“Trying to find that next sponsor: Prospecting is the Key”

NAMCA, 2005 - “Trying to find that next sponsor: Prospecting is the Key” Presented By: John Wilfert, Athletic Director, Odessa Junior College

SPONSOR–REFERRAL-PROGRAM (Your Company Name) places tremendous value on both our relationship with you and those new relationships that we establish because of you. Therefore, we would simply like to say thank you for introducing us to ____________________________. In appreciation of your referral, please check one of the following amenities from the Platinum Level/VIP Level/Premium Level/Club Level compliments of (your company name). EXAMPLE Platinum Level ? Two (2) ACC Tournament Tickets ? Three (3) Night Getaway to the Ritz-Carlton Lodge at Reynolds Plantation (dates subject to room availability) VIP Level ? Two (2) Georgia Tech Football Season Tickets ? One Round of Golf for Four (4) at the Heritage Golf Club Premium Level ? Two (2) Night Getaway to the “W” Hotel Atlanta (dates subject to room availability) ? One (1) $200 Gift Certificate to Anthony’s Restaurant Club Level ? Lunch for Four (4) with Coach Chan Gailey at the Georgia Tech Training Table ? Lunch for Four (4) with Coach Paul Hewitt at One of His Weekly Radio Call-In Shows NAMCA, 2005 - “Trying to find that next sponsor: Prospecting is the Key” Presented By: John Wilfert, Athletic Director, Odessa Junior College

Finding, MAKE Time to Prospect We all struggle with finding time – are we on our schedule or someone else’s schedule? •

If you had to, could you find 30 minutes a day to prospect?

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Schedule prospecting time like a meeting

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DO NOT CANCEL YOUR prospecting meeting

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Have an accountability partner

NAMCA, 2005 - “Trying to find that next sponsor: Prospecting is the Key” Presented By: John Wilfert, Athletic Director, Odessa Junior College

The passionate prospector: The passionate Prospector never stop. They know that there are two times to prospect…when they feel like it… and when they don’t.

The passionate prospector must have a core belief in the power of their product and the positive effect it will have on our clients

The passionate prospector must be strong enough to hear “NO” more often than “Yes” – remember a great baseball player fails 7 out of 10 times at the plate.

The passionate prospector understands that prospecting is what feeds our foundation

NAMCA, 2005 - “Trying to find that next sponsor: Prospecting is the Key” Presented By: John Wilfert, Athletic Director, Odessa Junior College

Call reluctance: •

Not wanting to cold call is a natural reluctance that we all feel

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Over coming call reluctance is like learning to shoot a basketball left handed…at first it is awkward but over time and practice you overcome and it becomes second nature

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Develop positive affirmation mind-sets to start you off or keep you going…It is like pumping yourself up before the game

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Create a routine on your own for your scheduled Prospect Time; I get a starbucks coffee in the morning of scheduled calls

NAMCA, 2005 - “Trying to find that next sponsor: Prospecting is the Key” Presented By: John Wilfert, Athletic Director, Odessa Junior College

Where to find them: •

Develop a Referral Program

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Athletic Department / University vendor list; It is easier to get business from those you are doing business with

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Donor / Alumni list; They already have an emotional stake in the school

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Create a category sheet (see example next page)

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Book of Lists / Business Journals

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State Associations

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State Agencies – i.e. State Police – buckle up program

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Chamber of Commerce events - Networking

NAMCA, 2005 - “Trying to find that next sponsor: Prospecting is the Key” Presented By: John Wilfert, Athletic Director, Odessa Junior College

Where to find them: •

Advertising agencies – get client list

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Your competition

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Book of Lists

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Local ads on Television during college sports and sports in general

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Phone Book Yellow Pages – If they buy an ad they most likely advertise

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Chamber of Commerce publications on companies in area

NAMCA, 2005 - “Trying to find that next sponsor: Prospecting is the Key” Presented By: John Wilfert, Athletic Director, Odessa Junior College

Sponsorship Category

Company

ACCOUNTANTS AGRICULTURAL ANIMAL SUPPLIES SERVICES AIRLINE APPAREL AUTO SERVICES/SUPPLIES Parts Glass Body Repair Towing Tire AUTO MANUFACTURER AUTO DEALER ASSOCIATIONS BANK BEAUTY SALONS BEVERAGES Soda Water Beer BICYCLE CARPET & TILE CAR WASH

Rep

CHILD CARE CLOTHING / RETAIL STORES COMMUNITY GROUPS COMPUTER CONSUMER PRODUCTS CONVENIENCE/GAS COPY CENTERS CREDIT CARDS DRUG STORE ENTERTAINMENT FAST FOOD FINANCIAL SERVICES FITNESS FLOWER STORES FUNERAL HOMES FURNITURE GARBAGE COLLECTION GAS GROCERY STORES HARDWARE HEATING & AIR CONDITIONING HEALTH CLUBS

HEALTHCARE Blood Centers Eye Dental Rehabilitation Physicians Group Orthopaedic Hospital HEALTH INSURANCE HOME BUILDERS HOTEL HOUSEHOLD SERVICES INDUSTRIAL MANUFACTURER INDUSTRIAL RENTAL EQUIPMENT INSURANCE JEWELERS LAW FIRMS LAWNCARE MAIL MALLS MOTORCYCLE MUSIC STORES NEWSPAPER OFFICE EQUIPMENT OFFICE PRODUCTS

PACKAGED FOODS POOLS PRINTING PROMOTIONAL PRODUCTS REAL ESTATE RENTAL CAR RESTAURANT SPORTING GOODS STORES STORAGE TAX SERVICES TELECOMMUNICATIONS Land Line Cellular Internet Phone Book General TELEVISION NETWORK/STATION TRAVEL AGENCY UTILITIES Solar Gas Electric