Donna Kastner, director, expo/sponsor sales and activation, Velvet Chainsaw Consulting, tossing a Catchbox mic to an attendee of her session on sponsorship at Cvent’s Association Meetings Summit in Las Vegas June 18–20.
Sponsorships, along with exhibitions, are a key revenue streams for most associations. But giving sponsors mere visibility among their key customers is no longer enough. To get those sponsorship dollars—and keep them coming in year after year—it’s not enough for associations to offer measurable opportunities. They have to be able to help sponsors do the actual measuring as well.
Does your sponsorship opportunity list read like the 20-page menu at The Cheesecake Factory? If so, clean it up! Long lists of potential opportunities can be overwhelming to potential sponsors, said Donna Kastner, director, expo/sponsor sales and activation, Velvet Chainsaw Consulting, during Cvent’sSummit in Las Vegas June 18–20. Here are her eight tips for promoting, selling, and delivering sponsorships: