“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?
• Schedule prospecting time like a meeting
• DO NOT CANCEL YOUR prospecting meeting
• 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
• 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
• Develop positive affirmation mind-sets to start you off or keep you
going…It is like pumping yourself up before the game
• 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
• Athletic Department / University vendor list; It is easier to get
business from those you are doing business with
• Donor / Alumni list; They already have an emotional stake in the
school
• Create a category sheet (see example next page)
• Book of Lists / Business Journals
• State Associations
• State Agencies – i.e. State Police – buckle up program
• 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
• Your competition
• Book of Lists
• Local ads on Television during college sports and sports in general
• Phone Book Yellow Pages – If they buy an ad they most likely
advertise
• 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 Rep
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
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