Program Advertising information • Vendor Information • Buckle Sponsor information • 501 c 3 – IRS Letter • Program
PRESENTATION • Be professional, do it right the first time. • ENTHUSIASM • Be prepared before the meeting : Identify benefits to fit the sponsors business and needs • Prepare a script or diagram in advance • Don’t rely on mail • Research and call the contact person first
PRESENTATION • Look professional • Remember you are representing your entire membership • When a sponsor shows interest, present several options • Up-Sell! • Negotiate mutually beneficial terms • Focus on benefits to the sponsor • Finalize terms in writing
BUILD A RELATIONSHIP • • • Appoint one person for sponsor compliance. Deliver what you promise Create and monitor a checklist Recognize your sponsors every time you can Inform your membership about sponsors Encourage members to patronize sponsor establishments
BUILD A RELATIONSHIP • Create an exceptional relationship with your beer sponsor • Take Pictures to show your sponsors • Invite Sponsors to pre-rodeo events • Sponsors are VIP’s : Treat them as such • Commitments for growth and future years • What re your wish list items?
AFTER THE RODEO • Thank you, Thank You, Thank you…. • Send letters like your Momma taught you to • Build a sponsorship list BEFORE the rodeo • Meet with sponsors and review compliance • Present your sponsor with a plaque and certificate of appreciation
AFTER THE RODEO • Set yourself up for NEXT year • Plant the seed now, get your sponsors excited for next year by reviewing what you have done for them
REVIEW • Does an organizations perception of itself affect success? • Should you examine your strengths and weaknesses?
REVIEW When should you discuss the association’s needs when you meet with sponsors? Should Buckles be offered to first time sponsors?
REVIEW • When should sponsor agreements be completed? • Should you discuss future events when meeting with sponsors?
REVIEW • List some ways that recognize sponsors and create value. • What are the keys to identifying sponsors?
REVIEW • Should sponsor chairs create a budget to work from?