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2. FRANKSTON. Sail. Learn. Sponsorship. Step 1 - Understand what you have to offer a sponsor. What do you have to offer?. Step 2 – Research your potential sponsors. Create a list of potential sponsors Research each sponsor . Step 3 – Contact the person who can say yes to your

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  1. 2 FRANKSTON Sail Learn Sponsorship

  2. Step 1 - Understand what you have to offer a sponsor • What do you have to offer?

  3. Step 2 – Research your potential sponsors • Create a list of potential sponsors • Research each sponsor

  4. Step 3 – Contact the person who can say yes to your sponsorship proposal • Cold Calling • Aim to develop a rapport with the sponsor – NOT TO SELL THEM YOUR PROPOSAL • 1st – Research the company- Find a contact number • 2nd – call head office and find out the name of who you need to speak to and the receptionist name • 3rd – Request a copy of their sponsership guidelines • 4th – Continue to prepare you sponsership brief before speaking directly to the person in charge.

  5. Step 3 – Contact the person who can say yes to your sponsorship proposal • Lumpy Mail Follow up • Demonstrates your unique marketing skills • Creates a great talking point • Highlights your club when the sponsor is starring at the clever marketing initiative you sent that is now sitting on there desk • Ideas • A hat with your clubs logo with a note – e.g. you’ve partnered with Frankston Yacht Club home to the fastest boats on the bay etc.

  6. Step 3 – Contact the person who can say yes to your sponsorship proposal • Networking • Making direct connections with potential sponsors • Attended local trade shows – hold your own stall • Join up to Linkedin • Attend your communities chamber of Business meetings • Word of Mouth • The Holy Grail of Sponsorship proposals

  7. Step 4 - Develop a trusting relationship with the sponsor • Don't go the hard sell • Listen to what they have to say • Demonstrate you've done the research • Make good use of your established brand to reinforce your professionalism • Provide referrals and testimonials when asked (note: don't burn your bridges) • Prepare marketing material that emphasises benefits and value to the sponsor • Have a history that illustrates you'll be around for the long haul

  8. Step 5 – Establish the sponsor's marketing objectives • Most Sponsorship applications fail at this point • Sponsorship is as much about the sponsor as it is about your club • Take time to establish the sponsors marketing objective and how your unique marketing initiative can help reach these objectives

  9. Step 6 – Ascertain the value to the sponsor • How can meeting our needs help our Sponsors? • E.g. $12,000 investment to purchase new boats allows us to increase our target market by 20%

  10. Step 7 - Key Sections of you Sponsorship Proposal • 1 – Sponsorship Opportunity • 2- Marketing Objectives • 3 – Measure of Success • 4 – Value to the Sponsor • 5 – Unique marketing innitiatives • 6 – Terms and Agreements Keep it Simple Include images of how the sponsors logs will be used

  11. Step 8 – Deliver the proposal and follow up • Ensure the document has been proof read and edited. • Presentation should be clear and easy to read • Include date, version number and names and contact numbers of those involved.

  12. Good Luck

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