1. Preparation, Preparation, Preparation
Sponsorship sales
Preparation, Preparation, Preparation

2. Expectations Set up appointment with prospective sponsor
Conduct a professional sales presentation (including dress and preparation)
Obtain sponsorship

3. Pre-Approach Preparing yourself for the sale
Be familiar with your product

4. Pre-Approach
Prospecting
Know the Customer

5. Approach B2B—generally go to the client
________________should you talk to
First sell ___________________

6. Approach Face to Face Arrive _________________
Dress ___________________
Introduce yourself, _________________
Make ___________________
Have in mind some “small talk”

7. Determining Needs
First visit in “Big” Sponsorships—simply determine needs
For high school—coming with prepared proposal works
Why Companies Sponsor?

8. Determining Needs

9. Feature/Benefit Presentation
Proposal
Focus on the ______________________

10. Objections Helps to ________________________ Respond
Sell ______________ and __________________

11. Objections

12. Objections
DO NOT

13. Closing the Sale _____________ is key Watch __________________
________________ benefits
Ask for __________________
Confirm __________________

14. Follow-up Handshake seals the deal
Express _______________about partnering with them
Whether you sealed the deal or not