Exhibit-booth footprints are shrinking across nearly every industry. The Good News There is a silver lining though: the opportunity to develop fruitful strategic partnerships. Just be ready to prove why a sponsor’s dollars are well spent on your organization. The Bad News More companies are demonstrating their products and services via digital technology rather than face-to-face events. That’s the bad news for your convention’s revenue-diversification model. Proving Sponsorship … [Read more...]

Think about your conference attendees for a minute. And think about the lives they lead on a daily basis. Now think about the roles corporate brands want to play in their lives as conference sponsors. That’s a hard thing for a brand to accomplish at a conference or even in the real world. Consider Your Attendees Again Keep thinking about your conference attendees for a moment. Think about the relationships they have with other things. Things like sports, music, art, movies and … [Read more...]

Horse whisperers move carefully, listen intently, and earn trust through each encounter, even with the most unruly of horses. And there's a lot they can teach us about sponsorship sales. 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. If your event attracts the right attendees, on the other hand, you have an opportunity to strategically grow sponsorship … [Read more...]