Corporate Sponsor Solicitation

Junior League of San FranciscoFashion Show Committee

Sponsor Solicitation

© 2011 Vivanista Inc.

About

•Community •Resource Library

•Professional Tools •Training

•Pre-packaged fundraisers

•First-ever Summit for volunteers  

What You’ll Learn

• 12 Steps solicitation process

• Create and make a pitch

• Budget concerns

• Overcoming objections

• Solicitation tips

© 2011 Vivanista Inc.

Think Like A Sponsor.

Why Do Corporations Sponsor?

Give Back To

The Commu

nity

New CustomerCultivation

Employee

Engagement

Client Entertainment

Corporate Giving

© 2011 Vivanista Inc.

How It Works.

Making Past Sponsors feel like Heroes

1. 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.

12 Steps

1. Train the Committee

2. Set financial goals

3. Develop program overview

4. Analyze & report audience demographics

5. Research target list of sponsors

6. Send personalized letters to past sponsors

7. Send personalized letters to new prospective sponsors

8. Follow-up by phone to set up in-person meetings

9. Make benefits-oriented presentation

10. ‘Ask for the order’

11. Over-deliver what you promised

12. Thank sponsors in every way possible

How to Find:

Prospective Corporate Sponsors

Past Sponsors

Committee Members

Other Charitable Events

Local advertisers

Chamber of Commerce / BBB

Internet: LinkedIn / Facebook

© 2011 Vivanista Inc.

Create A Pitch.

Creating the Pitch

There 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

Why Not?

VALID: Budget Does not fit within

charitable giving charter

BETTER PLANNING NEEDED:

Not enough advanced planning

Not interested Contact is not a decision

maker Have already committed to

other organizations

There are many reasons a corporation is NOT willing to sponsor

Budget Considerations

• Which category does your fundraiser fit best in?– Community outreach – Foundation – Marketing

• Entertainment budget?• Cause Marketing?

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

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?

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 you'd like to make on a personal level?

Solicitation Tips

1. You must follow-up, assume they will not

2. It’s a numbers game

3. A lack of response is not a NO

4. A NO is not a rejection

5. Executives’ assistants are your ally

6. Choose committee members carefully

7. Don’t promise anything you cannot deliver

© 2011 Vivanista Inc.

Corporate Sponsorship Solicitation In Summary.

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!

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

© 2011 Vivanista Inc.

Role Playing Exercise

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 media

Goal: Become a major event sponsor

Thank you!

JLSF Attendees:$49(must be purchased by October 31st)

Go to: http://vivanista-summit.eventbrite.com/Use code: JuniorLeague

© 2011 Vivanista Inc.