By Rodney Overton
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You could even have them be part of the team. Tickets can also be used as customer "Premiums" by the sponsor. " Remember, the eye catching unique visibility gets a potential customer's attention. A message (sign) coaxes the potential customer into the sponsors business. Now, you convert the potential customer into a repeat customer with the (buy this many and get the free ticket) deal. There is no limit to this approach. Say you were sponsored by a sandwich shop. " This way the sponsor gets repeat customers and you are providing him with materials he doesn't have to buy.
E. Introductory sales steps Gain first meeting Recruiting a "coach" or mentor in the prospect account. Discovery Forming the first ideas. F. Presentations/proposals/objections Response. Present Response and gain permission to invest time and money in putting together a proposal. Craft a proposal. Present the proposal Modify and reflect their feedback. G. Trial close/objections/close Negotiate contract and reach agreement Sign contract. Get paid. H. Follow up/fulfilment/account management Fulfil contract by going racing Manage account to next stage of the relationship 54 Sponsorships - Finding and Selling Marketing Partnerships 12 Steps To Sponsorship Success Selling sponsorships is not a matter of buying a mailing list of potential buyers, writing a direct-mail letter, putting together a “package,” mailing everything out and waiting for the telephone to ring with people offering you money.
Some more Sponsorship Tips Having, for a number of years been involved in sponsorship deals from a sponsor's point of view I have one or two pointers which may help some of you based our organisation’s sponsorship of an annual debating tournament. 1. Letters addressed to "Chief Executive of Company " or "Head of Sponsorship" do not work; if you are serious about getting cash do some research and find out exactly who's going to make the decision. Speak to your mates who have gone to work for big firms (often new recruits go straight on to recruitment teams - so leveraging these contacts is probably the easiest way to get a foot in the door).
Sponsorships: finding and selling marketing partnerships by Rodney Overton