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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.”

If Gold, Silver, Bronze Is So Bad, Why Do They Use It?

If Gold, Silver, Bronze Is So Bad, Why Do They Use It?

by | May 18, 2020 | ,

Sometimes I feel like I live in two worlds. In world one, I work with brands (i.e. sponsors) who hate (and I mean HATE) gold, silver, bronze sponsorship packages. They throw out thousands of these packages every month, ignoring them completely. In world two, I work with sponsorship seekers who love the gold, silver, bronze sponsorship package. All of their sponsorship strategies focus on making a sponsorship package that they can send to prospects in hopes that the right mix of assets, at the right price, will grab their prospects and make the sale. I don’t know how these two worlds can exist within the same sponsorship space, but they do. Something I hear often from sponsorship seekers is something like “If the gold, silver, bronze sponsorship package is so bad, why do THEY use it?”