Sponsorship and Corporate Partnerships
The Sponsorship Sales Process – learn the steps involved to take your sponsorship approach from ‘cold’ to ‘sold’!
Auckland – Friday, 1 September 2017
Please Note: the New Plymouth workshop has Sold Out!
Sponsorship is about relationships… AND it’s about sales.
Do you need to be a ‘salesperson’ to be successful at sponsorship? No. But you DO need to understand the principles of selling in order to achieve consistent success.
The process from cold to sold in sponsorship has tangible timeframes and milestones involved. Not understanding what’s involved is like hoping to travel to some far-off destination without a map or any means to get there. How will you find your way?
Being successful at securing sponsors is not about being ‘salesy’ or ‘pushy’ or trying to be something you are not. It is about being as effective as you can be in the time you have available – understanding and exploring common goals, screening potential partners efficiently, building relationships and moving through the process at your partner’s pace. The last thing you want (or have time for) is to be tripped up by something that you were not expecting to happen – some question, delay or objection that you can not move past.
Join me in this full day hands-on workshop, as we cover the steps involved to take your sponsorship approach from cold to sold. There will be lots of group activities and you will have access to resources and templates that will help you implement what you have learned.
In this workshop Abby will show you:
- how to ditch the pitch – just be you and tell them what they want to know;
- how to make your best cold approach ever;
- the art of following up;
- how to handle meetings – objections, questions and the stuff from left field;
- 5 steps to close the deal; and
- elements of a robust contract.
Who should attend
These workshops are for:
- Business development or marketing managers
- Fundraisers
- Sponsorship seekers
- CEOs
- Board Directors
- Volunteers and anyone involved in seeking corporate partners for their event or organisation
