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Sponsorship “Sales” – Using sales methods to improve the process of identifying, attracting, and closing sponsors.
March 13 @ 9:00 am - 10:30 am$35 for Members / $55 for Nonmembers
Instructor: Paul Blakeley
The word “sales” conjures up images of used car lots, loud ads, and manipulative salespeople. It doesn’t have to be that way. In nonprofits, we use words like development, donor relations, and fundraising, but on a basic level, it’s all just sales. But sales is not a dirty word, especially not in this context.
This seminar will focus on the role that traditional sales techniques play in an effective sponsorship strategy. It is geared towards nonprofit professionals focused on securing general and event specific sponsorships, but any nonprofit professional responsible for generating additional revenue can benefit. Participants will have the opportunity to improve their skills, abilities, and confidence when approaching sponsors. They will be given tools for securing more and bigger sponsors (closing more sales). Topics like prospecting, relationship building, communication, sales without selling, presentations, closing, and more will be covered.
1. Understanding how “sales” factors in the development and fundraising process
2. Identify best practices for prospecting, qualifying, and approaching potential, current, and past sponsors
3. Defining the sales process for your organization – open to close
4. Crafting the right presentation, pitch, or performance for your audience
5. Implementing the right renewal, retention, and follow up policies and procedures
6. Understanding, identifying, and avoiding common mistakes
Instructor: Paul Blakeley, Director of Special Projects, Better Business Bureau, has had a diverse career with multiple positions across various industries. He holds degrees in management and business administration and is an award winning salesperson and sales manager.
As a sales rep, Paul grew a struggling territory by more than 10 times, earning a coveted Circle of Excellence award.
As a sales manager, he built a highly successful, two state region from the ground up, earning three consecutive Region of the Year awards.
Paul has volunteered with various other local organizations like Mattingly Edge, The WHAS Crusade for Children, The Moth, The KY Science Center, and more over the years. He is currently serving on the board of directors of the Parkinson Support Center of Kentuckiana.