“What do you mean you sold the last spot!? We’ve worked together for years and you sold my sponsorship package to my competitors?” My heart sank. I had an irate sponsor on the phone, or former sponsor in this case, who clearly wanted to come on board but I didn’t give him the chance to.
April 18, 2018
April 11, 2018
Sponsorship marketing is hard work! Nothing is more frustrating than spending countless hours crafting a sponsorship proposal, sending it out to your prospects and hearing…nothing in return. I see a lot of sponsorship proposals, good ones and bad ones (and some REALLY bad ones) but all of them suffer from one of these five issues,
April 2, 2018
In today’s post, I want to share a case study with you. An example of how I closed a major, multi-year sponsor in a way that will surprise you. It didn’t include any fancy sponsorship proposals or a complicated activation strategy.
March 27, 2018
Five stages of sponsorship? But isn’t sponsorship about setting a budget goal, creating a package with three levels (Gold, Silver, Bronze) and then dividing that budget goal across those three levels and e-blasting your stock proposal to every company you can think of? Yes! At least that’s the common practice, anyway. I have spent a
March 14, 2018
I know what you’re thinking “another post about how we should stop using the term ‘sponsor’ in favor of something like ‘partner.’” Nope. In fact, there is no word for “sponsors” because sponsors simply don’t exist. Wait…what? Let’s start with the working definition of sponsor from our friends at Google Translate:
March 6, 2018
Email is a fabulous tool to help warm up cold calls…except when it isn’t! I hear from clients and colleagues all the time that their e-mails are not producing results. They send out 1,000 emails and hear nothing back. I have had excellent results using email to help open doors and I see truly horrible
February 15, 2018
There is one thing that every single sponsorship property has to offer that every single sponsor wants…and very few sponsorship seekers realize they have it. What is this magical thing that will make your sponsorship sales so much easier? I’m going to tell you…but first a story! From “No Thanks” to “Sign Me Up!”
February 7, 2018
If you want to stop having your emails deleted, phone calls ignored and proposal thrown in the shredder it is essential that you get started in gathering data on your audience immediately. There is a gap in approach and knowledge between brands and sponsorship seekers. Many sponsorship seekers do not possess the level of data
January 9, 2018
One of the main reasons people reach out to sponsorship consultants is for help with prospecting. I am often asked for my advice on how to get sponsors as though there is a magic formula that, if employed properly, will lead to more successful sponsorship packages. There isn’t…until now, that is.
January 2, 2018
Welcome back from, what I hope was, a restful and relaxing time with friends and family! If you’re anything like me, you spent the month of December saying things like “I will take care of that in the new year!” Putting off tasks to be handled by some future version of yourself in a distant