1. Sponsorship

2. What do you have to offer? Step 1 - Understand what you have to offer a sponsor Your Clubs Attributes Unique and marketable look Large social media presence Target Audience Local community groups Young families Mature adults Marketing initiatives Facebook Community newsletters Signage and banners Advertising on boats and sails Outcomes/Values for the sponsor Increased sales Loyal fans and distributers Increased staff moral

3. Create a list of potential sponsors Research each sponsor Step 2 – Research your potential sponsors Sponsors Name Mc Donalds Location Gold Cost QLD Primary and Secondary contact Name:Position:Contact Number:Email:

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

5. 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. Step 3 – Contact the person who can say yes to your sponsorship proposal

6. 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 Step 3 – Contact the person who can say yes to your sponsorship proposal

7. 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 Step 4 - Develop a trusting relationship with the sponsor

8. 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 Step 5 – Establish the sponsor's marketing objectives

9. 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% Step 6 – Ascertain the value to the sponsor

10. 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 Step 7 - Key Sections of you Sponsorship Proposal

11. 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. Step 8 – Deliver the proposal and follow up

12. Good Luck