http___blog.powersponsorship.com_index.php_2010_03_how-do-i-get-sponsorship_bg__1.xml
http___blog.powersponsorship.com_index.php_2010_03_how-do-i-get-sponsorship_.xml
1.1 1.2 1.3 2.1 3.1 3.2 3.3 3.4 4.1 4.2 5.1 6.1 7.1 8.1 9.1 10.1 10.2 10.3 10.4 10.5 10.6 11.1 12.1 12.2 12.3 13.1 13.2 14.1 14.2 14.3 14.4 15.1 15.2 15.3 15.4 16.1 16.2 17.1 17.2 17.3 17.4 17.5 17.6 17.7 17.8 18.1 18.2 18.3 18.4 18.5 18.6 19.1 20.1 21.1 22.1 22.2 23.1 24.1 25.1 25.2 26.1 27.1 27.2
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?
1.1 1.2 2.1 3.1 3.2 4.1 5.1 6.1 7.1 8.1 9.1 10.1 10.2 10.3 11.1 12.1 12.2 13.1 14.1 14.2 15.1 15.2 16.1 17.1 17.2 17.3 17.4 18.1 18.2 18.3 19.1 20.1 21.1 22.1 23.1 23.2 23.3 24.1 25.1
One very big, but very general question has been popping up a lot on some of the discussion boards I monitor. The general gist is: “How do I get sponsorship for my event?” I could write a book answering that question! Oh yeah, I already have! 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. I strongly believe that every sponsorship proposal should… - Be focused on the sponsor’s needs, not your needs - Be totally customised to those needs - Provide multiple, creative ideas for sponsor leverage - Have a creative benefits list that is built around the benefits needed for those leverage ideas There is no question it is the sponsor’s job to plan and leverage their own sponsorships. That said, it is totally in your best interest to provide those ideas in the sales process. 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. 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: - Your proposal will be in the very small percentage that will capture their attention and be considered. (Most are not customised and not about them in any way.) - Your proposal will be worth more – that’s right, you can charge more – because it is results oriented. - You are much more likely to get a “yes” because you’ve made it easy to say “yes”. 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”. - Even if they don’t say “yes” this time, you have established yourself as a credible, viable partner who really does get it. They will be happy to hear from you again. The upshot is that you will probably send a lot fewer proposals, but they will be much more specific and much more successful. This is a strategy that can also help you to extend your effective selling window in a short lead-time situation. 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. 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. This will ameliorate at least some of the lead-time factor. If you’re considering hiring a broker or a service to write a proposal for you, be very careful. Ensure that they will be putting a lot of effort into creativity and customisation. 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. A couple of resources that may be helpful: For a full rundown on offer development and proposals – including a template – you may find The Sponsorship Seeker’s Toolkit 3rd Edition very useful: For some guidelines on hiring brokers (and proposal services), you may be interested in my white paper, “Cheat Sheet: Questions to Ask Before You Hire a Sponsorship Broker”. If you liked that post, then try these... And Now for the Bad News… All of It… In One Place Weathering the GFC: Best practice case studies from two great sponsees We Have Met the Enemy of Best Practice Sponsorship, and it is "Standardisation"