Download - 6 Steps to Selling Sponsorships
6 STEPS TO SELLING SPONSORSHIPS
*Marketing Charts
CREATED BY
Brian BauerAgency Director
Rockhouse Partners
In 2013, brands spent
$19.8 billion
on sponsorships with U.S. entertainment
properties*.
Build, Deliver & Measure Effective Sponsorships
Appraise price, rights, terms & assets
Generate inventory and activations
Prospect, pitch & close deals
Engage consumers online & onsite
Control & enhance activation
Assess ROI, impact & effectiveness
rockhousepartners.com
DEFINE YOUR AUDIENCE INTO SELLABLE PARTS
*The Next Web
Somewhere, there’s a brand or company trying to reach your fan base. Before engaging potential sponsors, first identify and segment your audience to show value.
75% of women identify
themselves as primary shoppers for their
household*.
1
rockhousepartners.com
List and value your assets. What do you have that sponsors want? From tickets and hospitality to in-venue signage to a logo on your website, make a list of every asset that you have and price it.
2. DEFINE & VALUE YOUR INVENTORY
*Statista
Digital sponsorship has grown over
20%in the last year, rising to over
$2 billion*.
2
rockhousepartners.com
From a title sponsorship to an entry-level package, put together Good, Better, and Best options for your potential sponsors.
3. BUILD PACKAGES
*IEGSR
Music sponsorship
spending to total
$1.34 billion
in 2014*.
3
rockhousepartners.com
4. CREATE A COMPELLING SALES STORYIdentify your prospect’s business goals and demonstrate how you will drive results. Visual presentation matters and always remember to refer back to your data.
“The focus cannot be to dream up ideas and try to find a brand to fund them,
but to understand the brand problem and find or
create the content to address and solve it.”
- Peter Tortorici, GroupM Entertainment
4
rockhousepartners.com
Promote sponsors online and on-site before, during, and after your events.
5. ACTIVATE & MANAGE
Through digital and in-venue
channels, Rockhouse activations reach
customers an average of
17times during
an event.5
rockhousepartners.com
Measure everything. Provide insights to your sponsors along the way and display your value with a recap deck at the end of each engagement. This info helps acquire renewals and new sponsors. *CEO Forum
6. TELL YOUR SHARED SUCCESS STORY
The average length of a
sponsorship is
3 years*.
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