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Archive: Month: June 2020

The latest industry news, interviews, technologies, and resources.
Getting Past the Online Sponsorship Request Form

Getting Past the Online Sponsorship Request Form

by | Jun 22, 2020 |

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. We were working with two clients, both completed an online form for the same company, one got a big five figure sponsorship while the other didn’t. What was the difference between the two applications? Sponsorship Request Forms Gone Wrong Property A was a client of ours. They had an event planning and sponsorship committee helping them with their event. Somehow the committee got the impression that their role was that of giving advice. Naturally, not a single person on the committee had expertise in sponsorship yet they were sure they understood the space. Our client told us that this committee insisted that all they had to do was fill out the form on a major bank’s website and money would come pouring in. They asked me what to do and I told them that the existence of an online form has no impact on sales […]

Sponsorship Follow-Up: The Art of Overcoming Objections

Sponsorship Follow-Up: The Art of Overcoming Objections

by | Jun 8, 2020 | , ,

“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. My reasoning? I didn’t want to be pushy or rude and I assumed his responses to me were polite “no thank yous.”