nancy frede 508/380-3737 copyrighted 10/15/08 1. 2 how to market and sell in a challenging economy?...
TRANSCRIPT
![Page 1: Nancy Frede 508/380-3737 copyrighted 10/15/08 1. 2 How to Market and sell in a challenging economy? Presented by Nancy FredeFrede Enterprises LLC email:](https://reader030.vdocument.in/reader030/viewer/2022032803/56649e205503460f94b0c7b8/html5/thumbnails/1.jpg)
Nancy Frede 508/380-3737 copyrighted 10/15/08
1
![Page 2: Nancy Frede 508/380-3737 copyrighted 10/15/08 1. 2 How to Market and sell in a challenging economy? Presented by Nancy FredeFrede Enterprises LLC email:](https://reader030.vdocument.in/reader030/viewer/2022032803/56649e205503460f94b0c7b8/html5/thumbnails/2.jpg)
Nancy Frede 508/380-3737 copyrighted 10/15/08
2
How to Market and sell in a challenging economy?
Presented by Nancy Frede Frede Enterprises LLC
email: [email protected]
508/380-3737 fax: 501/665-8447
www.nonduesrevenue.com
www.boothcamp.com
![Page 3: Nancy Frede 508/380-3737 copyrighted 10/15/08 1. 2 How to Market and sell in a challenging economy? Presented by Nancy FredeFrede Enterprises LLC email:](https://reader030.vdocument.in/reader030/viewer/2022032803/56649e205503460f94b0c7b8/html5/thumbnails/3.jpg)
Nancy Frede 508/380-3737 copyrighted 10/15/08
3
Getting the MAXIMUM return with dollarson your programs There’s no where to go but UP!
Going Up
In A Down Economy!
![Page 4: Nancy Frede 508/380-3737 copyrighted 10/15/08 1. 2 How to Market and sell in a challenging economy? Presented by Nancy FredeFrede Enterprises LLC email:](https://reader030.vdocument.in/reader030/viewer/2022032803/56649e205503460f94b0c7b8/html5/thumbnails/4.jpg)
Nancy Frede 508/380-3737 copyrighted 10/15/08
4
Pressing the Right Buttons!
Choose sponsors to match your programs for your organization
![Page 5: Nancy Frede 508/380-3737 copyrighted 10/15/08 1. 2 How to Market and sell in a challenging economy? Presented by Nancy FredeFrede Enterprises LLC email:](https://reader030.vdocument.in/reader030/viewer/2022032803/56649e205503460f94b0c7b8/html5/thumbnails/5.jpg)
Nancy Frede 508/380-3737 copyrighted 10/15/08
5
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
![Page 6: Nancy Frede 508/380-3737 copyrighted 10/15/08 1. 2 How to Market and sell in a challenging economy? Presented by Nancy FredeFrede Enterprises LLC email:](https://reader030.vdocument.in/reader030/viewer/2022032803/56649e205503460f94b0c7b8/html5/thumbnails/6.jpg)
Nancy Frede 508/380-3737 copyrighted 10/15/08
6
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
![Page 7: Nancy Frede 508/380-3737 copyrighted 10/15/08 1. 2 How to Market and sell in a challenging economy? Presented by Nancy FredeFrede Enterprises LLC email:](https://reader030.vdocument.in/reader030/viewer/2022032803/56649e205503460f94b0c7b8/html5/thumbnails/7.jpg)
Nancy Frede 508/380-3737 copyrighted 10/15/08
7
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
![Page 8: Nancy Frede 508/380-3737 copyrighted 10/15/08 1. 2 How to Market and sell in a challenging economy? Presented by Nancy FredeFrede Enterprises LLC email:](https://reader030.vdocument.in/reader030/viewer/2022032803/56649e205503460f94b0c7b8/html5/thumbnails/8.jpg)
Nancy Frede 508/380-3737 copyrighted 10/15/08
8
Sponsorship Opportunity$
$ Web Site$ Transportation$ Programs/$ Events$ Trade Show-virtual$ Web Site$ Golf Tournament$ Consumer Products$ Communication Tools
![Page 9: Nancy Frede 508/380-3737 copyrighted 10/15/08 1. 2 How to Market and sell in a challenging economy? Presented by Nancy FredeFrede Enterprises LLC email:](https://reader030.vdocument.in/reader030/viewer/2022032803/56649e205503460f94b0c7b8/html5/thumbnails/9.jpg)
Nancy Frede 508/380-3737 copyrighted 10/15/08
9
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
![Page 10: Nancy Frede 508/380-3737 copyrighted 10/15/08 1. 2 How to Market and sell in a challenging economy? Presented by Nancy FredeFrede Enterprises LLC email:](https://reader030.vdocument.in/reader030/viewer/2022032803/56649e205503460f94b0c7b8/html5/thumbnails/10.jpg)
Nancy Frede 508/380-3737 copyrighted 10/15/08
10
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
![Page 11: Nancy Frede 508/380-3737 copyrighted 10/15/08 1. 2 How to Market and sell in a challenging economy? Presented by Nancy FredeFrede Enterprises LLC email:](https://reader030.vdocument.in/reader030/viewer/2022032803/56649e205503460f94b0c7b8/html5/thumbnails/11.jpg)
Nancy Frede 508/380-3737 copyrighted 10/15/08
11
Why do companies want to take part in your organization?
They want to sell to
your attendee!!
![Page 12: Nancy Frede 508/380-3737 copyrighted 10/15/08 1. 2 How to Market and sell in a challenging economy? Presented by Nancy FredeFrede Enterprises LLC email:](https://reader030.vdocument.in/reader030/viewer/2022032803/56649e205503460f94b0c7b8/html5/thumbnails/12.jpg)
Nancy Frede 508/380-3737 copyrighted 10/15/08
121212
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.
![Page 13: Nancy Frede 508/380-3737 copyrighted 10/15/08 1. 2 How to Market and sell in a challenging economy? Presented by Nancy FredeFrede Enterprises LLC email:](https://reader030.vdocument.in/reader030/viewer/2022032803/56649e205503460f94b0c7b8/html5/thumbnails/13.jpg)
Nancy Frede 508/380-3737 copyrighted 10/15/08
1313
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
![Page 14: Nancy Frede 508/380-3737 copyrighted 10/15/08 1. 2 How to Market and sell in a challenging economy? Presented by Nancy FredeFrede Enterprises LLC email:](https://reader030.vdocument.in/reader030/viewer/2022032803/56649e205503460f94b0c7b8/html5/thumbnails/14.jpg)
Nancy Frede 508/380-3737 copyrighted 10/15/08
141414
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)
![Page 15: Nancy Frede 508/380-3737 copyrighted 10/15/08 1. 2 How to Market and sell in a challenging economy? Presented by Nancy FredeFrede Enterprises LLC email:](https://reader030.vdocument.in/reader030/viewer/2022032803/56649e205503460f94b0c7b8/html5/thumbnails/15.jpg)
Nancy Frede 508/380-3737 copyrighted 10/15/08
15
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?
![Page 16: Nancy Frede 508/380-3737 copyrighted 10/15/08 1. 2 How to Market and sell in a challenging economy? Presented by Nancy FredeFrede Enterprises LLC email:](https://reader030.vdocument.in/reader030/viewer/2022032803/56649e205503460f94b0c7b8/html5/thumbnails/16.jpg)
Nancy Frede 508/380-3737 copyrighted 10/15/08
16
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??
![Page 17: Nancy Frede 508/380-3737 copyrighted 10/15/08 1. 2 How to Market and sell in a challenging economy? Presented by Nancy FredeFrede Enterprises LLC email:](https://reader030.vdocument.in/reader030/viewer/2022032803/56649e205503460f94b0c7b8/html5/thumbnails/17.jpg)
Nancy Frede 508/380-3737 copyrighted 10/15/08
17
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?
![Page 18: Nancy Frede 508/380-3737 copyrighted 10/15/08 1. 2 How to Market and sell in a challenging economy? Presented by Nancy FredeFrede Enterprises LLC email:](https://reader030.vdocument.in/reader030/viewer/2022032803/56649e205503460f94b0c7b8/html5/thumbnails/18.jpg)
Nancy Frede 508/380-3737 copyrighted 10/15/08
18
Programs, activities & eventsFitnessChildren’s Youth in crisisYoung adultsAdultsSeniorsChallengedSpecial events – golf – mini-
golf, tournaments, walk-athons, marathons, bike-athons, art shows, flea markets
![Page 19: Nancy Frede 508/380-3737 copyrighted 10/15/08 1. 2 How to Market and sell in a challenging economy? Presented by Nancy FredeFrede Enterprises LLC email:](https://reader030.vdocument.in/reader030/viewer/2022032803/56649e205503460f94b0c7b8/html5/thumbnails/19.jpg)
Nancy Frede 508/380-3737 copyrighted 10/15/08
19
Opportunities To Generate $$
Frede Enterprises LLC
This presentation provides an overview of areas within your organization to spotlight where more dollars can be generated.
.
Affinity Programs Partnering Corporate Partners Cross Selling Products and ProgramsIn Kind donations
![Page 20: Nancy Frede 508/380-3737 copyrighted 10/15/08 1. 2 How to Market and sell in a challenging economy? Presented by Nancy FredeFrede Enterprises LLC email:](https://reader030.vdocument.in/reader030/viewer/2022032803/56649e205503460f94b0c7b8/html5/thumbnails/20.jpg)
Nancy Frede 508/380-3737 copyrighted 10/15/08
20
ADD $$ 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
![Page 21: Nancy Frede 508/380-3737 copyrighted 10/15/08 1. 2 How to Market and sell in a challenging economy? Presented by Nancy FredeFrede Enterprises LLC email:](https://reader030.vdocument.in/reader030/viewer/2022032803/56649e205503460f94b0c7b8/html5/thumbnails/21.jpg)
Nancy Frede 508/380-3737 copyrighted 10/15/08
21
Communication -- $$ possibilities
Survey what programs do people want or need? Online, in your newsletter, email or by fax
$$$$ opportunity to offer surveys to your members as well.
![Page 22: Nancy Frede 508/380-3737 copyrighted 10/15/08 1. 2 How to Market and sell in a challenging economy? Presented by Nancy FredeFrede Enterprises LLC email:](https://reader030.vdocument.in/reader030/viewer/2022032803/56649e205503460f94b0c7b8/html5/thumbnails/22.jpg)
Nancy Frede 508/380-3737 copyrighted 10/15/08
22
![Page 23: Nancy Frede 508/380-3737 copyrighted 10/15/08 1. 2 How to Market and sell in a challenging economy? Presented by Nancy FredeFrede Enterprises LLC email:](https://reader030.vdocument.in/reader030/viewer/2022032803/56649e205503460f94b0c7b8/html5/thumbnails/23.jpg)
Nancy Frede 508/380-3737 copyrighted 10/15/08
23
![Page 24: Nancy Frede 508/380-3737 copyrighted 10/15/08 1. 2 How to Market and sell in a challenging economy? Presented by Nancy FredeFrede Enterprises LLC email:](https://reader030.vdocument.in/reader030/viewer/2022032803/56649e205503460f94b0c7b8/html5/thumbnails/24.jpg)
Nancy Frede 508/380-3737 copyrighted 10/15/08
24
![Page 25: Nancy Frede 508/380-3737 copyrighted 10/15/08 1. 2 How to Market and sell in a challenging economy? Presented by Nancy FredeFrede Enterprises LLC email:](https://reader030.vdocument.in/reader030/viewer/2022032803/56649e205503460f94b0c7b8/html5/thumbnails/25.jpg)
Nancy Frede 508/380-3737 copyrighted 10/15/08
25
Communication -- $$ 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
![Page 26: Nancy Frede 508/380-3737 copyrighted 10/15/08 1. 2 How to Market and sell in a challenging economy? Presented by Nancy FredeFrede Enterprises LLC email:](https://reader030.vdocument.in/reader030/viewer/2022032803/56649e205503460f94b0c7b8/html5/thumbnails/26.jpg)
Nancy Frede 508/380-3737 copyrighted 10/15/08
26
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
![Page 27: Nancy Frede 508/380-3737 copyrighted 10/15/08 1. 2 How to Market and sell in a challenging economy? Presented by Nancy FredeFrede Enterprises LLC email:](https://reader030.vdocument.in/reader030/viewer/2022032803/56649e205503460f94b0c7b8/html5/thumbnails/27.jpg)
Nancy Frede 508/380-3737 copyrighted 10/15/08
27
Communication -- $$ possibilities
Cooperative advertising purchase in media - billboards, print, web, TV, radio
Resell space to suppliers and sponsors, make more dollars and increase PR about your organization
![Page 28: Nancy Frede 508/380-3737 copyrighted 10/15/08 1. 2 How to Market and sell in a challenging economy? Presented by Nancy FredeFrede Enterprises LLC email:](https://reader030.vdocument.in/reader030/viewer/2022032803/56649e205503460f94b0c7b8/html5/thumbnails/28.jpg)
Nancy Frede 508/380-3737 copyrighted 10/15/08
28
Communication - $$ 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
![Page 29: Nancy Frede 508/380-3737 copyrighted 10/15/08 1. 2 How to Market and sell in a challenging economy? Presented by Nancy FredeFrede Enterprises LLC email:](https://reader030.vdocument.in/reader030/viewer/2022032803/56649e205503460f94b0c7b8/html5/thumbnails/29.jpg)
Nancy Frede 508/380-3737 copyrighted 10/15/08
29
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
![Page 30: Nancy Frede 508/380-3737 copyrighted 10/15/08 1. 2 How to Market and sell in a challenging economy? Presented by Nancy FredeFrede Enterprises LLC email:](https://reader030.vdocument.in/reader030/viewer/2022032803/56649e205503460f94b0c7b8/html5/thumbnails/30.jpg)
Nancy Frede 508/380-3737 copyrighted 10/15/08
30
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)
![Page 31: Nancy Frede 508/380-3737 copyrighted 10/15/08 1. 2 How to Market and sell in a challenging economy? Presented by Nancy FredeFrede Enterprises LLC email:](https://reader030.vdocument.in/reader030/viewer/2022032803/56649e205503460f94b0c7b8/html5/thumbnails/31.jpg)
Nancy Frede 508/380-3737 copyrighted 10/15/08
31
Ad Specialty Items
Conference logo on
• Badges Lanyards
• T-shirts Posters
• Hats Maps
• CDS, Tapes from the event
• Sweatshirts T-SHIRTS
• Coffee mugs
![Page 32: Nancy Frede 508/380-3737 copyrighted 10/15/08 1. 2 How to Market and sell in a challenging economy? Presented by Nancy FredeFrede Enterprises LLC email:](https://reader030.vdocument.in/reader030/viewer/2022032803/56649e205503460f94b0c7b8/html5/thumbnails/32.jpg)
Nancy Frede 508/380-3737 copyrighted 10/15/08
32
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
![Page 33: Nancy Frede 508/380-3737 copyrighted 10/15/08 1. 2 How to Market and sell in a challenging economy? Presented by Nancy FredeFrede Enterprises LLC email:](https://reader030.vdocument.in/reader030/viewer/2022032803/56649e205503460f94b0c7b8/html5/thumbnails/33.jpg)
Nancy Frede 508/380-3737 copyrighted 10/15/08
33
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
![Page 34: Nancy Frede 508/380-3737 copyrighted 10/15/08 1. 2 How to Market and sell in a challenging economy? Presented by Nancy FredeFrede Enterprises LLC email:](https://reader030.vdocument.in/reader030/viewer/2022032803/56649e205503460f94b0c7b8/html5/thumbnails/34.jpg)
Nancy Frede 508/380-3737 copyrighted 10/15/08
34
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
![Page 35: Nancy Frede 508/380-3737 copyrighted 10/15/08 1. 2 How to Market and sell in a challenging economy? Presented by Nancy FredeFrede Enterprises LLC email:](https://reader030.vdocument.in/reader030/viewer/2022032803/56649e205503460f94b0c7b8/html5/thumbnails/35.jpg)
Nancy Frede 508/380-3737 copyrighted 10/15/08
35
Website Member/Public Career center for jobs,
resumes Newsletter-magazine online
- save printing costs Chat Rooms Blogs Threads Social Networks
![Page 36: Nancy Frede 508/380-3737 copyrighted 10/15/08 1. 2 How to Market and sell in a challenging economy? Presented by Nancy FredeFrede Enterprises LLC email:](https://reader030.vdocument.in/reader030/viewer/2022032803/56649e205503460f94b0c7b8/html5/thumbnails/36.jpg)
Nancy Frede 508/380-3737 copyrighted 10/15/08
36
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
![Page 37: Nancy Frede 508/380-3737 copyrighted 10/15/08 1. 2 How to Market and sell in a challenging economy? Presented by Nancy FredeFrede Enterprises LLC email:](https://reader030.vdocument.in/reader030/viewer/2022032803/56649e205503460f94b0c7b8/html5/thumbnails/37.jpg)
Nancy Frede 508/380-3737 copyrighted 10/15/08
37
Sponsorship Opportunity$
$ Programs $ Events$ Trade Show-virtual$ Transportation$ Web Site$ Golf Tournament$ Consumer Products$ Communication Tools
![Page 38: Nancy Frede 508/380-3737 copyrighted 10/15/08 1. 2 How to Market and sell in a challenging economy? Presented by Nancy FredeFrede Enterprises LLC email:](https://reader030.vdocument.in/reader030/viewer/2022032803/56649e205503460f94b0c7b8/html5/thumbnails/38.jpg)
Nancy Frede 508/380-3737 copyrighted 10/15/08
38
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 $$?
Create a sponsor task force
Ask what/where else would they like to sponsor or be visible to your members?
![Page 39: Nancy Frede 508/380-3737 copyrighted 10/15/08 1. 2 How to Market and sell in a challenging economy? Presented by Nancy FredeFrede Enterprises LLC email:](https://reader030.vdocument.in/reader030/viewer/2022032803/56649e205503460f94b0c7b8/html5/thumbnails/39.jpg)
Nancy Frede 508/380-3737 copyrighted 10/15/08
39
Thinking about creating $$ 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?
![Page 40: Nancy Frede 508/380-3737 copyrighted 10/15/08 1. 2 How to Market and sell in a challenging economy? Presented by Nancy FredeFrede Enterprises LLC email:](https://reader030.vdocument.in/reader030/viewer/2022032803/56649e205503460f94b0c7b8/html5/thumbnails/40.jpg)
Nancy Frede 508/380-3737 copyrighted 10/15/08
40
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
![Page 41: Nancy Frede 508/380-3737 copyrighted 10/15/08 1. 2 How to Market and sell in a challenging economy? Presented by Nancy FredeFrede Enterprises LLC email:](https://reader030.vdocument.in/reader030/viewer/2022032803/56649e205503460f94b0c7b8/html5/thumbnails/41.jpg)
Nancy Frede 508/380-3737 copyrighted 10/15/08
41
Plan Your Work
Work Your Plan
![Page 42: Nancy Frede 508/380-3737 copyrighted 10/15/08 1. 2 How to Market and sell in a challenging economy? Presented by Nancy FredeFrede Enterprises LLC email:](https://reader030.vdocument.in/reader030/viewer/2022032803/56649e205503460f94b0c7b8/html5/thumbnails/42.jpg)
Nancy Frede 508/380-3737 copyrighted 10/15/08
42
Please call with questions
Nancy Frede Frede Enterprises LLCemail: [email protected]
508/380-3737
www.nonduesrevenue.com
www.boothcamp.com