Chapter 2 ­ CONTACT!

Tip: Use good Psychology: "Ask not what your _______ can do for you, but ask what you can do for your _______. Fill in the blanks. School-club-administration-potential member: Whom are you trying to sell? If you want something, go in prepared to first tell them what you can do for them. THEN get around to what tools you need to enhance the effort.

For example, in the initial stages of contact with the school administration, go fully prepared to sell them on all the advantages and the rewards the school would reap when the polo club is a successful program. Show them examples of how polo could help fund school activities, provide income, produce sponsorship, expand visibility, enhance enrollments, add to the scholarship program, enrich the students, put school facilities on display, and qualify for grants.

Think of every advantage for your target audience; then, assemble all the sales tools and demographics possible. What kinds of people are drawn to polo? What tournaments are available? What trophies can be won? What sponsorship has brought money and prestige to what worthy charities? Take a USPA Blue Book or USPA Marketing Package. Take a list of the benefits from the PTF and the USPA. Take your laptop and show them your website. Take your advisor and/or one or two of your biggest supporters (especially any philanthropic alumni donors) with you.

If you're going to a potential sponsor, take photos of your team, "but wouldn't it be nice if we had team uniforms that had YOUR name on them Mr. Car Dealer." Take a list of your members, alumni, and list the opportunities for a sponsor to show his product on banners, fences, flags, caps, t-shirts, etc.

If you're going to a venue to convince people they should join your club, show all of the advantages of belonging, including the "fun" aspects. Take along hand mallets, have a short demonstration on a horse, or even a short demonstration match with an announcer to explain everything.

Think like the person you are trying to sell. What would he want? What does he need? How can we make this a win-win?

Hopefully the person you went in to sell will start looking for ideas on how to help you, and after all, that's what you REALLY went in for, right?

Table of Contents| Forward | Chapter 1: Getting Started | Chapter 2: Contacts | Chapter 3: Fund Raising & Help | Chapter 4: Mentoring Coordinator | Chapter 5: Marketing ProgramChapter 6: Safety Around Horses | Chapter 7: Riding Preparations | Chapter 8: Code of Conduct | Chapter 9: Sample By Laws | Chapter 10: Summer Horse Lease | Chapter 11: CoChair-Member Duties | Chapter 12: CoChair - Team Duties | Chapter 13: Public Relations Chair | Chapter 14: Horse Manager Duties | Chapter 15: Horse Donation Program |Attachment Sample -Handbook By Sue Sally Hale