Secrets for Growing Conference Sponsorship Revenues
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Transcript of Secrets for Growing Conference Sponsorship Revenues
Presented by Dave Lutz & Donna Kastner
Velvet Chainsaw Consulting
Secrets for Growing Conference
Sponsorship Revenues
Attendee Value?
Scan items and ask:
• Does the attendee value
this sponsorship?
• Does it enhance their
experience?
Let’s look at examples…
Kim Skildum-Reid:
It’s no longer ‘If you love the event, you
should love our brand.’
Or ‘Pay attention to us (and our logos)!’
Instead it’s… ‘We know you love this event
— we love it too! — And we’ve thought of
a few ways to make it even better for you.’
So What?
Does the attendee value this item?
• YES - Carry On
• NO – 86 It
• NOT SURE? Remove or Add to Bundles
Evaluate Each Sponsorship Element
Smart Application of Time/Resources
Transactional
EVERYONE ELSE
MID TIER (50-100
Companies)
TOP TARGETS
(10-25 Companies)
Consultative
SELL: Key Takeaways
• Define Top Targets
• Tap Leadership Relationships
• Discovery
• 3 Options, Recommend 1
• Premium/Custom Bundles
• Sponsor Segmentation
“Leverage – also known as
activation… is what a sponsor does
with a sponsorship after the deal is
done and is the most critical factor
in getting a good result from an
investment.”
Kim Skildum-Reid
The Corporate Sponsorship Toolkit
Measure & Document Activation
eyeballs
clicks conversations
views
metrics
sound bites
feedback
stories
actions data
opportunities
• Kristina Alexanderson • Janine • Wen Nag (aliasgrace) • 401 (K) 2012 • Mat Packer • FateDenied • La Citta Vita • Peasap • Domiriel • Georgios Karamanis • medically_irrelevant • Ssoosay • S.Yoo • Dominic Alves • Victor 1558
• Greychr • Adelle & Justin • Enokson • Kevin Krebs • Dell • Piutus • James Yu • Yooperan • Whatsername • Kevin Dooley • Jon Ovington • VoyagaAnatolio • Ltmdraw.blogspot.com • Floeschie • amanda tipton