Gather Intelligence
Understanding the prospect's objectives determines your sponsorship offer.
Build Rapport
Relationships are built through confidence, trust and respect.
Managing Objections
Solutions are found through flexibility and understanding.
Selling a Sponsorship
Present ideas and solutions that help the sponsor reach their objectives.
1
Challenge
I am having difficulty getting key decision-makers at the companies and brands I am approaching to respond to my emails, LinkedIn requests, and phone calls
2
Solution
By identifying companies and brands that have a higher alignment with your asset attributes, the probability of getting callbacks increases significantly. It’s important to make sure that you clearly communicate to the prospect who you are, why you are making contact and briefly introduce what it is you believe you have will be of value to them.
3
Process
Yes, we have all heard the saying ‘work smarter, not harder’ well, when it comes to sponsorship brokerage you need to do both. There is no ’silver bullet’ to getting sponsorship deals done, it takes preparation and persistence. What makes our team great sponsorship brokers is our preparation and attention to the details. By clearly understanding what industry sectors and businesses your sponsorship asset is going to be the most valuable to, we’re able to leverage the connection points between the two, to start meaningful conversations. We literally spend hours prior to contacting any sponsorship prospects, gaining an understanding of their business and objectives. Then when we do make contact we have the very best opportunity to pique their interest and have future discussions with them about your sponsorship asset.
This service is exclusive to our clients that we have
created an SSG professional sponsorship proposal for.
If you don't have one of our proposals yet, take a look at our ‘Sponsorship Plus' Service
I first reached out to Damon in 2013, his business was very well credentialed and I had seen some of the great work they were doing in V8 Supercars. Since that time Damon has managed the commercial growth for Stuntzinc and also my personal brand. Damon and his team have been great to have as part of my team, he always makes himself available when I have questions and new ideas. I don’t have to worry about all the elements that go into closing our commercial sponsorship deals. What I do know is that all our sponsors have a good rapport with him and his team and they keep bringing new sponsors to our team so he must be doing it right. Damon was instrumental in identifying and negotiating the iconic partnership we have with Mattel and Hot Wheels amongst others. I personally recommend anyone looking for commercial sponsorship-related services speak with him and his team, they have a great work ethic, integrity and importantly a great understanding of how to create successful sponsorships.
FAQ on Brokerage
Sponsorship brokerage fees vary depending on if there is a commission structure in place for sponsorship partners/deals secured. We offer you the choice of a fixed price for a set amount of hours work OR a lower hourly rate with a commission structure based on the sponsorship partners we bring to you. If you’re interested in us providing you brokerage services we would love you to tell us more about your sponsorship opportunity. Tell us more.
Learning the right way to go about starting a conversation with a potential sponsors starts with you understanding and being able to identify the right companies and brands that will get the most value from your sponsorship opportunities.
If you want to build rapport quickly with a prospect, make sure you remember to ask them a few questions about their business. This interest shows that you care about their objectives and are genuinly interested in what’s important to them; this two-way interaction will help you build a level of rapport with your new prospects.
NO is, in most cases, just the easiest response for someone to give because they are to busy and can’t be bothered thinking about what it is you have to offer them. Stay clear of questions that can be responded to with a simple yes or no response. Reframe the sponsorship conversation from a sales call to one that invites and promotes collaboratively discussing ideas that are focused on what can be done together to achieve their objectives.
Selling sponsorship is one of the toughest things you will ever do because it’s a discretionary spend for companies and brands and it’s results are not easily measurable. One of the keys to achieving greater sponsorship success is taking the time to fully understand sponsorship and what makes it a unique and powerful marketing tool. When you understand what makes sponsorship a powerful marketing tool you can then see how it can directly be applied to your prospective sponsors to achieve their objectives. If you would like to learn some more tips on how to become more successful at sponsorship sales, contact us.