How To Speak To Sponsors
Speaking with potential sponsors can be an intimidating experience. You set up a meeting
during their busy schedule so that you can ask something from them, something that they may
not be willing to give you. How to you handle the situation?
How to Contact & Talk to Potential Sponsors
Identify potential sponsors: Look around you, at the local businesses, merchants,
restaurants, etc. Target the smaller ones because they are the easiest to talk to and
decisions can be made easier about donations (not as many people need to be involved).
When you have identified the candidates (say around 10), look up their numbers and
addresses and either call or just visit them. It would be easier on you if you first
focus in one area of town, e.g. a nearby strip mall, etc., so that you can visit many
at one time.
Start with a Script
Having a prepared script to refer to during a "cold call" is essential to
ensuring you will be successful as often as possible. Print it out and have it in front
of you.
"Hi, my name is [YOUR NAME] and I'm calling from the Habitat for Humanity Youth
United group. May I please speak with the manager? It’s about a car wash
fundraiser.” If whoever answered the phone answers that the manager isn't available,
ask when a good time would be to call back when the manager would be available. Write down
the time and thank them for their help. Make sure you then call back at the proposed time.
When you speak to the manager, introduce yourself again and then state your purpose:
“I am calling to ask for your support in our upcoming car wash, on [DATE]. We are
trying to raise $53,000 to build a house in East Windsor for an underprivileged family.
We are relying on local businesses to make our event successful. Your company name will
be printed on the sponsor sheet to be given out at the car wash, and if you have printed
signs, we will display it in a prominent location. This helps advertise your business and
provide you with a source of goodwill in the community.”
After a slight pause, ask: “Can we count on your support?”
If they say no, thank them for their time and leave them your contact information
in case they change their mind by saying: “Here is my phone number. Please call
me if you change your mind. If you don’t mind, I’d like to call you again
in a couple of days to provide more information on our progress.”
If they say yes, then ask for the donation: “How much would you like to
donate? Most of the other donations are around $50, but we appreciate any amount
that you’d feel comfortable with.”
Follow up by setting up a date and time (preferably ASAP because they may forget)
to pick up the cash or check made out to Habitat for Humanity. Remember to ask for
the name and title of the person who made the pledge.
When you go to the sponsor, ask for the person you spoke to on the phone. Introduce yourself
and briefly recap the conversation you had with them over the phone. Bring with
you the official Habitat Youth United sponsor letter, so that they can trust you and
know where the money is going. Ask for the card of the establishment so that you can
place them in the sponsor sheet that will be passed out during the car wash as an
advertisement, and if they have a printed sign to display, ask for them to bring it out front. Bring a couple of flyers with you and ask them if you can post them
up on their windows or bulletin boards. Remember the money! Tell
them that you will notify them of the results of the car wash and remember to thank them for their generous contribution and support.
Carefully record all donations collected, including name of contact, name, address,
and phone number of the store, and the amount of the donation.
Finding more sponsors
Don’t be discouraged if the first few businesses you
call do not give a donation. Keep trying many different places. If you are not having
any success, perhaps you are targeting the wrong kind of merchants/stores, so try a
different field. In addition, like many forms of solicitation or advertising, this
type of activity oftentimes comes down to a numbers game; the more calls you make,
the more donations you'll get.
How this builds leadership skills
This is an excellent activity that anyone can do.
It builds self-confidence and teaches you how to talk to potential sponsors or
people you want or need something from, as well as how to prepare. Although the first few times might be difficult
or awkward, it will get easier with practice.
Want more tips?
Click here for more tips on speaking to potential sponsors.
