The services market intended for the NGO segment has started to manifest itself in a way that is not negligible. In this regard, it is important to consider communicating with certain audiences that have… tricky issues, about which one doesn’t find blunt information as described below. I have recently started to suggest to you what to avoid when you are searching for sponsorships. Now it’s time I also shared with you seven questions to ask that are meant to generate success for you.
Practically, one must adapt selling techniques and objective management to how the wording for the sponsorship application is prepared, in a structured manner. The most appropriate person to do this is the project manager, who has a clear image of the company and the way it is promoted employing public relations.
Here are 7 useful questions which, if asked in order, will offer certain answers determining the decisions to be made for you to reach your objectives.
1. To whom do I address (who has the decision-making power?)? – Previous documentation
2. Which benefit do I sell? – the wording of the sponsorship application as a selling offer for an advertising space
3. How much does the person/company earn from the fact that they sponsor me and not somebody else? – Figures. Money. Figures.
4. What precisely can/must I say, to convince this person (what is important for them and why?)? – raising criteria
5. What does this person communicate to me through their non-verbal behavior and how can I adapt my presentation to this and to the actual physical environmental context? – flexibility
6. Which aspects of the organizational image must I sell to get the sponsorship? – strategic image communication
7. How do I conclude the sale? – The sponsorship contract
Copyright © Marcus Victor Grant 2006-present. Translation by Cristiana Brezeanu of the article “7 întrebări de succes pentru a obţine sponsorizări“, that was initially published in Romanian on May 10th, 2011 on Discerne. Copyright © Marcus Victor Grant, all rights reserved.
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