6.02 Describe How to Secure Sponsorships

1. 6.02 Describe How to Secure Sponsorships

2. List the steps in securing sponsors • Understand all aspects of the event • Locate companies who may be potential sponsors • Make contact with potential sponsors • Close the deal with the sponsor • Establish a partnership with the sponsor

3. Aspects of the Event • Who is the audience? • What are the demographics, geographics, psychographics, and behavioral response of the audience? • How would a corporate sponsor benefit by partnering with the event?

4. Aspects of the Event (continued) • What media has already been put in place (radio, television, newspaper)? • What is the total cost of the event? What percentage of the total cost will be covered by the sponsor(s)? • How many sponsors are needed?

5. Locate companies who may be potential sponsors • Review trade journals • Research similar events to see who has previously sponsored • Research potential sponsors – profile, budgetary and promotional cycles • Decide who would be the best sponsor for the product

6. Make contact with potential sponsors • Write sponsorship proposal • Create fact sheet • Outline benefits • Send out letters requesting to see company representative • Try cold calling on companies • Schedule a meeting with the company

7. Make contact with potential sponsors (continued) • Try to find out who is the decision-maker • Present the proposal • Prove the event aligns with current marketing goals • Follow up after making presentation

8. Close the deal with the sponsor • Negotiate the final contract • Acquire a signed sponsorship agreement

9. Establish a partnership with the sponsor • Discuss leveraging with the sponsor • Fulfill the contract

10. Discuss aspects of a sponsorship agreement • Clauses in the sponsorship agreement • Benefits included in the sponsorship agreement • Summarize opportunities for leveraging sponsorships • Explain the sales process and client relations in sponsorships

11. Clauses in the sponsorship agreement • Term: The length of the agreement and financial obligation • Event definition: Clearly and precisely defines the event and leaves to misunderstandings. • Sponsor benefits: Details all benefits the sponsor will be receiving. • Sponsor obligations: Details what is due the entity, which includes but is not limited to: fees paid, in-kind, and any other obligations to be fulfilled by the sponsor

12. Clauses in the sponsorship agreement (Continued) • Indemnity and insurance: Make sure everyone involved is protected from things that could go wrong. Indemnity is exemption from incurred liabilities, loss or penalties for damages. Insurance is the instrument used to protect the promoter. • Confidentiality: Protect both the sponsor and sponsee.

13. Benefits included in the sponsorship agreement • Exclusivity: • Are companies willing to pay a higher fee to keep competitors from participating? • Can the sponsee use phrases such as “official sponsor” or “presented by”?

14. Benefits included in the sponsorship agreement (continued) • Media package • Exactly what type of coverage will be provided? • How much airtime will be provided? • Will sponsors need to purchase additional media coverage? • Will there be vignettes? • What type of signage will appear on television?

15. Benefits included in the sponsorship agreement (continued) • Media package (continued) • Will ad space be provided? • Will the sponsor’s name and logo be included on information sent out about the event? • Will the sponsor be able to conduct contests or advertising campaigns?

16. Benefits included in the sponsorship agreement (continued) • Signage • What type of signage will be available? • Will rotational and virtual signage be used? • What about banners?

17. Benefits included in the sponsorship agreement (continued) • Entertainment • Will luxury boxes, hotel rooms and VIP passes be provided? • Will the sponsor have access to the athletes or stars?

18. Benefits included in the sponsorship agreement (continued) • Merchandise rights • Will there be an area to sell merchandise? • Will logos and trademarks be used?

19. Benefits included in the sponsorship agreement (continued) • In-Kind • Are sponsors willing to provide products? • How much non-cash sponsorship will be provided?

20. Benefits included in the sponsorship agreement (continued) • Internet • Will the entity provide links to corporate websites? • Will possible banner advertisements be provided?

21. Opportunities for leveraging sponsorships • Makes the sponsorship more successful • Spend between $1-$5 on leveraging for every $1 spent of the sponsorship fee • Additional advertising – banners, magazines, radio or television

22. Explain the sales process & client relations in sponsorship • Preapproach • Approach • Determining needs • Feature/benefit presentation • Handling objections • Closing the sale • Suggestion selling • Follow-up

23. 1. Preapproach • Everything prior to sale • What the entity wants out of the sponsorship • Inventory • Package prices – exclusivity, box seats, luxury boxes, lodging, transportation, invitations, tents, freebies/giveaways, samples, VIP passes, banners, signage, ad space, access to players/stars, TV or radio spots, public relations or press releases, promotions, entitlement to facility and logos on items • Real cost of sponsorship

24. Aspects of the sponsor Prior events sponsored Current events being sponsored Target market Corporate expectations Amount company is willing to spend Aspects of the sponsorship What is the sponsee willing to offer them? Will more than one sponsorship package be offered? How will the company benefit from the sponsorship package? How is the sponsee willing to help track sponsorship value? 1. Preapproach (Continued)

25. Arrange a meeting Variety of dates Correct name Arrive early Dress professionally Introduce yourself Shake hands firmly Give business card Have background information on the sponsor Know your objectives 2. Approach

26. 3. Determining needs • Listen when appropriate • Talk when appropriate • Question to determine needs • Verbal & nonverbal feedback • Empathy

27. 4. Feature/benefit presentation • Explain how proposal can fill client’s needs • Focus on the benefits • Get sponsor involved in the sale • Use visuals • Use a logical order • Large to small • National to local

28. 5. Handling objections • Anticipate them • Can occur at any time • Based on need, product, price or time • Use four step process: • Listen • Acknowledge • Restate • Answer

29. 6. Closing the sale • Close when sponsor is ready • Look for buying signals • Summarize major points • Use objections to close sale • Generate an offer • Be flexible with proposal • Bargain, discuss and settle • Discuss fee arrangement • Do not make agreements cannot keep

30. 7. Suggestion selling • Lengthen contract – multiple year • Add additional promotional ideas

31. 8. Follow-up • Execute contract • Thank you letter – sale or no sale • Keep relationship going • Help the sponsor feel they’re getting their money’s worth • Measure, assess & evaluate • Schedule follow-up appointment