The Blog

  • “Just Send me a Proposal” The Five Words you Never Want to Hear in Sponsorship

    Telling people “no” is an uncomfortable experience and people try to avoid it at all costs and so our prospects have come up with an ingenious way to say no without having to say no, and it sounds like this: “Just send me a proposal” Which is code for “no thanks.”

  • The One Thing Every Sponsor Wants (And Nobody is Doing)

    Everybody wants a silver bullet to sell sponsorship, the one thing that works every time. Guess what? It DOES exist! Is it a well written proposal? A solid elevator pitch? The perfect combination of logos, sampling rights and exhibit space? Nope! I talk to sponsors a lot (yes, the people with the money!) and I hear

  • The Five Reasons Your Sponsors Ignore Your E-mails

    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

  • Surveys Don’t Work (and other lies we tell ourselves)

    Surveys are a very important part of your sponsorship program. Every organisation should be surveying their attendees and their database if they want to grow (or maintain) their sponsorship program. I talk a lot about the power of audience data and cover the importance of surveys in all of my in person and online training

  • How to get sponsorship for a first year event or new opportunity

    What do you do when you are launching a brand new event? Or a naming right for a building that hasn’t been constructed yet? Or a new program? First, it has to be said: a brand new sponsorship opportunity is not given a pass from following the sponsorship sales process discussed in this article.

  • How do I sell sponsorship for…?

    I get this question or a variation of it every day, multiple times a day and at every speaking event, workshop and webinar that I run.

  • The three things missing from every sponsorship package (and the one thing there is too much of!)

    As part of our work at The Sponsorship Collective, we review hundreds of sponsorship decks every year across Canada and the US. There are some simple changes that every sponsorship seeker should implement to make the strongest deck possible. A good sponsorship package is never a replacement for good sponsor-centric sales techniques and relationship building

  • The Sponsorship Package is an Outcome, Not the Starting Point

    Most organizations start their sponsorship journey by creating a sponsorship package. They create beautifully designed proposals, edited by multiple levels internally, voted on by the board and written (and rewritten) with every single eventuality in mind. “If we create a sponsorship deck that covers absolutely every option for a sponsor, then every company we approach

  • How to Secure Mega Sponsorships for Your Fundraising Event!

    Events can be great. They can engage your donors, show off your cause, increase revenue and, most important of all (in my highly biased opinion) drive sponsorship dollars. Sponsorship sales can be a major revenue source from events. With a little effort, you can make your next event a sponsor’s dream!

  • Getting Past the Online Sponsorship Request Form

    We hear this question a lot. “I keep getting sent to the online form…what should I do?” The question refers to those online forms that companies have on their website for you to complete to apply for sponsorship. The question is, should you fill it out. The answer is…yes! But not without a story first.

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