How to Sell More Virtual Event Sponsorships – Association Field Report (September 18, 2020)



Here are some observations from the field on getting more sponsor revenue and gaining more sponsors. And we’ve got a perfect example to share because we did this the other day. It went great and I’ll share the results with you.

Here’s how you get more sponsors for a virtual event:

1. Invite your sponsors – or prospective sponsors – to a briefing about the virtual prospectus for your virtual event to share what you’re going to be offering to them. Conduct an online webinar and make sure to collect registration information; now you’ve got prospective leads. Go through a 30-minute briefing and cover the following: what you’re going to be doing during the event, speaker list, list of concurrent sessions, and any other pertinent information. Hype the event! It’s going to be an unbelievable, unprecedented event online for them.

2. Talk about the sponsorship inventory availability. Share available tiers and names of companies that have already committed. Thank them for the support and reiterate the value that you will be delivering to them. Make sure to also talk about the virtual exhibit hall and what’s possible there.

3. Demonstrate the platform that you will be using for your virtual event. Show them what your exhibit hall is going to look like, where they can upload their collateral, videos, and more. Offer them the opportunity to speak during the event as an option.

We did this with a great partner of ours last week during a 30-minute demo and we had attendees calling my colleague to upgrade their sponsorship during the demonstration. We also had people making their reservations for a virtual booth during that time.

Record the session and send it to the attendees afterward.

Here’s what else happened at scale: we had several dozen people that we – in effect – were pitching all at the same time, and they acted on the opportunities immediately.

That’s how you sell more sponsorships. Good luck.

Need help selling virtual event sponsorships? We can help! Reach out to Mike Thomas.


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