The Charity Golf VIP Package Playbook
Stop Selling Mulligans. Start Selling a Premium Tournament Experience.
Good Boy Charity Golf Support System™ | Pre-Event Revenue Engine
What’s inside
- The goalThe goalCreate $10,000–$20,000+ of incremental revenue before the event starts
- Section 1Reposition the offerOld model vs. VIP model.
- Section 2Build the value stackReal tournament benefits, convenience, access and chances to win.
- Section 3What should not be includedKeep one major donation-driven activation outside the VIP package.
- Section 4Make the value obviousDo not sell the price. Show the value.
- Section 5Pricing the VIP packageVIP price × buyers, and the recommended pricing logic.
- Section 6Create a luxury identityThe VIP package needs an identity.
- Section 7The check-in poster is part of the salePoster hierarchy and sample poster copy.
- Section 8Sell it before tournament dayCheck-in should be the final opportunity to buy—not the primary sales channel.
- Section 9Event-day executionWristbands, staff, tracking and proof.
- Section 10VIP package builderEvery building block, for your event.
- Final checkThe VIP package testTwelve questions before you sell.
A great VIP package is not a renamed mulligan package. It is a premium upgrade that bundles the tournament's most desirable player benefits into one easy purchase, creates visible status on event day, and generates meaningful incremental revenue before the first tee shot.
Create $10,000–$20,000+ of incremental revenue before the event starts
The VIP package should be built and sold during registration—not introduced for the first time at check-in. The player should immediately understand that the VIP option is the best way to experience the tournament.
- Create enough perceived value that the upgrade feels easy to buy.
- Make the package feel exclusive and premium—not transactional.
- Include most on-course games and paid experiences so VIP players are not repeatedly reaching for their wallet.
- Use a visible identifier, such as a gold wristband, so VIP status feels real and staff can recognize benefits instantly.
- Keep one major on-course donation activation outside the package so the tournament retains a meaningful mission-driven fundraising moment.
- Make mulligans the final benefit listed—not the reason the package exists.
Reposition the offer
Old model vs. VIP model.
| Old model | VIP model |
|---|---|
| "Mulligan Package" | "VIP Tournament Experience" / "All-Access Player Package" / event-branded premium name |
| Lead with mulligans | Lead with access, experiences, contests, prizes and convenience |
| A bag of add-ons | A curated premium experience |
| Player buys because they need mulligans | Player buys because the package is obviously the best way to experience the day |
| No visible difference | Gold wristband / premium credential makes VIP status visible |
| Sold mainly at check-in | Sold during registration and promoted before event day |
| Multiple small payments on course | Most tournament activations already included |
| Little perceived value story | Every included benefit is named and valued |
Build the value stack
Real tournament benefits, convenience, access and chances to win.
The package should combine real tournament benefits, convenience, access and chances to win. Not every tournament needs every item below; select the components that create the strongest perceived value without destroying fundraising margin.
| Category | Possible VIP inclusions | How to message it |
|---|---|---|
| VIP Identity | Gold wristband, premium badge, bag tag or other recognizable identifier | "Your all-access credential for the day." |
| Priority / Convenience | VIP check-in, dedicated gifting pickup, express experience access where operationally possible | "Spend less time checking in and more time enjoying the event." |
| Putting Contest | Entry into pre-round or post-round putting contest | "Your shot at [prize] is already included." |
| Longest Drive | Entry / eligibility where a paid entry model is used | "You're already in." |
| Closest-to-the-Pin Contests | Entry into designated CTP contests | "Every premium contest is included." |
| Air Cannon | One included Air Cannon experience | "Take your best shot without another on-course purchase." |
| Raffle | Bonus raffle tickets / premium drawing entries | "More chances to win before the round even starts." |
| Grand Prize / VIP Drawing | Exclusive VIP-only drawing or upgraded prize opportunity | "Only VIP players are eligible." |
| On-Course Experiences | Include the tournament's smaller paid games/experiences | "Your wristband unlocks the experience." |
| Hospitality | Premium cocktail, tasting, food/beverage benefit, lounge access where applicable | "A better tournament experience from arrival through the 19th hole." |
| Player Gift Upgrade | Enhanced gift, exclusive item or additional premium product when budget supports it | "VIP-only player value you cannot buy separately." |
| Mulligans | Include the event's allowed mulligans | List LAST: "And yes—your mulligans are included too." |
What should not be included
Keep one major donation-driven activation outside the VIP package.
Keep one major donation-driven activation outside the VIP package. This protects a meaningful fundraising opportunity and gives the charity a mission-focused moment where every group can still participate.
- Example: Good Girl Showdown / Luxury Beat the Pro remains a separate donation activation.
- Make the distinction clear: VIP includes the tournament's premium games and experiences, while the featured donation activation directly supports the charity.
- Do not exclude so many items that the VIP package stops feeling all-access.
- Do not create several additional paid activations after selling an 'all-access' package. That breaks the promise and creates fundraising fatigue.
Make the value obvious
Do not sell the price. Show the value.
Do not sell the price. Show the value.
Assign a clear value to every included benefit, even when the tournament's incremental cost is low. The poster, registration page and sales messaging should show the complete experience.
| Example VIP package | Displayed value |
|---|---|
| Gold VIP All-Access Wristband + Priority Check-In | $25 |
| Putting Contest Entry | $25 |
| Longest Drive Entry | $25 |
| Closest-to-the-Pin Contest Entries | $50 |
| Air Cannon Experience | $40 |
| 10 Bonus Raffle Tickets | $50 |
| VIP-Only Grand Prize Entry | $50 |
| Premium Hospitality / Tasting Benefit | $40 |
| Tournament Mulligans | $40 |
| Total displayed value | $345 |
| VIP price | $150–$200 |
The Point
Illustrative values should be adjusted to the tournament's actual offer. The point is to show the golfer why the package is worth significantly more than the upgrade price.
Pricing the VIP package
VIP price × buyers, and the recommended pricing logic.
Pricing should be based on perceived value, player spending behavior, tournament price point and the revenue target—not simply the historical price of a mulligan bundle.
| VIP price | 80 buyers | 100 buyers | 120 buyers |
|---|---|---|---|
| $100 | $8,000 | $10,000 | $12,000 |
| $125 | $10,000 | $12,500 | $15,000 |
| $150 | $12,000 | $15,000 | $18,000 |
| $175 | $14,000 | $17,500 | $21,000 |
| $200 | $16,000 | $20,000 | $24,000 |
Recommended Pricing Logic
- Target at least $10,000–$20,000 of incremental VIP revenue for a full-field tournament.
- Build the value stack first; set the price second.
- Aim for a package where the displayed/perceived value is materially higher than the selling price.
- Consider both an individual VIP upgrade and a VIP foursome option to make purchasing easier.
- Use sponsor underwriting for select benefits when it increases package value without increasing event cost.
- Track VIP attachment rate: VIP buyers ÷ total registered players.
Create a luxury identity
The VIP package needs an identity.
The VIP package needs an identity. The experience should look and feel different from the moment the player arrives.
- Use a gold wristband or premium event-branded credential as the default VIP identifier.
- Make staff aware of exactly what the wristband unlocks.
- Use premium language consistently: VIP, All-Access, Player Experience, Gold Access, Clubhouse Access, or a tournament-specific branded name.
- Consider a dedicated VIP check-in lane or clear VIP signage when volume supports it.
- Do not call it a 'mulligan package' anywhere in player-facing communication.
- Design the wristband, poster and registration graphic as one visual system.
The check-in poster is part of the sale
Poster hierarchy and sample poster copy.
Every tournament should have a professionally designed VIP poster at registration/check-in. It reinforces value for people who purchased in advance and creates a final conversion opportunity for players who did not.
Poster Hierarchy
| Section | What it should say |
|---|---|
| Headline | UPGRADE YOUR DAY / GO VIP / THE [EVENT NAME] ALL-ACCESS EXPERIENCE |
| Value Callout | $___+ IN PLAYER VALUE — VIP TODAY $___ |
| Hero Benefit | Gold VIP Wristband — Your All-Access Pass |
| Included Experiences | Use clean icons or short lines for contests, Air Cannon, raffle entries, hospitality, VIP drawing, etc. |
| Featured Exclusion | Featured Charity Donation Experience sold separately — proceeds support [Cause] |
| Mulligans | Place last: "And yes, your mulligans are included." |
| CTA | UPGRADE AT CHECK-IN / SCAN TO UPGRADE / ASK OUR TEAM FOR VIP ACCESS |
GO VIP. YOUR BEST DAY STARTS HERE.
$345+ in tournament value. VIP Access: $175
- GOLD VIP WRISTBAND
- PUTTING CONTEST ENTRY
- LONGEST DRIVE + CLOSEST-TO-THE-PIN ENTRIES
- AIR CANNON EXPERIENCE
- 10 BONUS RAFFLE TICKETS
- VIP-ONLY GRAND PRIZE DRAWING
- PREMIUM HOSPITALITY BENEFIT
- AND YES... YOUR MULLIGANS ARE INCLUDED
Featured charity donation activation sold separately.
Sell it before tournament day
Check-in should be the final opportunity to buy—not the primary sales channel.
- Offer VIP as a clear upgrade directly inside player/foursome registration.
- Show the package value and included benefits on the registration page.
- Add the VIP offer to confirmation emails.
- Send a dedicated VIP upgrade email 30–45 days before the tournament.
- Feature one or two benefits in social posts as the event approaches.
- Use scarcity only when real: limited VIP gifts, VIP-only prize capacity, or a true quantity cap.
- Send a final upgrade reminder 5–7 days before the tournament.
UPGRADE TO VIP — Skip the nickel-and-diming on tournament day. Your Gold VIP Wristband includes our premium contests, Air Cannon experience, bonus raffle entries, VIP-only prize opportunity, select hospitality benefits and more. $___+ in player value for $___.
Event-day execution
Wristbands, staff, tracking and proof.
- Pre-sort VIP wristbands and any VIP-only products by player or foursome.
- Train registration staff on the exact inclusions and the one major activation that remains separate.
- Give every activation staff member a simple visual guide showing what the gold wristband includes.
- Do not make VIP players explain or prove what they purchased at each hole.
- Track event-day upgrades separately from pre-event sales.
- Capture photos of the poster, wristbands and VIP experiences for next year's marketing.
- After the event, measure VIP revenue, attachment rate and which inclusions players valued most.
VIP package builder
Every building block, for your event.
| Building block | Your event |
|---|---|
| VIP Package Name | |
| Individual VIP Price | $ |
| VIP Foursome Price | $ |
| Displayed Package Value | $ |
| VIP Revenue Goal | $ |
| Target VIP Buyers | |
| VIP Identifier | |
| Priority / Convenience Benefit | |
| Putting Contest | |
| Longest Drive | |
| Closest-to-the-Pin | |
| Air Cannon | |
| Raffle Entries | |
| VIP-Only Prize / Drawing | |
| Hospitality Benefit | |
| Gift / Product Upgrade | |
| Other On-Course Experiences | |
| Mulligans — LAST | |
| Major Donation Activation NOT Included | |
| Sponsor Underwriting Opportunity |
The VIP package test
Twelve questions before you sell.
- Does the name sound premium—or like a fundraiser add-on?
- Would the player understand the value in 10 seconds?
- Is the displayed value clearly higher than the selling price?
- Does the package reduce nickel-and-diming during the round?
- Is there a visible VIP identifier?
- Does VIP status unlock real experiences?
- Is there at least one exclusive benefit?
- Are mulligans listed last?
- Is one major charity donation activation intentionally protected?
- Can the package realistically generate $10,000–$20,000+ before event day?
- Is the VIP offer visible during registration, in pre-event marketing and at check-in?
- Will staff know exactly what the wristband includes?
STOP SELLING MULLIGANS. SELL THE BEST WAY TO EXPERIENCE THE TOURNAMENT.
The strongest VIP package increases perceived player value, creates status and convenience, improves the tournament experience, and gives the charity another meaningful revenue engine before the first group tees off.