Find the right person
I find it is easier to go top down, rather than bottom up on the organisation chart, so I go to the highest contact I can find, and build a relationship without being a nuisance. How do you do that? Practice helps. Start by make sure you do your homework to find out if your target audience is a fit with theirs. Then keep your introductions short; ask for the right person to speak with regarding a sponsorship targeting XXX (make sure the XXX is about your audience or their target market, or about a goal they are trying to achieve. No more than a sentence.), and be sure to follow up. I recommend no more than weekly; people are busy.
Tailor your proposal to your sponsor’s needs
Do not send over your proposal straight away. After finding out who the right person is, set up a discovery call or meeting to expand on the research you have already done. Ask questions and LISTEN; find out what objectives need to be met for them to view sponsorship as a success and ask them about their budgets and the approval process. Collate that information and tailor your proposal to their needs. Show them how you can support and help them reach their goals with your sponsorship proposal.
Don’t send them Gold, Silver or Bronze Packages
It screams, generic proposal. If you have done your homework, listened to their needs, and discovered the budgets they have available before hand, you’ll know this information in advance and have the information to tailor your proposal.
EXTRA TIP: If the sponsor need to reduce the cost after, then you MUST take items out of the offering, to show the value in the reduction.
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