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Sponsorship Sales Course
This course helps sales and marketing teams in the media industry maximise sponsorship revenue from events & conferences. Through a combination of research, best practice, and the exploration of your client’s perspective & that of your client’s customers, we will help you create an approach to sponsorship sales that will achieve the greatest results for you and your clients.
Suitability - Who should attend?
Sales directors, Sales managers, Key Account Managers, Field Sales, Telesales.
We can deliver this course at your office for your whole team as a stand-alone course or as part of a broader programme. Please contact us for an initial discussion about how this can work best for you.
Outcome / Qualification etc.
As a result of attending this course, you will be able to:
- Understand why association/branding is important to buyers and how this fits into a buying cycle
- Identify target clients who have the necessary objectives for event sponsorship
- Take into account the possible tensions between sponsor value and delegate value
- Generate creative and valuable sponsorship ideas
- Differentiate and communicate the benefits for different types of sponsorship
- Develop creative and compelling sponsorship packages that align to client objectives
- Utilise the right language for sponsorship opportunities to engage and interest clients
- Deal with objections, particularly in terms of pricing and timing
Training Course Content
This interactive course will vary depending on your requirements, but as a guide, we will often cover these core areas:
- What is Sponsorship?
- Comparing definitions
- How does this fit within the wider marketing mix for the client?
- Main client motivations for sponsorship
- What does sponsorship allow the client to do?
- Understanding brand values of the client
- Examining the latest sponsorship trends
- What are clients looking for sponsorship to achieve?
- Stepping into the mind of your client’s client
- How do they buy and what impact will sponsorship have?
- How do you currently approach sponsorship?
- What works and what doesn’t?
- How do you identify the right prospects?
- How do you run the conversation with clients?
- What sort of packages do you use?
- How are you measuring success?
- Creating a new approach
- Creating effective sponsorship packages
- Creating impact with clients
- Measuring success – ROI and ROO for sponsorship
- Identify the right prospects
Request information for a price quote.
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