In this session we are going to take a case study approach to this behind the scenes look at exactly what was required to close over $10 million in sponsorship sales over the last two years.

You will see exactly what sponsors want…and what they don’t. You will learn the formula we used to negotiate each sponsorship deal along with a highly systematic approach that has been tested on the front lines of sponsorship sales.

In this session you will learn exactly how to value every asset you have to offer and how to find your unique market value. You will also receive a full year of unlimited access to our cloud-based valuation tool, giving you access to your value along with a fulfillment calculator tool.

Together we will cover: 

• Building a strong inventory of assets
• How to determine the value of every one of those assets
• The cost of things like logos on signs, e-mails, speaking opportunities, samples etc.
• Understanding the difference between tangible and intangible assets
• A simple technique to value social media assets
• What to charge for those items that seemingly have no independent market value
• A full walkthrough of our cloud-based valuation tool

Are you tired of sending out sponsorship packages and hearing nothing back?

Are you sure you have a good opportunity but don’t know how to communicate it to your prospects?

In this session we will look at the best practices of great (and not so great) sponsorship packages. You will learn exactly what sponsors want to see in a sponsorship package and how to stand out from the crowd.

In this session we will cover:

• The major mistakes that everyone is making
• How to keep from having your proposal thrown in the garbage
• Why online forms are the kiss of death and how to get around them
• Exactly what to include in your packages and what to avoid
• How to convince your boss and board to do things differently
• How to describe your audience and your opportunity in ways that sponsors love
• The real reason to create a sponsorship package and the right time to use it

Do you struggle to find the right contact within an organization?

Once you’ve found them, do you find it hard to cut through the noise?

Do you wonder what to say once you’ve secured the meeting?

Then this session is for you!

You will learn how to:

• Find your perfect prospect
• Get them to take your call
• Get the meeting
• Run a successful sales meeting
• Get referrals from the first meeting
• Run a discovery session designed to lead to a sale
• Overcome objections

Sponsorship is evolving and many organizations are struggling to keep up with the pace of change while balancing all of their responsibilities. Sponsorship is becoming more complex, nuanced and demanding all the while, sponsorship spending continues to grow.

In this workshop, sponsorship expert Chris Baylis will teach you to turn more of your proposals into sales. You’ll learn to leverage the latest sponsorship trends to drive greater success for your organization and you will walk away with the tools, insights and confidence needed to demonstrate the value of your sponsorship opportunities.