WF SEM II-1.12 Prospect for Corporate Sponsorships

Objectives:

1.Explain the importance of ongoing prospecting for corporate sponsors.

2. Factors to consider in selecting potential corporate sponsors.

3. Identify techniques for identifying potential corporate sponsors.

4. Procedures for prospecting for corporate sponsors

Determine your audience

Do your homework!› What are current trends at both the

regional and national level?› How many people are involved in your

event?› Go outside your comfort zone!

Set Sponsorship Packages/Levels

Base packages/levels on the benefits to the companies.› Put a price on each benefit you’ll offer and

the prices into the cost of the level.› Be flexible with levels, customizing levels

may be beneficial to your event.› Sell the brand exposure through the

packages

Set Sponsorship Packages/Levels Standard inclusions/items which may be

included in pricing, but not limited to:› Branding inside the event› Press wall branding› Gift bag inclusions› Logos on invites› Signage or banners› Dinner table, hole sponsor, etc› Business Name on/in Program› Ads in newspapers, magazines, online with

sponsor names

Set Sponsorship Packages/Levels Normally set in three tiers:

› Platinum-top› Gold-middle › Silver-bottom

Make Contact

Send emails and call potential sponsors.› Keep your pitch to 20 seconds or less.› Make contact with the public relations or

marketing department at the company.› Always include your event/company bio

and introduce yourself.

Give “Added Value”

How will you broaden potential sponsors “reach” at your event.› Will there be celebrities or other influential

people attending. › They are known as “tastemakers”

Follow Up

Within a week after the event Send a thank you in a post event

package Post Event Package should include all

the facts from your event:› Attendance, media coverage, all the

“tastemakers” that attended, etc› Assurance to your sponsor that their

sponsorship was worth every penny!