CREATE SPONSORSHIP PACKAGES WHERE YOUR CLIENTS CAN 'FEEL' THE IMPACT
For 2014, The Migala Report has given me the privilege of sharing the monthly sponsorship column spotlight with Dawn Turner. We'll rotate each month, she from the client/brand/buyer perspective and me from the team/property/salesperson perspective. Hopefully, you'll find the material useful and entertaining. Some of it will be entirely counter to anything you've ever heard before in sponsorships. You may have to read it twice or send me an email with a follow up question. That's okay. I'm here to challenge your every day thinking as it relates to sponsorships. (I will continue to write an every other month column on ticket sales and the weekly ticket sales blog).
I've been on hundreds of sponsorship sales calls. Calls for major league teams, minor league teams, special events. I've sold a number of naming rights deals for stadiums, club levels or branded areas plus plenty of other six figure sponsorships. For each of those sales calls and each proposal, there was one common thread that had to be there for the prospect to buy.
"Are we helping them accomplish their business goals in a way they can feel?"