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Here are eight ways you can better promote, sell, and deliver on sponsorships that will make you—and, of course, your sponsors—happy.
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.
7. Prove Sponsors’
After the signage comes down, you don’t get to rest until it comes time to sell next year’s show. Tell them why their sponsorship was a smart investment, and what they got out of it. Give them ROI metrics to demonstrate proof of performance—how many people downloaded their white paper? “Agree ahead of time how you will measure success, then do it,” Kastner said.
8. Make Sense of the Numbers
Don’t just print out a pile of data points and dump it on your sponsors. Take the time to analyze the data for them and give them a high-level summary. That two- or three-page report that they can take up the ladder to the C-suite may just win you their sponsorship loyalty for the future.