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Nancy Frede 508/380-3737 copyrighted 10/15/08
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Nancy Frede 508/380-3737 copyrighted 10/15/08
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How to Market and sell in a challenging economy?
Presented by Nancy Frede Frede Enterprises LLC
email: nfrede@aol.com
508/380-3737 fax: 501/665-8447
www.nonduesrevenue.com
www.boothcamp.com
Nancy Frede 508/380-3737 copyrighted 10/15/08
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Getting the MAXIMUM return with dollarson your programs There’s no where to go but UP!
Going Up
In A Down Economy!
Nancy Frede 508/380-3737 copyrighted 10/15/08
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Pressing the Right Buttons!
Choose sponsors to match your programs for your organization
Nancy Frede 508/380-3737 copyrighted 10/15/08
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Learn how to create and sell opportunities to generate more dollars from ……
corporate partnerships Your suppliers In-kind donations Your programs your website and social networks
Nancy Frede 508/380-3737 copyrighted 10/15/08
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Learn how to create and sell opportunities to generate more dollars from ……
E-commerce Job fairs virtual trade shows communications products consumer related products as well as special events/meeting for your organization
Nancy Frede 508/380-3737 copyrighted 10/15/08
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You’ll learn how to identify partners how to choose the right mix for your
sponsor You’ll walk away able to identify the
elements that make your organization attractive to sponsors;
be aware of items that you can provide to a sponsor to increase their visibility
Nancy Frede 508/380-3737 copyrighted 10/15/08
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Sponsorship Opportunity$
$ Web Site$ Transportation$ Programs/$ Events$ Trade Show-virtual$ Web Site$ Golf Tournament$ Consumer Products$ Communication Tools
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Why do companies want to take part in your organization?
Sales Leads They have product New product
introduction Publicity on a product
or project Branding- supporting
your event/organization
Nancy Frede 508/380-3737 copyrighted 10/15/08
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Why do companies want to take part in your organization?
Build awareness and share-of-mind
Enter new markets Product demonstrations Educate
customers/prospects Follow their
competition Shorten sales cycle
Nancy Frede 508/380-3737 copyrighted 10/15/08
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Why do companies want to take part in your organization?
They want to sell to
your attendee!!
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More reasons your organization is important
to potential partners Sales leads for productsPublicity on a product or project Branding- supporting your
event/organizationDoing good; They want to show
they support you.
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Why would a company partner with your organization?
Build awareness and share-of-mind Enter new markets Demonstrate products Educate customers/prospects Follow their competition Shorten sales cycle
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Have you considered…….
Special events such as:
Mini-golf tournamentWalk-athonBike-athonArt showFlea marketOnline auctionFix up day in the neighborhood (neighbors hire your staff, board, participants to do maintenance projects)
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First, take a look at your organization
• How often are your events/programs?
• Who attends? How many? What age? Male/female/disabled, etc.
• How do you communicate with your attendees?
• Are some programs/events more well attended than others?
• What is the content of these those programs/events?
Nancy Frede 508/380-3737 copyrighted 10/15/08
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Now, take a look at the attendee
· What is the general profile of your attendee?• age• Sex• areas of interest• Areas of participation• How do you tell them about your programs?•Where do they live/work – geography??
Nancy Frede 508/380-3737 copyrighted 10/15/08
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First, take a look at your events• Are you maintaining your attendance at each events – which are doing better?
• Is your membership of suppliers and sponsors changing?
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Programs, activities & eventsFitnessChildren’s Youth in crisisYoung adultsAdultsSeniorsChallengedSpecial events – golf – mini-
golf, tournaments, walk-athons, marathons, bike-athons, art shows, flea markets
Nancy Frede 508/380-3737 copyrighted 10/15/08
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Opportunities To Generate $$
Frede Enterprises LLC
This presentation provides an overview of areas within your organization to spotlight where more dollars can be generated.
.
Affinity Programs Partnering Corporate Partners Cross Selling Products and ProgramsIn Kind donations
Nancy Frede 508/380-3737 copyrighted 10/15/08
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ADD $$ to you from usage and referrals
Add Programs and benefits that you can’t deliver
Create a consumer card for Discounts at health clubs, skating rinks, fitness centers, golf courses, ski areas, restaurants, etc.– you get referral income
Examples – bus trips, travel programs, events, ropes facilitators, speakers, Survey providers, prmotional products, Co-operative advertising
Affinity ProgramsPartnering
Nancy Frede 508/380-3737 copyrighted 10/15/08
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Communication -- $$ possibilities
Survey what programs do people want or need? Online, in your newsletter, email or by fax
$$$$ opportunity to offer surveys to your members as well.
Nancy Frede 508/380-3737 copyrighted 10/15/08
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Nancy Frede 508/380-3737 copyrighted 10/15/08
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Nancy Frede 508/380-3737 copyrighted 10/15/08
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Communication -- $$ possibilities
Mailings -how many?? what is purpose? Tax bills – can you se that to thank sponsors and suppliers Magazines - Newsletters Email Alerts, Emails, e-Newsletters Program Confirmations – email/mail/fax Web site Onsite Programs Directory - topics that offer advertising opportunities for area businesses Messages on hold
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Communicating with your attendees• Programs - how often• Annual Events - what are they• Virtual meeting on web• Online trade show• Audio and webinars on wellness• Topic Resource guide for consumers• Social Networks• Print, website, e-newsletter
Nancy Frede 508/380-3737 copyrighted 10/15/08
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Communication -- $$ possibilities
Cooperative advertising purchase in media - billboards, print, web, TV, radio
Resell space to suppliers and sponsors, make more dollars and increase PR about your organization
Nancy Frede 508/380-3737 copyrighted 10/15/08
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Communication - $$ possibilities
Consider adding sponsorship options to:E-newsletter/Faxes for news from your organzation (be careful of spam guidelines) White paper – offer your products to your suppliers/sponsors with just their ad and your message
Nancy Frede 508/380-3737 copyrighted 10/15/08
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Mailings/EmailsBefore/After Event
Invitations to Event - Booth, etc. Create postcards for your key sponsors with their logo and yours for them to mail/email for you (they can print from a pdf) Tickets/Brochures - put sponsors on them - give to sponsors to distribute for youInclude sponsor inserts in First Brochure Post Card Deck Coupon Booklet List Rental
Nancy Frede 508/380-3737 copyrighted 10/15/08
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Cross selling products
Group products together according to subject
Cross Sell Your products – member signs up for program on your website - confirm with flyer on related programs by email, mail or fax, maybe include a discount coupon (get that flyer sponsored)
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Ad Specialty Items
Conference logo on
• Badges Lanyards
• T-shirts Posters
• Hats Maps
• CDS, Tapes from the event
• Sweatshirts T-SHIRTS
• Coffee mugs
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Cross selling products
Offer ad specialty products with your organization’s name and can be customized with/without your name – order through your web site
(affinity program)ad specialty items for members,
T-shirts, hats, cups, pens, pencils, customize for members
Nancy Frede 508/380-3737 copyrighted 10/15/08
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Cross selling products
Create program special of month, event, subject area, etc.
Give information to your sponsors to help them co-market with you
Reprints, White Papers, Formsonline or hard copy Member/non town pricing for
products - use a password for members
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Website Member/Public
Directory with ads on paper/website
Affordable Advertising for your attendees
Banner/tiles Sponsors Marketplace Links to programs with residual
income Marketplace for classified &
display ads Virtual Trade Show Online registration for events
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Website Member/Public Career center for jobs,
resumes Newsletter-magazine online
- save printing costs Chat Rooms Blogs Threads Social Networks
Nancy Frede 508/380-3737 copyrighted 10/15/08
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Consumer Related Products
•Develop products your sponsors can give to their customers
•With advertising or without
•Offer on the web
•Distribute at programs and events
Nancy Frede 508/380-3737 copyrighted 10/15/08
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Sponsorship Opportunity$
$ Programs $ Events$ Trade Show-virtual$ Transportation$ Web Site$ Golf Tournament$ Consumer Products$ Communication Tools
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Now, take a look at your list of previous sponsors
Who are your current sponsors, suppliers?
Where else are they spending dollars with organizations like yours, specifics?
How much in $$?
Create a sponsor task force
Ask what/where else would they like to sponsor or be visible to your members?
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Thinking about creating $$ Programs What does your attendee want/need in services?
Will the attendee participate in the product/program?
Will the program help increase attendance and branding?
Will you bring in enough revenue to justify the effort and the cost?
Nancy Frede 508/380-3737 copyrighted 10/15/08
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Sponsorship Programs
Establish your budget of what you need
Look at your “real” costs for sponsorships
Look at Labor-Staff time and cost
Plan your Work ---
Work Your Plan
Nancy Frede 508/380-3737 copyrighted 10/15/08
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Plan Your Work
Work Your Plan
Nancy Frede 508/380-3737 copyrighted 10/15/08
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Please call with questions
Nancy Frede Frede Enterprises LLCemail: nfrede@aol.com
508/380-3737
www.nonduesrevenue.com
www.boothcamp.com
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