catersource - event solutions - elevate your event sponsorships

Elevate your event sponsorships

#CSES

by trevorhlynn

Participant–Speaker Agreement

•  Exit clause – leave whenever you want.

•  Two-way street – stop me anytime.

•  Your content– notes, photos, record.

•  Just observe – sit an exercise out.

www.socialtables.com

Objectives

1.  Attracting sponsors

2.  Making the ‘ask’

3.  Relationship development after event


About me


A little about you

Quick poll…


Local or National?


New or Experienced?


Marketing or sales?


Activity!

90 seconds.

1.  Introduce yourself to your neighbor.

2.  Tell them your goal for this session.

3.  Pitch them to sponsor your next event.


The odds are against you


10% increase in digital spend


Labor intensive


Highest cost per lead


Causes – 8%


Associations and member orgs – 1.4%


Festivals, fairs, annual events – 1.6%


Today’s marketer


Activity!


Stephanie

VP, Marketing

Seeing

Hearing

Thinking

Feeling

Doing

Youtility mindset

The difference between ‘helping’ and ‘selling’ is only

two letters


Sponsorship 1.0

Sell something, and you make a customer


Youtility sponsorship

Help someone, and you make a partner forever


Billboard creates drinkable water


Ikea helps people move


App for finding clean bathrooms


Sponsor targeting


Create the ideal sponsor profile


Sponsor history

Active brand

Time available

Create a scoring system

Company X Company Y Company Z

Sponsor history 9 6 10

Es1mated budget 4 7 5

Rela1onship 2 10 3


The Ask

This is the easy part!


Structure your offer


Simple is better

Why - Your mission

How - Your opportunity

What – Your offer www.socialtables.com

Purple Cow sponsor opportunities


No attendee value, no sponsor


We sponsored the confetti again

Sponsor Journey Mapping


What do attendees need at every step?

Create for your attendees

Help sponsors help your attendees.


My attendees want this

My attendees can use this

My attendees will be surprised

My attendees will be engaged

Triple whammy


Speak your sponsor’s language


Awareness ü  Signage ü  Education ü  Resources

Engagement ü  Staffing ü  Games ü  Entertainment

Conversion ü  Sweepstakes ü  Contests ü  Prizes

Customized follow-up •  $10,000 and above

– Run a thank you ad – Post-event call for feedback –  Attendee testimonials


•  $5,000 to $10,000 –  Hand written thank you –  Branded collateral –  Photos of engagement

•  Under $5,000 –  Thank you via email – Online feedback survey –  Stats of sponsor ROI

Prove value


Don’t assume sponsors are

tracking.

Tell your event’s story


Ask hard questions


Staying In Touch

TrevorHLynn [email protected]

202-656-1846 (877) 9-SEAT-ME

