The latest writings from our team
What do Sponsors Want? Actually, Sponsors Don’t Exist!
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:
How to Get 394 Warm Sponsorship Prospects in Your Pipeline – for Free
How many prospects can you reasonably handle in your pipeline without running out of time to treat them all properly? 150? 250? What if I could offer you 394 warm prospects? And what if I could offer it to you…for free? I know what you’re thinking: anyone can download a list of the 394 biggest companies in their area of interest. But, I didn’t say 394 cold prospects, I said 394 prospects who will take your call and meet with you. I have two techniques that I would like to share with you, and neither requires a sponsorship proposal or a complicated valuation (though you should ALWAYS know your value). Check out this infographic to help with the prospecting process. The Business Breakfast Let me state for the record: sponsorship is NOT fundraising. Fundraisers and charities may use sponsorship as a revenue tool, but it is most definitely a form of marketing (not corporate philanthropy). Why am I telling you this? Because the first strategy is borrowed from the charitable sector…and is the single best tool for growing your pipeline. How do I know it works? Because a consultant friend of mine helped me triple the revenue of a charity […]
Engaging your Board in Fundraising and Sponsorship
This post is aimed primarily at the charity and non profit. For my private sector and sports team readers…next week we will be back at it with some tricks of the trade for you. This one’s for the charities! Thanks to my good friend Mena Gainpaulsingh of Purposeful Fundraising Inc. for guest posting and sharing her expertise!
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 over and over again that properties (the people who want the money) are missing the mark almost every time. There is one thing that your sponsors want more than anything else and nobody is doing it. That one thing? Discovery sessions.
The Ultimate Sponsorship Prospecting Formula
One of the main reasons people reach out to sponsorship consultants like myself is for help with prospecting. I can completely understand that, as figuring out who to contact and where to start can be quite difficult to determine, especially for first-time sponsorship seekers. 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 wasn’t. Until now, that is. That’s right! I’ve cracked the code, so to speak, on sponsorship prospecting. I created a simple formula for finding corporate partners that can get you on your merry way to prospecting with the right parties. In this post, I’ll share that formula with you and provide best practices for sponsorship prospecting as well, so make sure you check it out! My Corporate Sponsorship Prospecting Formula First, let me start by saying I’m no professional mathematician. I have no idea if this formula follows standard algebra protocol, so please don’t judge me if it doesn’t. Here is my ultimate sponsorship prospecting formula: A1 + I (A32 x V) = P Now, I’m sure you’re wondering what all the variables are and […]
How to Use Audience Data for More Sponsorship Sales
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 and knowledge of the audience that sponsors require to make informed decisions. Sponsors have a limited budget, limited time and limited patience for sponsorship seekers who don’t know the audience they offer.
The Hottest Activations from May 2024
Well, boys and girls, festival season is officially upon us, meaning that the sponsorship activations are coming hot and fast. We’re also...
Networking Strategies that Drive Sponsorship Success
I am asked constantly how to find sponsorship prospects, how to find the right people and how to get prospects to take a call or meeting. My answer is to go back to the principles of sales. People buy from people! Cold calls have a terrible success rate and leading with the sponsorship package is a one way ticket to the recycle bin.
How To Ask For Sponsorship: Questions For The First Meeting
Asking For Sponsorship Is Easy! As Long As You Don’t Ask For Money (Yet!) Prospecting is arguably the most important part of the sponsorship sales process. It is through the process of discovery meetings, geared towards information gathering rather than sales, that you learn whether or not the market will support your goals. The goal of the first meeting is not to make the sale but to gather information and demine whether or not you have a fit. The types of questions that you should ask your prospects must reflect the goals of the first meeting. 10+ Questions To Ask Potential Sponsors Here are the five most important questions you should be asking in the first meeting in order to be able to create a custom sponsorship package: Who is your target audience? This starts the meeting on the right path, right away. Don’t launch into a pitch, instead, get your prospect talking about their target audience. Not only will this give you valuable information for your proposal and your own audience research but it shows your prospect that you understand how sponsorship works. What action do your customers take right before they make a purchase? How do you typically get […]