Mastering the Art of Winning Corporate Sponsorships

Anyone who has ever tried to raise money for a charitable cause or secure corporate sponsorships knows that it’s a lot easier said than done.

Most fund raisers aren’t aware of the volume of requests for funding even smaller companies get - never mind larger corporations. 

To successfully raise money, you need to know how  to stand out from a vast field of competitors.  This comes down to pitching the right companies - with the right pitch.

The question most fund raisers have is “how exactly do I do that”.

Meet Lori Zoss Kraska, a master revenue generation expert with over 22 years of success in landing corporate sponsorship support, fundraising, and marketing strategy. 

She’s the founder and CEO of Growth Owl, which empowers nonprofits, startups and associations with the tools need to achieve their funding goals.

In this episode you'll learn:

1. How to effectively communicate with corporate decision makers - and persuade them to fund your nonprofit.

2.How to craft impactful messages that resonate with corporate partners.

3. Unique approaches for generating corporate sponsorship funding to build a winning sponsorship strategy

USEFUL LINKS

Asianet Consultants website:  https://asianetconsultants.com

Connect with Lori Zoss Kraska:  https://www.linkedin.com/in/lorizoss/

Growth Owl's website:  https://thegrowthowl.com

Visit A Seat at The Table's website at https://seat.fm

Transcript

Title: Unlocking Corporate Sponsorships: A Conversation with Lori Zoss Kraska

Introduction:
In a dynamic and evolving economy, fundraising has become an indispensable skill for nonprofits and purpose-driven organizations. In a recent episode of "A Seat at The Table," host Jane Singer sits down with Lori Zoss Kraska, the founder and CEO of Growth Owl, to delve into the secrets of effective communication and persuasion methods that can help organizations secure corporate sponsorships. With over 22 years of experience in revenue generation, corporate sponsorship support, fundraising, and marketing strategy, Lori shares valuable insights and practical tips to empower nonprofits and associations to achieve their funding goals.

Empowering Organizations with Growth Owl:
Lori Zoss Kraska kick-started Growth Owl in 2018, a company dedicated to helping nonprofits and purpose-driven organizations establish meaningful partnerships with Fortune 1000 companies for fundraising and sponsorship. Growth Owl offers services such as direct representation, training, mentoring, and strategy work. However, their emphasis lies in equipping clients with the skills and knowledge necessary to excel in fundraising on their own. Lori firmly believes that fundraising skills are essential for board members and C-suite executives in today's landscape.

Brevity and Impactfulness in Communication:
Lori highlights the importance of concise and impactful communication when reaching out to corporate decision-makers. She suggests keeping messages under 150 words, focusing on the organization's connection to the company and what they aspire to achieve. This brevity is crucial since decision-makers receive roughly 150 emails per day, making it paramount for organizations to break through the clutter and capture attention. By avoiding unnecessary fluff and honing in on essential information, organizations can present themselves as the preferred choice, just like choosing a simple coffee over a pumpkin spice latte.

Tailoring Strategies for Success:
During the conversation, Lori acknowledges that effective communication strategies may vary from one organization to another. The human element plays a significant role, necessitating an understanding of individual differences. She encourages the use of various techniques and tools to address corporate sponsorships or donations, citing influential thought leader Trollani's books as a valuable resource. Lori, ever avid to expand her own knowledge, expresses eagerness to explore a suggested book, recognizing the vast potential for uncovering often overlooked communication insights.

Research and Customized Approach:
To stand out from the competition, Lori emphasizes the importance of doing one's homework and researching targeted companies before pitching a sponsorship opportunity. By showcasing a connection to the company's mission and values or demonstrating knowledge of their giving practices, organizations can set themselves apart from others. Initial work upfront helps build valuable connections and demonstrates dedication, setting the stage for fruitful partnerships.

The Mimi Moe Approach:
Lori's process, called Mimi Moe, encompasses mental, message, and motion. The mental aspect focuses on fostering a positive mindset and recognizing that corporate support requires a long-term commitment. The message stage prepares organizations for potential rejection, emphasizing that not everyone may share the same level of enthusiasm. Finally, the motion aspect provides practical tips, guidance, and case studies to effectively work with corporations and achieve success beyond mere funding.

Utilizing Persuasion Techniques:
Drawing inspiration from thought leader Robert Chaldini, Lori applies principles of influence to her work. Social proof and authority are highlighted as powerful techniques. By referencing other companies or organizations already involved, decision-makers can be swayed. Additionally, showcasing expertise and research conducted by the organization establishes credibility when seeking funding. Understanding the different decision-makers and tailoring influence techniques accordingly is key.

Conclusion:
Lori Zoss Kraska's episode on "A Seat at The Table" provides valuable insights into effective communication strategies for nonprofits and purpose-driven organizations seeking corporate sponsorships. From maintaining brevity and impactfulness to conducting thorough research and employing persuasion techniques, her advice equips organizations with the tools necessary to succeed in the competitive world of fundraising. By harnessing these strategies, organizations can flourish and make an indelible impact on their respective causes and communities.