The Virtual Sponsorship Conference

November 14th, 2019, Worldwide

No travel costs, no down time, no rubber chicken lunch. Just the best content and strategies from the front lines of sponsorship sales…right in your office

Space is limited... Don't Wait to Register!

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WHAT IS THE VIRTUAL SPONSORSHIP CONFERENCE?

The Virtual Sponsorship Conference is a full day event brought to you by The Sponsorship CollectiveNo travel costs, no down time, no rubber chicken lunch.

The Virtual Sponsorship Conference is designed to serve the entire sponsorship industry, including:

  • Cause
  • Brands
  • Sport associations
  • Conference and meeting organizers
  • Major events
  • Nor for profits and associations
  • Municipalities
  • Education

In other words, if you work in sponsorship… you do not want to miss this event.

Your Host for the Day

Chris Baylis, internationally recognized sponsorship expert and CEO of The Sponsorship Collective will be your host throughout the conference, guiding you through the content and tactics used every day by The Sponsorship Collective team.

In Depth Training

We will spend the day exploring the entire sponsorship sales process including: trends in sponsorship, prospecting, making the sale, valuation, audience data and building proposals that sell.

A Template for Everything!

Each workshop has templates designed to get you up and running as quickly as possible. You will receive all recordings of the sessions as well as a working valuation calculator, proposal templates, the exact discovery questions to use in your first meeting, checklists and tons more!

A Working Valuation Calculator

The workshop includes access to our cloud-based valuation software for an entire year! The calculator is already loaded with current market rates for every type of asset on the market today.

All Sessions are Yours to Keep!

With every conference pass you will receive all session recordings. Can’t make all of the sessions? Worried you might miss something? It’s not an issue with The Virtual Sponsorship Conference! You can review sessions again and again as needed.

Space is limited... Don't Wait to Register!

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About Chris Baylis

Chris Baylis

CEO – Sponsorship Collective

Chris is the President and CEO of The Sponsorship Collective and a self-confessed sponsorship geek.

After several years as a sponsor (that’s right, the one investing the money!) Chris decided to cross over to the sponsorship sales side where he has personally closed tens of millions of dollars in sponsorship deals. Chris has been on the front lines of multi-million dollar sponsorship agreements and has built and coached teams to do the same.

Chris launched The Sponsorship Collective with one goal in mind:

To build best-in-class sponsorship programs for his clients

Chris now spends his time working with clients to value their assets and build strategies that drive sales. An accomplished speaker and international consultant, Chris has helped his clients raise millions in sponsorship dollars.

 

Agenda

Note: All times are in Eastern time (NYC/Toronto)

This is a full day of learning with short breaks between each session to give you time to make notes, catch up on email, grab a coffee or a snack and get ready for the next session.

All of the sessions are recorded and yours to keep, so don’t worry if you can make a session on the day of the conference.

November 14th, 2019

9:00 – 9:30 AM

THE LATEST SPONSORSHIP TRENDS THAT CHANGE...EVERYTHING

What are the latest developments impacting sponsorship?

Why aren’t the old tactics working anymore?

The sponsorship landscape has changed a lot in the last year. In fact, sometimes it feels like sponsorship changes daily! We will kick off the day with an overview of the biggest trends in sponsorship and how you can use these changes to your advantage.

09:45 – 10:15 AM

THE MAKING OF A MILLION-DOLLAR SPONSORSHIP DEAL
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.

10:30 – 11:30 AM

THE SPONSORSHIP PROSPECTING MASTERCLASS

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! In this session, we will go deep into prospecting best practices. 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

We will also cover: 

  • What to bring with you to the sales meeting
  • The real reason for the first meeting
  • The exact questions to ask
  • The best way to follow up to stay front of mind
  • Techniques to warm up the cold call
  • Getting your network on board to help open doors

11:45 AM – 12:15 PM

CREATING PROPOSALS THAT SPONSORS LOVE

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 real life examples 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

You will receive a sponsorship proposal template to guide you through the process, using the principles you learned in the session.

1:00 – 1:30 PM

THE IMPORTANCE OF AUDIENCE DATA

Audience data is THE most important element of sponsorship sales. Period. Audience Data: Why it matters, how to get it and what to do with it!

In this session we will cover:

  • What is “good” audience data?
  • Why you need to collect it
  • Current approaches to collecting audience data, with pros and cons of each
  • How to convince decision makers within your organization to collect this essential information
  • How much data is enough
  • How to use it to negotiate, build activations and make the sale

You will also receive a template to build out your own survey based on what we use with clients every single day.

1:45 – 2:15 PM

SPONSORSHIP VALUATION AND DEMONSTRATING ROI

Are you tired of guessing at the values in your sponsorship packages?

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

2:30 – 3:00 PM

Activation, Fulfillment and Renewal

Building activations that your sponsors and your audience love is hard work. Once you’ve developed the concept, you then have to make sure your sponsors get everything they paid for (fulfillment). When done well, these two pieces set you up to renew your sponsors and close next year’s revenue within weeks of your current agreement coming to a close.

In this session we will discuss:

  • Examples of activations on the market today
  • How to build your own activation ideas that both sponsors and audience will love
  • Simple techniques to deliver and fulfill your sponsorship agreements
  • What to do when things go wrong and how to recover
  • Using a fulfillment report to get your sponsors on board for next year within weeks of your event or opportunity coming to a close
  • How to upgrade sponsors and find out what they are really after
  • Using the sponsor summit as a tool to uncover high value sponsorship opportunities

You will receive a fulfillment report template that you can use immediately!

3:15 – 3:45 PM

PRODUCTIVITY HACKS FOR SPONSORSHIP SALES PEOPLE

One of the most common complaints we hear from sales people and fundraisers is that they just don’t have enough time to do everything required to sell sponsorship.

In this session we will cover strategies, techniques, tools and hacks to help you structure your day, make you more efficient and get better results with the limited time you have so that you can create an action plan to apply the learnings from the day.

4:00 – 4:45 PM

“Ask Me Anything”
The final session of the day is an informal question and answer period with your host, Chris Baylis. All of your questions from the day will be answered in the final session in this no holds barred “ask me anything” session.

Space is limited... Don't Wait to Register!

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Pricing &  Registration

Join us on November 14th, 2019 and get access to the entire event, recordings of the sessions and all of the templates and tools.

Register Now!

Join us on November 14, 2019 and get access to the entire event, templates and all recordings of the sessions.

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