Do You Have a List of Sponsors?
We get this question a lot. There is no list of sponsors lining up to support golf tournaments. The likelihood of someone, outside of your organization, having a list that would sell sponsorships on your behalf is 0%. Now it’s time to face the facts: Raising the cash will be up to you.
So, how do you find sponsors for your event?
1. Who do you Know? Selling sponsorships is very much tied to personal long-term relationships.
2. Offer a Return on Investment for the Sponsor. Sponsors want to reach their target markets. You are just a conduit – how can you offer value and help sponsors reach their audience?
3. Securing Sponsors is Hard Work. How much time do you spend contacting existing and potential sponsors – and not just 2 -3 months before tournament day? Do you have a breakfast or lunch appointment scheduled with a key decision maker each week, or at the very least on a regular basis?
4. Work those Referrals. Some of your key contacts may not be able to support your golf tournament every year but they may be able to provide you with referrals. Think about your top 2-3 sponsors. Ask them why they support your golf tournament. Think about how they can open doors to new financial support or golfers.
5. Stay Organized. Invest time in keeping your data collection current. This is pretty basic stuff but a lot of golf tournaments do not keep their contact information databases up-to-date. Ask the golf committee to forward information to one central location and have someone maintain the information.
6. Rely on your Committee. Oh yes, the committee. Is everyone pulling their weight or are just two board members picking up all of the slack? While not everyone may have an amazing circle of lucrative connections, there are other ways they can contribute to help secure sponsors. Could they design the sponsor request email? How about maintaining that database?
7. Keep in touch. Review and evaluate your golf tournament sponsors from the previous year. Will these sponsors continue to support the golf tournament? Don’t wait until three months before the tournament to touch base with big or long-term sponsors. Keep in touch with sponsors throughout the year, reinforcing how their financial support benefits the organization.
In short, if you’re looking for sponsors remember this: There is no list. Securing sponsors is about relationships and offering value but getting a sponsor to say “yes” to your tournament is hard work too. Do you push as hard 9 – 12 months before the golf tournament, as you do 2 months before?
No? Then get going!