Top Menu

Relationships Key to Fund Raising

(This is a guest article by Dan Westervelt)

There are many reasons why golf fund raising events fail, but without this one element being present, the chances of survival are almost nil. It is the reason why sponsors decide to support, golfers decide to play and volunteers decide they want to serve your cause. In a word, it is relationships.

The three main components of the human side of a tournament are golfers, sponsors and volunteers. All three are readily available to you if you have a relationship and it is strong enough to justify their participation. Obviously a close friendship is the best but a consistent trade association between a client and vendor are of about the same weight.

As with any relationship, it must be respected, so approach this solicitation as though you were asking permission to do something beneficial for a family member. While you need to be sure to have all the reasons ‘why’ addressed, spend even more time getting ready for the ‘why not’s?’.

Listen carefully to all the objections you hear. These are really just road maps to where you’d like the conversation to end, that is a “yes, I’ll do it”. These are the hesitations, stalls and questions you must address successfully to get them there. In my view, they are the most important part of the sales conversation as they determine both the tone and content of your reply as well as the overall result.

Sales 101 tells you to listen actively and repeat the question you have just heard back to the other side in your own words. This demonstrates that:

1. you really do want to understand and address these things
2. you want confirmation of the details
3. you are giving the other side the chance to fine tune your understanding of what’s holding them back.

The first two of these demonstrate a sincere interest on your part while the third allows the client to rethink the objection. Curiously, the third part also tells you which if any of the objections are just a knee jerk reaction. It is the one that is omitted if there are two or more initial objections expressed.

It seems that once you have gone through this it is time to start answering, but it is actually the time to hesitate and allow the power of the pause to work its magic. Pauses are a very powerful persuasion tool because they allow you time to think of an appropriate answer and also forces the client to reconsider their objection, typically weakening them.

As you answer, you must watch for non-verbal buy signs. These are a steady gaze, unfolded arms or hands flat on the table, preferably palms up, just not clenched or knotted.  Why ?

Because these are all signs of being open and interested in what you have to say. While you are waiting and watching your hands should be steepled, i.e. folded into a steeple shape in front of you on the desk, pointing directly at the client’s belly button.

Steepled hands are the most powerful presentation posture you can adopt with your hands during a sales conversation. It is non-verbally telling the client they have our full attention as well as complete control.  It may also be a good idea to stop and ask for a reevaluation by asking:  “Does this address your concern? Do you need more information on that point.”

The next point is to have some alternatives ready for the flat ‘no’ that you will likely get these days. The flat ‘no’ is a function of the downturned economy so have some other ideas ready such as co-sponsorship or joint venture donations from their suppliers. Being flexible in what you are asking and creative with an idea to keeping them involved at a lower level of commitment are two important drop back positions to have ready.

Again, let silence do its work and if no more objections are mentioned then ask for the sale, which in this case is their participation to the event. By treating this like a regular professional sales call in terms of your preparation, you will convey the idea that this is a professional event and one they will want to be a part of either with sponsor donations, money or volunteer efforts.

The best part of making this type of presentation is that you know this person already and chances are they will be watching it for signs of real passion from you. Everyone knows that excitement and passion are contagious and by showing this, you are guaranteed the best result possible.

Remember that it is not personal even if you are turned down. It may just be that this particular person cannot afford to help you this time. With that in mind, leave on a positive note and ask if they can help refer you to anyone they might know who could participate. This type of referral is the strongest recommendation you can have walking into a stranger’s door, so don’t forget to ask for it as you thank these people and leave.

###

Dan Westervelt is a recognized speaker and an expert on advanced selling he is the author of 4 books and numerous published articles on advanced selling techniques. He currently serves as Vice President of GTS Wholesale. He is also an Adjunct Professor of Sports Marketing and Promotion at the National University Golf Academy at Carlsbad CA. Dan can be reached at [email protected] or at 949-888-0066.

Image by effenk

Image by skvidal

Latest Posts by Lewis Howes

The type guide of the Modern Language Association is often used in forms compiled by academics and professionals inside liberal arts areas or the humanities. MLA – style now is easier and more to-the-level than different types of quotation; it functions not long in- text details and an alphabetical report on solutions linked in the…

Edit Article Howto Be Considered A Salesman that is Wonderful Sales can be an art. Component aggressive, element inactive, if you balance the marketing and charm of a great salesman, you’ll be able to market ketchup popsicles to some girl in bright gloves to the 4th of September (although something marginally more practical is recommended).

Long skirts are advanced wonderful and ideal for preserving you cool through the hot summer temperatures. It’s outdated significant therefore it doesnt appear strict although, to mix them with all the right-top or plain boring. becauseclothing.com Watch all 9 photos highessay.com arbitrarilyvoguish.blogspot.com Take a look at which type of top matches which prolonged dress!

You realize anything about is a destination for a begin, check that highessay.com in case you want to write and sell Ebooks online, picking a subject. Some Guide writers are Professionals around the subject they write about, some are with the niche at minimum just acquainted. If you should be merely acquainted with a subject,…

Guest article by Oscar Ugaz. His view that an important part of the future will be in the hands of mathematicians and statisticians. And the reaction it received from more traditionally placed ‘experts’. Connect with Oscar on Linkedin and follow on Twitter. A few weeks ago, I was invited to participate in a round table…

 The Best In #Sportsbiz This Week is a collection of articles curated by Sports Networker’s Online Marketing Intern – Holly Koski Sports Business Eagles’ Michael Vick launches sports clothing line Philadelphia Eagles quarterback Michael Vick is launching a sports clothing line called V7 that will be sold exclusively at East Coast sporting goods chain Modell’s. The…

Sponsored Post by Brian Collin The NFL has decided to release its All-22 film to the general public for the 2012 season. An invaluable tool for football coaches, the All-22 film does exactly what its name implies – allow viewers to see all 22 players on every play. The tape, which has been dubbed as the…

Guest post submitted by Lucas Biebelberg Today, one of the greatest sports agents in history, Leigh Steinberg, was incredibly gracious in allowing me to interview him for Sports Networker. Leigh is the founder and CEO of Steinberg Sports & Entertainment, and has represented athletes such as Steve Young, Troy Aikman, Warren Moon, Bruce Smith, Ben Roethlisberger,…

The Best In #Sportsbiz This Week is a collection of articles curated by Sports Networker’s Online Marketing Intern – Holly Koski Sports Business Nike and O2 launch sports loyalty scheme Nike has formed a first of its kind partnership with O2 to provide the operators’ customers with exclusive content and offers under the “Priority” loyalty banner….

A Guest Post by Steve Hamilton Many people believe that success in sports is driven solely by talent and training, but that’s not always true. There’s another “t” word that often plays an important role: technology. The recent controversy about the role that advanced swimming suit fabrics played in Michael Phelps’ impressive Olympic wins is…

, , , , , , , , , , ,

5 Responses to Relationships Key to Fund Raising

  1. Fathers Day Gifts August 7, 2010 at 7:57 am #

    You can get so many blessings if you do your job with nothing in mind but excellence. Just like in raising funds, you need to develop good camaraderie to get what you want. Remember, you are doing it for peoples sake.

  2. MMAmaxim August 12, 2010 at 7:34 pm #

    Interesting! Can you provide any research as to why one's hands should be facing the potential client’s/donor's belly button?

    We can use your insights on our mission. We have an important mission of helping charities to provide mentoring and martial arts training to children with a special focus on kids who have made bad decisions.

    We would love to collaborate with you to achieve socially responsible objectives.

  3. MMAmaxim August 12, 2010 at 7:35 pm #

    Interesting! Can you provide any research as to why one's hands should be facing the potential client’s/donor's belly button? We can use your insights on our specific situation.

    We have an important mission of helping charities to provide mentoring and martial arts training to children with a special focus on kids who have made bad decisions.

    We would love to collaborate with you to achieve socially responsible objectives.

    http://www.facebook.com/MMAMaxim?ref=mf and http://www.MMAmaxim.com

  4. how to get traffic September 29, 2013 at 7:06 am #

    I was recommended this blog via my cousin. I’m not sure whether or
    not this put up is written by him as nobody else recognise such distinct about
    my difficulty. You’re amazing! Thanks!

  5. Whoa! Тhiѕ blog looks exactlʏ like my old оne!
    It’ѕ on a entirеly diffeгent subject but it has pretty muсҺ the sаme page layout and design.
    Wonderful choice of colors!

Leave a Reply