• Fewer, but bigger
• Not about eyeballs and logos
• Activation plans that last 90 days plus
• If the attendee doesn't win, no one wins

These four are imperative to grow your conference sponsorship revenue line, but there’s a fifth and more critical plan element, {FIRST_NAME| }.
 
Five or six figure sponsorship deals rarely happen due to a sales rep’s diligence or persuasion skills. They’re almost always the result of someone high-up in your organization having a relationship and being involved in the early discovery with a budget maker from the targeted sponsor.
 
If your attendees have buying influence, the sponsorship opportunity is there for you to seize. However, your growth plan must match power with power! Your c-suite, or volunteer leadership, must identify and open doors with the decision and budget makers. Anything less and you’ll only achieve incremental growth. 
 
We hope you find a tip or two in this issue that will help move your sponsorship program into the big leagues! 

Understanding Sponsorship

The answer to the question "how are you going to pay for this project?" is turning out to be sponsorship more and more often. If you don't know why organizations want to sponsor things, though, it's likely a long, hard road to find the sponsorship you seek.

Read More by Seth Godin
 

 
How to Find Out Who to Contact for
Corporate Sponsorship

The first consideration is who you should target for your offer, and there are definitely roles you should avoid and roles that will be much more productive. People you want to avoid…

 
The Sponsorship Whisperer

Many conferences struggle with flat or declining revenue from exhibitors and sponsors. For some, it's because their attendees don't have enough buying influence or authority. On the other hand, if your event attracts the right attendees you have an opportunity to strategically grow your sponsorship revenue.
 

How to Pitch Better: The Question Pitch

 Dan Pink expands on To Sell is Human with a series of short videos. The Question Pitch, shows when you should use the interrogative to make your case.
 

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Best Practices:
Proposal Briefs
 

French mathematician and philosopher Blaise Pascal once wrote "I would have written a shorter letter but I did not have the time." That statement also can be applied to sponsorship proposals.
 
Read More by IEG

Sponsorship Seeker's Toolkit

  
 
Kim's latest edition makes cutting edge, best practice sponsorship not only achievable, but sensible and straightforward.
 
Buy the Book by Kim Skildum-Reid