Part two in our series on Selling Local Sponsorships for Nonprofits is identifying prospects for sponsorship. This section will have you going in circles! But I promise you won’t feel like a hamster!
Going in circles is actually a good thing when you see them as rings in a target.
From a prospecting perspective, my target bullseye has always been my current sponsors. These are my closest supporters and excellent prospects for additional sponsorships. But that’s not all. They provide important outreach to new prospects and sponsors.
For example, when I started at my hospital, I had three companies in my bullseye: iParty, Ocean State Job Lots–two longstanding hospital supporters and sponsors–and the numerous businesses we collectively called ”business partners” that sold products and services to my hospital.
When I started the cause marketing/sponsorship program five years ago I began with these relationships. And whenever I created another sponsorship opportunity through the years, I visited this group first.… Keep reading