The Virtual Sponsorship Workshop

June 6th, 2018

Eight Sessions, One Day, No Travel, No Fluff

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

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WHAT IS THE VIRTUAL SPONSORSHIP Workshop?

The Virtual Sponsorship Workshop is the flagship education event of The Sponsorship Collective. We are offering you the ultimate in convenience and flexibility, all from the comfort of your own office. 

Together we will dive deep into: 

  • Sponsorship valuation techniques
  • Building activations that create value for your audience 
  • Audience segmentation and identification 
  • Building sponsorship packages that work 
  • Calculating ROI for your sponsors 
  • Activation and fulfillment techniques that lead directly to more sponsorship dollars 
  • Getting in front of the right people 
  • Negotiating the sale 
  • Prospecting techniques that get the meeting  

Everyone Registered Gets a Recording of All of the Sessions!  

  

SPEAKERS

Transform the way you think about sponsorship sales.

CHRIS BAYLIS

President & CEO

The Sponsorship Collective

Chris Baylis is an expert in sponsorship valuation and strategy. Chris works with brands and sponsorship properties to define their properties, determine market value of their assets and create strategies that work.  

Chris is the President and CEO of The Sponsorship Collective and an international speaker and consultant on all things sponsorship marketing. 

AGENDA

The Virtual Sponsorship Workshop will be an immersive and highly practical experience taking place in one day over five action-packed sessions. Join us for the day and take your sponsorship program to the next level.

Five sessions, One Day, No Travel, No Fluff 

Wednesday, June 6th, 2018 (Eastern Time):

9:00 AM Opening Plenary: Sponsorship Trends

9:30 AM Prospecting Like a Pro

10:30 AM Sponsorship Packages That Work

11:30 AM The Importance of Audience Data

12:30 PM Valuation Secrets Revealed

1:30 PM Activation, Fulfillment and Renewal

2:30 PM Closing Plenary: Putting it all Into Practice and Hitting the Ground Running

3:00 PM Q&A Session


THE SESSIONS

Prospecting Like a Pro Get the Meeting and Walk Away With the Sale  

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  

Sponsorship Packages That Work Learn Exactly What Sponsors Want to See  

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.

Valuation Secrets Revealed Learn the Process that Consultants Don’t Want You to Know  

Are you tired of guessing at the values in your sponsorship packages? Learn the system that we have used to value millions of dollars in sponsorship deals. You will learn how to value every asset you have to offer and how to find your unique market value.

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 sample valuation calculator along with instruction on how to use it for your organization
  • A simple technique to value social media assets
  • What to charge for those items that seemingly have no independent market value
  • How to negotiate with sponsors and put the calculator into action  

Not only will you learn exactly what to do, but you will receive a valuation calculator template to use as your own personal master calculator.

The Importance of Audience Data Why it matters, how to get it and what to do with it!

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.

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!

THE VENUE

From the Comfort of Your Office!

  • No travel
  • No hotel costs 
  • No time away from family 
  • No traffic jams 
  • No rubber chicken lunch 
  • No downtime 
  • Tune in from anywhere you want
  • All sessions are recorded for you to review again and again

SIGN ME UP!

Don't forget! All those who register will get a recording of all of the sessions and templates.

Have a question? Send us an email