Sponsorship Tips Newsletter #22 June 2007
Contents
When Sponsor Search is Not Sponsor Search
Opt-in Emailing for Sponsor Search
NCMC Service Packages
When Sponsor Search is Not Sponsor Search
Invariably, when discussing our sponsor
search service with people, the discussion comes around to how hard the process
is. “We’ve been calling people for months and all we get are rejections; not
one single sponsor.”
My response is always the same: Sponsor
search is not about getting a sponsor. You can’t assume that someone will just
look at your proposal and decide it is time to sponsor you. It may happen but
999 times out of a 1000, it does not work that way. Sponsor search is about
starting a discussion with a potential sponsor.
The Spin Selling model
tells us that in the major sale you don’t measure your success by whether you
sell a prospect on the call; instead, you measure success by whether you advance
the sale in some way each time. An advance may be a request from the potential
sponsor for you to gather some information that will help him evaluate your
opportunity. It could be a request that you make a phone call to another party
and set up a meeting with your sponsor. It could be any number of things that
bring you into the process of developing a relationship with the sponsor.
So what should you do when we send you a
list of leads to whom we have mailed a proposal?
On the follow up call, you may want to ask
them for some feedback to make your proposal better. You may want to ask them
what it will take for you to become one of their partners. Or you could invite
them to an event so they can see for themselves what the opportunities are. Ask
them how your proposal stacked up against other opportunities they have
evaluated and what you can do to create more value to them. Especially, you
should ask for a meeting so you can get to know their marketing needs better.
If you get that dialogue started and keep moving forward with the prospect,
eventually you will get that support. But the major sale takes time.
Keep in mind, there are many many
competitors in the United States in a number of different sports. Everyone
needs support in order to be competitive in their sport. Most of them will not
get that support and will have to be content to pay for their efforts themselves
or work some small deals that will help a little bit. Who gets the money? Most
often it is the teams that can bring the big payoffs, the Penske’s, the New York
Yankees, etc., but don’t be fooled by thinking it is easy for them while it is
difficult for you. The only difference between you and these teams is that they
have developed a strategy and perfected it over time and they have gotten the
very best advice from marketing experts and agents who have taught them how to
do it.
Another important point is the old axiom of
sales that people buy things from people they like. Although many situations
involve objective appraisals of the value of an opportunity, and the intent of
such analyses is to identify the most valuable opportunities as opposed to
making a purchase decision by mere emotion, it is still true, that even in cases
where the value is high, we still will purchase from people we like. So what do
you do when you and the potential sponsor just don’t click? The best answer is
always: Be yourself.
Opt-in Emailing for Sponsor Search
NCMC has created
a new Opt-in emailing service for sponsorship propositions. We can broadcast
your announcement to over 1000 companies and individuals that have opted in to
receiving emails from us or that have provided their email address in our
sponsor data base. In addition, as part of this service, we will also submit
your proposition to free press release sites that are used by many marketing and
media companies. This announcement service is not spam but information provided
to clients, marketing companies and known sponsors about your opportunity. Each
announcement is specially written to provide information on your opportunity
including a value proposition that will differentiate your team of company.
Past mailings have yielded responses and led to sponsorship deals. Our price is
only $275. This service includes our writing the email text or sending your
pre-written message. To learn more contact 317-881-3826.
Check out our Service Packages
at
http://www.insmkt.com/servicepackages.htm
Thanks for reading
Robert Villegas
http://www.insmkt.com/
sponsorship123@aol.com
1-317-881-3826
1-317-413-2782
Call us
at 317-881-3826 Have a Question?
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