Sponsorship can seem complex and even random at times- sometimes technique A works, other times, technique B does the trick and sometimes, seemingly for months on end, nothing seems to work at all! There is, however, a way to change the odds, and it is surprisingly formulaic. If you want to know how to get sponsorship or how to keep the sponsors you currently have, try the following nine steps: Never go in Sponsorship Proposal First Sacrilege, I know! “Send me a sponsorship proposal” is code for “no thanks” and when you go in proposal first you go right to the no. You certainly shorten the sales cycle but you don’t get the answer you want. Making your prospects read a sponsorship package full of assumptions and hope they find something that appeals to them does not lead to a strong close rate. Instead, have a conversation with your prospects about their sponsorship goals and find out what makes them tick. Ask them what they want to see in a sponsorship package! Want to know how to get sponsorship? Ask your sponsors! Questions, Questions and More Questions! The only time to speak in a sponsorship meeting is when your sentence ends […]
