1 / 29

IS THERE A SILVER LINING IN TODAY’S SPONSORSHIP CLOUD? ABSOLUTELY!!!!

IS THERE A SILVER LINING IN TODAY’S SPONSORSHIP CLOUD? ABSOLUTELY!!!!. ANSWERS YOU ARE GETTING. No We’re not doing any marketing this year We have no budget We don’t have any money Haven’t you heard? We’re in a recession! We won’t be in business beyond ___ months!

darrinc
Download Presentation

IS THERE A SILVER LINING IN TODAY’S SPONSORSHIP CLOUD? ABSOLUTELY!!!!

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript


  1. IS THERE A SILVER LINING IN TODAY’S SPONSORSHIP CLOUD? ABSOLUTELY!!!!

  2. ANSWERS YOU ARE GETTING • No • We’re not doing any marketing this year • We have no budget • We don’t have any money • Haven’t you heard? We’re in a recession! • We won’t be in business beyond ___ months! • Come back later … we’ll listen if we’re still in business! • We’ve cut sponsorship out of this year’s budget

  3. WHERE DO YOU STAND ON SPONSORSHIP? • Polling question #1

  4. WHATEVER THEY ARE SAYING… IGNORE IT!

  5. HOW TO COUNTER THESE OBJECTIONS McGraw-Hill Bain & Co. McKinsey Consulting

  6. RECESSION/DEPRESSION??? Epictetus, 55-155 AD “What concerns me is not the way things are but, rather, the way people think things are.

  7. BE A BETTER SALESPERSON BE A CONSULTATIVE SALESPERSON, NOT AN ORDER TAKER!

  8. DON’T BE RIGID Be prepared to change and re-think your proposition … DCH Auto example

  9. L – I – S – T – E - N If you just listen, your sponsors will tell you what they want!

  10. HELP THEM Eliminate packages Work first with their objectives Then your assets

  11. WHAT ARE YOU DOING? • Polling question #2

  12. OBJECTIVES CHECKLIST • Drive sales/traffic • Heighten visibility • Differentiate your product from competitors • Obtain positive publicity • Enhance good corporate citizen role (corporate social responsibility) • Merchandising opportunities • Sell/sample products/services directly • Contribute to community economic development

  13. STILL MORE … • Shape consumer attitudes • Business-to-business marketing • Showcase product attributes • Enhance quality of life for employees • Entertain clients • Communicate commitment to a particular lifestyle • Combat larger ad budgets of competitors • Achievement of multiple objectives • Break through media clutter

  14. NOW YOU KNOW THEIR OBJECTIVES What do you have that will help them achieve those objectives?

  15. _____ Radio commercials _____ Newspaper advertising _____ Television _____ Transit (bus and rail) cards _____ Metro brochures _____ Booth _____ Participation in ________________ _____ Volunteer recognition _____ Banners _____ Hospitality (customers, clients, staff, employees) _____ Sampling _____ Product sales _____ Audio announcements _____ On-site signage _____ Program guide _____ Public relations _____ Internet _____ Sales promotion _____ Database development _____ Contests _____ Premiums _____ Cross-promotion with other sponsors _____ Category exclusivity Other: __________________________________________________________________ ________________________________________________________________________ Based on this discussion, the best partnership would be the ______________________. Let’s walk through that right now to ensure that we have met all your needs. “Name of Event … contact information” ASSETS CHECKLIST

  16. THEN CUSTOMIZE Simple categories … Title Presenting Associate Official Product Specific Asset Cheapskate 

  17. WHAT HAPPENS? They make the decision … not you!

  18. Sales steps to take during tight financial times • Go “outside” your normal contacts • Explore recession resistant categories (fuel, utilities, telcos, pharms, consumer staples, senior products) • Make 5 extra calls a day • Ask for referrals • Offer creative financing • Treat customers as partners • Write your goals • Be a consultative salesperson • Keep in touch with former sponsors • Don’t get discouraged

  19. WHAT ARE YOU DOING? • Polling question #3

  20. OTHER REVENUE SOURCES • Mobile tours • Mobile phone companies • New products • Consumer staples • Electronics • Home improvement products • Wines and beers • Discount stores • Newspaper advertisers • Utilities • Health care

  21. SOME SURVIVAL TIPS Be persistent Be consistent Be insistent Be creative Be willing to take less Capitalize on their assets Take credit cards

  22. OFFER ACTIVATION/EXPERIENTIAL IDEAS • Traditional Advertising • Public Relations • Internal Communications • Hospitality (Trade/Consumer/Employees) • Online Promotions (Contests, Sweeps, etc.) • On-Site Sampling • Register to Win/Database Development • Have the Experience/Hands On

  23. WHAT CATEGORIES ARE IN YOUR FESTIVAL OR EVENT? • Polling question #4

  24. WHO DO YOU TALK TO? Only deal with the decision maker

  25. BAD SALES TRAITS • Not making enough calls • Not following through with promises made • Not listening • Not starting every day with a plan • Not describing benefits clearly • Not asking for the order often enough • Negatively prejudging the prospect’s ability to buy • Not dealing with customer objections head on • Ignoring the power of a positive attitude • Not changing and growing • Lack of focus on priorities • Failure to work harder and smarter • Too much ego, not enough empathy

  26. GOOD SALES TRAITS • Passion • Knowledge about the buyer • Creativity • Constant networking • Constantly seeking new contacts • A good listener • Empathy • Determination • Confidence • Self-esteem • Ego • Tenacity • Believe in yourself/believe in your product

  27. PERSONALITY SELLING Tune into your buyer’s personality … be a chameleon

  28. WHAT ARE YOU READING? • Polling question #5

  29. 10 Basic Rules for Success • Believe that you have already succeeded • Replace negative statements with positive phrases • Take responsibility for your actions • Always set written goals • Think positively • Formulate a personal mission statement • Always ask “what is the worst that could happen?” • Allow yourself to make mistakes • Strive to be the best you can be • No one was born great … we can CHOOSE success

More Related