My daughter and I spent a few hours after her weekly therapy and doctor's appointments talking to local businesses about sponsoring our March for Babies team. After talking with 9 different businesses, we had commitments from 5 of them totaling $1150! A few of the other businesses are considering donating, so I'll follow up with them in the next few days. Here are a few tips on soliciting business donations for YOUR team:
- Keep it short. Before going on visits, practice a 2-3 minute summary of your "ask". Why are you there? (To speak with them about their sponsoring your family's March for Babies team.) Why are you involved with the March of Dimes? (In a few sentences, describe your connection to the mission. Feel free to use visual aids!) What do you want them to do? (Give you money, of course!) What can you do for them? (See below.)
- Their donation is tax-deductible, which means that it's a write-off for them. Businesses love that! But also think creatively about how a sponsorship can benefit them. What kind of publicity can you give them? Perhaps a poster to display in their store or office? Or their logo on the back of your team t-shirt? I've even heard of teams selling stroller sponsorships - when a business gives a certain amount of money, the team will decorate one of the strollers they are using at the walk with signs featuring the business. Last year we had about 6,000 walkers - that's a lot of publicity!
- Since it's YOUR team they are sponsoring, you can set the sponsorship amounts! It's better to have a certain $ amount that qualifies them for specific privileges than to just ask for a donation. For example, I'm asking businesses for a $150 donation in order to get their logo on our team shirt. If you think your sponsors can do more than that, by all means, ask more! If that sounds high to you, bring it down. It's up to you!
- Start with your friends, family, and associates who own their own business. They are your most likely sponsors - they already know and care about your family, so if their business can benefit from their support of you, it's a win-win!
- Next, branch out a little. Some of our company teams do what's called a "vendor campaign," where they ask the companies that they buy their materials, etc from to make a donation to their team. (The thought is, "Hey, we give you a lot of money throughout the year, so how 'bout you help us out some?" Makes sense!) These campaigns can be very successful, and I think the same idea applies to family teams. Who are your family's "vendors"? Who do you give your business to? Chances are, these businesses also appeal to the many of your fellow March for Babies participants, so the publicity is invaluable! For example, my doctor's office is sponsoring our family team, as is a friend's medical uniform store. There are TONS of moms and nurses at the walk, so having their names displayed could give them a big bump in their business! Kid's clothing stores, toy stores, book stores, and family-friendly restaurants are also awesome potential sponsors.
- Of course, if they say no, be gracious and polite about it. Chances are, as I heard from one owner today, their "hearts are in the right place, but [their] pocketbooks aren't."
- A couple technical points:
- Always ask to speak to the owner (preferably) or a manager. If her or she is not available, ask when they will be in. Still, if you can sell the employees on the idea, they might have a good bit of influence over the owner!
- Have them make their checks out to the March of Dimes - March for Babies. Include your team's name in the memo line so that we can make sure that you get the credit for it. (I recommend team sponsorships be done by check.)
- Develop a simple form for sponsors to fill out. Include the company's name, your contact's name, their contact information, signature, sponsorship amount, your contact information, etc. Make sure you leave a copy with them!
- Once you've received their check, you can add it to your marchforbabies.org page by clicking on "View Sponsor Form" and then "Add cash/check donation." Marking the check as "received" allows you to e-mail them a receipt, which they will need for tax purposes.
- You can turn your checks into the March of Dimes office at any time by mailing them or dropping them off. Our office is at 1101 Kermit Dr., Suite 201 in Nashville. You can also hold them and turn them in on bank day (the Thursday before the walk) or the day of the event, but if your house is like mine and things get lost easily, I'd recommended turning them in ASAP just so you don't have to worry about them!
Good luck! Don't be shy - all they can do is say no!
Family Team Specialist
