How to Build Sponsorship Packages Local Businesses Actually Say Yes To

“We’re looking for sponsors” is the fastest way to get a maybe, a “let me think about it,” or silence. Businesses don’t respond well to open-ended asks — they respond to a menu with clear prices and clear benefits, the same way they’d evaluate any other line item in their marketing budget.

If you’ve already got a script for approaching local businesses (see our guide on asking for sponsorships), the next piece is what you’re actually asking them to say yes to. A well-built tiered package does most of the selling before you even walk in the door.

Why a Menu Beats a Single Ask

Asking one business for “$500 to sponsor the team” forces them into a single yes-or-no decision with no room to land on something they’re comfortable with. A tiered menu — say $150, $350, and $750 — lets a business self-select the level that fits their budget instead of declining an amount that felt too high. You’ll close more sponsors overall even though your top tier is priced higher than what you’d have asked for as a flat rate.

Building Three Tiers That Actually Work

1. Entry Tier ($100–$200): Name on the Roster

Logo or business name on the team roster handout, a mention in the team’s group communication, and a thank-you social media post. This tier exists to make saying yes easy for a small shop or first-time sponsor — the ask should feel closer to a donation than a marketing spend.

2. Mid Tier ($300–$500): Visible All Season

Everything in the entry tier, plus logo placement on team banners or a spirit wear item, and a dedicated shout-out post with the business tagged. This is usually where most of your sponsors land — price it as your “default” recommendation when businesses ask what most sponsors choose.

3. Premium Tier ($750+): Field, Fence, or Jersey Presence

Logo on a fence banner or jersey sleeve, first right of renewal for next season, and a mention at any season-ending event or banquet. Reserve this tier for businesses with an existing relationship to the team — a sponsor’s kid on the roster, a past donor, or a business that already sponsors other local teams.

What to Put on the One-Page Sheet

Build a single page — not a slide deck — showing all three tiers side by side with prices, benefits, and one photo of last season’s team. Bring printed copies to in-person asks and attach it to every outreach email. Businesses that can see the whole menu at once are far more likely to pick a tier than businesses who have to ask “well, what are my options?”

Pricing Them Without Guessing

Anchor your tiers to what similar local teams or leagues charge, not to what you personally think feels fair — search for a sponsorship packet from a team in your sport and region, or ask another team’s Treasurer what they charge. Round numbers ($150, not $137) are easier for a business owner to approve on the spot without checking with a partner or accountant first.

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Want the sponsorship packet template ready to fill in with your own tiers and pricing? Grab our free Youth Fundraising Quick Startup Guide to get moving today.