When I talk to associations about having us sell their memberships, sponsorships, ads, or exhibits, it is almost always met with some form of...
I’m pretty pumped about a new engagement tactic that’s working for me with prospects. I’ll share a quick story to make my point.
Recently, I reviewed the sponsorship program of a particular client and noticed several areas of improvement. I took a look at one of our prospect’s sponsorship prospectus – made a few observations, and typed up a brief note to the CEO and the head of the sponsorship program. The goal was to play the long game, provide value and build some awareness that we could help.
Within 30 minutes, the prospect responded and a connection is made. It’s a fantastic way to define how you might be able to help and an opportunity to offer some type of assistance for free.
Just send a note over – “Hey, I looked at your website and thought this might help…” or “Hi, I saw your membership page and I believe your testimonials could be improved by….” If you proceed in this manner, it shows the prospect you care, showcases your expertise and demonstrates you’re different than 90% of the people trying to get the prospect’s business.
This isn’t about giving something away for free. It’s about differentiating yourself from the market. Identify your top prospects, spend some time researching them, and provide some complementary insights. Then, watch your relationships grow. I hope this helps – I believe you’ll see some great results.
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