Agenda Leveraging Relationships Identifying Opportunities Overcoming Objections Martha Pheeny Advisor Event Planner, DMV Leveraging Relationships Who Do You Know? When creating your fundraising list, please consider making yourself a
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Who Do You Know? When creating your fundraising list, please consider making yourself a treasure map, like the one you’ll find below.
You never know who may be touched by life-threatening childhood diseases or will contribute simply because you’ve asked:<br>
04
Vendors and Clients
Share how and why you/your company are supporting St. Jude and ask for their commitment
Leverage the business you do together
Leverage what competitors may be doing
Set a goal to reach as a collective group
Find your St. Jude champion and share your passion
Make an introduction to your local ALSAC team – there may be opportunities for that company/individual to become involved in a different way<br>
05
Lizzette Dorado Market Executive Director, NYC Finding the Right Investment
Through Multi-Channel Partnerships<br>
06
So, you are in the meeting with your
potential sponsor! What now? Build rapport
Listen to your audience
What do they like
What are their company’s philanthropic interests and goals
Who have they worked with before
Identify buzz words<br>
07
Now It's Your Turn! Discuss the importance of their investment in our mission
Based on what you heard, what opportunities can be mutually beneficial?
Discuss their timeline for budgeting approvals, communication, etc.
Agree on next steps and action items<br>
08
What does the
perfect partnership
look like in
your area? Committee Member
Advisory Council Client List Pre-approved Social Media post, shares, etc. Volunteering
Employee fundraisers
Payroll Ded. Pre-approved promotion of event or auction Auction Item
Attendee Gifts Walk Opportunity
SJLS Lean on your
ALSAC team
To build out
Your toolbox<br>
09
Case Study FACTS
FACTS
About the company:
Recently rebranded
36 Properties across northeast
7 offices
22 multi-families
7,000 + tenants
260 employees
Interests:
Tenant engagement through in person events
Executive participation
Environmentally responsible
Employee engagement TOOLBELT
Boston, New York and New Jersey
Galas, Golf, Dinners
Walks
Onsite fundraisers
Internal kick offs
Opportunity to customize their benefits at each event YEAR ONE
Boston, New York and New Jersey
3 Galas
3 Walks
Onsite fundraisers
Internal kick offs
Opportunity to customize their benefits at each event YEAR TWO
Boston, New York and New Jersey
Walks
Marathons
Committee Members at several events
Onsite fundraisers
Internal kick offs
Opportunity to customize their benefits at each event
Additional employee engagement ops<br>
10
Amy Weidner National Sales Lead – Southwest Territory Overcoming Objections<br>
11
Examples of Objections Supports local organizations
Too busy/Not a priority
No budget
Indifference<br>
12
Responding to Objections Empathize
Underscore the need
Underscore the need
Pivot to new ideas or solutions
