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Archive: Discovery Sessions

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

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

by | Jun 26, 2024 | ,

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.

How To Ask For Sponsorship: Questions For The First Meeting

How To Ask For Sponsorship: Questions For The First Meeting

by | Jun 4, 2024 | , , , , , ,

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 […]