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Sponsorship Savvy IV
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Sponsorship Marketing for Authors is a highly sought after Author Source program. Whether you are already a client, just discovering the possibilities or looking to apply – be sure you follow our Sponsorship Savvy Series with Mitch!
Do you subscribe to the 3P rule!
I learned early on in my sales career in sponsorship sales that if you want to succeed in getting corporate partners that you need to be incredibly persistent. In fact I would go as far as to say that without putting on a suit of armour made with it, you will not succeed. I have a lot of people and clients tell me their stories of not being successful, they just couldn’t get it done, and I always ask them how many times did you call this person or that person only to hear that they called and emailed them twice or maybe three or four times. Now for some of you, you may think that is plenty and that the person you are trying to reach isn’t interested, but you would be wrong. Here is a true story of what it can take:
One of the first sponsorship programs that I successfully completed in NASCAR involved me picking up the phone and calling on the CEO of a company consistently three times a week for are you ready? 6 months. That is over 75 phone calls. Every week I called the office and talked to his executive assistant, and every week I got the same answer, he’s not available, but I knew something , I had been told by someone else that he was going to spend money in NASCAR that coming season, so I was not going to give up. I got to know the assistant so well, that I actually sent her flowers on her birthday, we became friends and after ten plus years we are still friends today. Going on 6 months, one day I called, and that executive assistant decided to put me through and I spoke to the CEO for ten minutes which began a series of back and forth conversations and phone meetings. Two weeks later we closed a sponsorship deal for over 2.5 million dollars….That is example of the kind of Persistence that can sometimes be needed to get a corporate partner. It is a prime example of the 3P rule…which is
Persistence Pays Profit!!
If you are you looking for help finding Corporate Partners, check out our exclusive Sponsorship Marketing Program.
