Associations are facing significant challenges recruiting new sponsors. Three reasons seem to stifle new sponsorship growth. They are:
1. Opportunities are not provided within the prospect’s budget and decision making cycle. Your organization should be engaging new prospects now to ensure an opportunity is possible for 2014.
2. The prospectus is based on association need instead of the sponsor’s business objectives. A prospectus full of coffee break and lanyard opportunities is not compelling to the new sponsor.
3. The business development team is spending its time renewing legacy clients. That’s necessary, but lazy if not supplemented by prospecting. Set an outrageous incentive to generate the new sponsor activity necessary to land them.
Watch my quick video regarding sponsorships on MoeryLAI’s Association Labs YouTube Channel.
Original Author: JP Moery Trying to land big sponsors for association events is a little like sport fishing—you can be lucky and catch a whopper on...