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One very big, but very general question has been popping up a lot on some of the discussion boards I monitor. Един много голям, но много общ въпрос е пръкват много по някои от дискусията след. The general gist is: Общата същност е: “How do I get sponsorship for my event?” "Как мога да спонсорство за моя случай?" I could write a book answering that question! Мога да напиша отговор на този въпрос книга! Oh yeah, I already have! О, да, аз вече имам! As you can imagine, the discussion boards are full of advice, but for the most part, that advice misses the most important thing a sponsorship seeker can do to maximise their sponsorship success and revenue. Както можете да си представите, дискусиите са пълни с консултации, но по-голямата си част, това становище пропуска най-важното нещо, което един търсещ спонсорство може да направи за постигане на максимални спонсорство успех и приходи. I strongly believe that every sponsorship proposal should… Твърдо вярвам, че всеки спонсорство предложение трябва да ... - Be focused on the sponsor's needs, not your needs Да бъдат насочени към нуждите на спонсора, не ви трябва - Be totally customised to those needs Бъдат напълно персонализирани към тези нужди - Provide multiple, creative ideas for sponsor leverage Създаване на множество, творчески идеи за спонсор на лоста - Have a creative benefits list that is built around the benefits needed for those leverage ideas Имате творчески списък ползи, които са изградени около ползите, необходими за тези лоста идеи There is no question it is the sponsor's job to plan and leverage their own sponsorships. Няма съмнение, че е работа на спонсора на плана и стимулира собствените си спонсорства. That said, it is totally in your best interest to provide those ideas in the sales process. Това заяви, че е напълно в най-добрия си интерес за предоставяне на тези идеи в процеса на продажба. That way, they are not looking at your uncustomised, blank canvas-style proposal thinking, “what could I do with this?”, because, frankly, they will spend about 30 seconds thinking about those options before putting your proposal in the reject pile. По този начин, те не търсят най-uncustomised си, празно платно стил предложение мисля: "Какво можех да направя с това?", Защото, честно казано, те ще похарчи около 30 секунди да мисля за тези възможности, преди да поставите Вашето предложение в отхвърли купчина . On the other hand, if you provide those ideas – an illustration of exactly how they can transform the opportunity you provide to the specific results they need – you will achieve four things: От друга страна, ако се предоставят на тези идеи - илюстрация на точно начина, по който може да превърне възможността, която предоставяте на конкретните резултати, които трябва - ще се постигне четири неща: - Your proposal will be in the very small percentage that will capture their attention and be considered. Вашето предложение ще бъде в много малък процент, който ще улови вниманието им и да бъдат взети под внимание. (Most are not customised and not about them in any way.) (Повечето не са индивидуализирани и не за това, по никакъв начин.) - Your proposal will be worth more – that's right, you can charge more – because it is results oriented. Вашето предложение ще бъде на стойност повече - това е така, можете да зареждате повече - тъй като тя е ориентирана към резултатите. - You are much more likely to get a “yes” because you've made it easy to say “yes”. Вие сте много по-вероятно да се получи "да", защото сте направили това лесно да се каже "да". In fact, many sponsors will say “yes” and then flick your proposal to a junior staffer and tell them to “make this leverage plan happen”. В действителност, много от спонсорите ще кажат "да" и след лек удар Вашето предложение за младши staffer и да им кажа да "направи тази ливъридж план се случи". - Even if they don't say “yes” this time, you have established yourself as a credible, viable partner who really does get it. Дори и да не казват "да", този път си се утвърди като надежден партньор, който жизнеспособни наистина го получи. They will be happy to hear from you again. Те ще се радвам да чуя от теб отново. The upshot is that you will probably send a lot fewer proposals, but they will be much more specific and much more successful. Крайният резултат е, че най-вероятно ще изпрати много по-малко предложения, но те ще бъдат много по-конкретни и много по-успешни. This is a strategy that can also help you to extend your effective selling window in a short lead-time situation. Това е една стратегия, която може да ви помогне да се разшири своя ефективен прозорец продажба в кратък ситуация толеранс от време. Your event may be amazing, but sponsors do need time to plan and implement the leverage programs that will provide them with a marketing result. Вашият случай може да бъде удивително, но спонсорът е нужно време за планиране и изпълнение на лоста програми, които ще им предоставят за пускане на пазара резултат. You can use these same techniques to come up with fast, low-load, creative leverage ideas – things that a sponsor can put into place quickly. Можете да използвате същите техники, за да излезе с бързо, ниско натоварване, творчески лоста идеи - неща, които един възложител може да въведе бързо. This will ameliorate at least some of the lead-time factor. Това ще подобри поне някои от оловно-фактора време. If you're considering hiring a broker or a service to write a proposal for you, be very careful. Ако се обмисля отдаването под наем на застрахователен брокер или услуга, за да напишете предложение за вас, бъдете много внимателни. Ensure that they will be putting a lot of effort into creativity and customisation. Уверете се, че те ще се постави много усилия в творчеството и персонализиране. Sending 50 or 100 or 200 uncustomised, search-and-replace proposals is not going to bring in the money or the types of sponsors you want. Изпращане на 50 или 100 или 200 uncustomised, издирване и замени предложението няма да въвеждат в пари или вида на спонсора, който искате. A couple of resources that may be helpful: Няколко ресурси, които могат да бъдат полезни: For a full rundown on offer development and proposals – including a template – you may find За пълния стъпки за развитие предлагат и предложения - включително един шаблон - можете да намерите The Sponsorship Seeker's Toolkit 3rd Edition Убежище Toolkit 3-ти и спонсорството изданието very useful: много полезни: For some guidelines on hiring brokers (and proposal services), you may be interested in my white paper, За някои основни насоки за наемане на брокерите (и предложението услуги), може да се заинтересува в бяло ми книга, “Cheat Sheet: Questions to Ask Before You Hire a Sponsorship Broker” "Cheat Sheet: Въпроси към Питайте Преди да ви наемат за спонсорство Брокер" . If you liked that post, then try these... Ако ви харесва този пост, след това се опитайте тези ... Pet peeve #723: Sponsees charging leverage fees Пет дразня # 723: Sponsees зареждане на лоста такси Steps: A Sponsorship Seeker's Guide to the Recovery 12 стъпки: Пътеводител за спонсорство убежище за възстановяване Sponsorship White Papers Updated and Upgraded! Финансиране бели книги променен и обновен! The “Designated Problems” of the Sponsorship Industry В "Определени проблеми" на спонсорство промишленост What should a corporate sponsor do when a major scandal strikes? Какво трябва да направя, когато корпоративен спонсор основен скандал стачки?
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One very big, but very general question has been popping up a lot on some of the discussion boards I monitor.一個非常大的,但非常普遍的問題已經彈出了很多關於一些討論板我的顯示器. The general gist is:總的精神是: “How do I get sponsorship for my event?” “我如何得到我的贊助活動?” I could write a book answering that question!我可以寫一本書來回答這個問題! Oh yeah, I already have!噢,我已經有! As you can imagine, the discussion boards are full of advice, but for the most part, that advice misses the most important thing a sponsorship seeker can do to maximise their sponsorship success and revenue.正如你可以想像,討論議會是充滿了意見,但在大多數情況下,這個建議忽略了最重要的一個贊助求職者可以最大限度地保持成功和贊助收入. I strongly believe that every sponsorship proposal should…我堅信,每一個贊助建議應 ... - Be focused on the sponsor's needs, not your needs重點是在贊助商的需求,而不是你的需求 - Be totally customised to those needs完全定制,以滿足這些需要 - Provide multiple, creative ideas for sponsor leverage提供多個,創意為槓桿贊助 - Have a creative benefits list that is built around the benefits needed for those leverage ideas有創造性的好處的一覽表是建立在利益需要的槓桿想法 There is no question it is the sponsor's job to plan and leverage their own sponsorships.毫無疑問這是贊助商的工作計劃,並充分利用自己的贊助. That said, it is totally in your best interest to provide those ideas in the sales process.這就是說,它是完全在你的最佳利益提供這些想法在銷售過程. That way, they are not looking at your uncustomised, blank canvas-style proposal thinking, “what could I do with this?”, because, frankly, they will spend about 30 seconds thinking about those options before putting your proposal in the reject pile.這樣,他們不是看你的uncustomised的空白畫布風格的建議“的思想,我能怎麼做呢?”,因為,坦率地說,他們將花費大約 30秒考慮這些選擇前,你的建議的拒絕樁. On the other hand, if you provide those ideas – an illustration of exactly how they can transform the opportunity you provide to the specific results they need – you will achieve four things:另一方面,如果你提供這些想法 - 一插圖到底,就可以轉你的機會提供給他們所需要的具體結果 - 你將實現四個方面: - Your proposal will be in the very small percentage that will capture their attention and be considered.您的建議將在非常小的比例,將捕捉他們的重視和予以考慮. (Most are not customised and not about them in any way.) (大多是沒有自定義,而不是對他們以任何方式.) - Your proposal will be worth more – that's right, you can charge more – because it is results oriented.你的建議將會更有價值 - 這是正確的,你可以收取更多的費用 - 因為它是結果導向. - You are much more likely to get a “yes” because you've made it easy to say “yes”.你更可能得到一個“是”,因為你可以輕鬆地說“是”. In fact, many sponsors will say “yes” and then flick your proposal to a junior staffer and tell them to “make this leverage plan happen”.事實上,很多贊助商將說“是”,然後輕打你的建議,以1級的僱員,並告訴他們“使這個槓桿的計劃得以實現.” - Even if they don't say “yes” this time, you have established yourself as a credible, viable partner who really does get it.即使他們不說“是”這個時候,你必須建立自己作為一個可信,可行的合作夥伴誰確實得到它. They will be happy to hear from you again.他們會很高興收到你的來信了. The upshot is that you will probably send a lot fewer proposals, but they will be much more specific and much more successful.其結果是,你可能會少發了很多建議,但他們會更具體,更成功. This is a strategy that can also help you to extend your effective selling window in a short lead-time situation.這是一種策略,還可以幫助您擴展您的有效的銷售窗口在很短的籌備時間的情況. Your event may be amazing, but sponsors do need time to plan and implement the leverage programs that will provide them with a marketing result.您的事件可能是驚人的,但贊助商確實需要時間來規劃和實施方案,充分利用他們提供一個營銷的結果. You can use these same techniques to come up with fast, low-load, creative leverage ideas – things that a sponsor can put into place quickly.您可以使用這些相同的技術來快速增長,低負荷,創造性利用的想法 - 一個贊助商的事情能迅速到位. This will ameliorate at least some of the lead-time factor.這將改善至少一些準備時間的因素. If you're considering hiring a broker or a service to write a proposal for you, be very careful.如果你考慮聘請經紀人或服務,為你寫下建議,必須非常小心. Ensure that they will be putting a lot of effort into creativity and customisation.確保他們將精力投入到了很多創意和定制. Sending 50 or 100 or 200 uncustomised, search-and-replace proposals is not going to bring in the money or the types of sponsors you want.發送 50或100或200 uncustomised,搜索和替換的建議是不會帶來金錢或贊助商的類型你想要的. A couple of resources that may be helpful:一對夫婦的資源,可能會有所幫助: For a full rundown on offer development and proposals – including a template – you may find對於一個完整的介紹所提供的發展和建議 - 包括模板 - 你可能會發現 The Sponsorship Seeker's Toolkit 3rd Edition 贊助導引頭的工具包第3版 very useful:非常有用: For some guidelines on hiring brokers (and proposal services), you may be interested in my white paper,對一些準則僱用經紀(和建議服務),您可能有興趣在我的白皮書, “Cheat Sheet: Questions to Ask Before You Hire a Sponsorship Broker” “小抄:問題要問你僱用一個贊助前經紀人” . If you liked that post, then try these...如果你喜歡這個職位,然後嘗試這些 ... What Should a Sponsee Include in a Year-End ROI Report?需要什麼樣的贊助方包括年終投資回報率的報告? The “Designated Problems” of the Sponsorship Industry “指定”問題產業的贊助 My Top 10 Corporate Sponsorship Blogs of 2009我的博客十大企業贊助 2009年 Five telltale signs of a “magic wand” sponsor五跡象的“魔棒”贊助