GET TO THE HEART OF WHAT MATTERS MOST
Every business has a need that must be met. Your job is to identify that need and clearly articulate the value that improves the performance of their business. Sponsors will warm up to your idea if you can forge confidence, demonstrate value, and enable access to your audience.
My job is to help accelerate your success.
PLAN THE WORK
Develop your game plan to build an abundant pipeline of sponsorship leads.
WORK THE PLAN
Establish alignment and show prospective businesses how you help them win.
WORKSHOPS and COACHING
SPONSORSHIPS THAT WIN: Develop Your Playbook for Success
Whether you prefer to learn virtually, through a group collaboration or an experienced performance coach, this program is designed to accommodate all three. We learn best by doing. Each participant receives a spiral bound notebook to take valuable notes, outline your success strategy and generate ideas with the group. This workshop will help you...
- Get to the heart of what matters most to prospective businesses
- Accelerate the process of creating new revenue through sponsorship
- Convincingly position yourself as a leader in the local market
- Develop a compelling proposal that sponsors will say yes to
- Inspire passionate engagement with new audiences
- Generate explosive impact and revenue
In this four-part course you'll learn to:
SESSION 1: Introduction to Sponsorship
- Develop a better understanding about what sponsorship is
- Know why companies sponsor
- Fireside chat about sponsorship and sales success
- Sponsorship versus Advertising
SESSION 2: Who wants what you have?
- Identify key differentiator of your business
- Develop your customer profile
- Build an inventory of assets
- Where and how to find your target audience
SESSION 3: Sell it like you mean it
- Develop your campaign
- Divide and conquer
- Get face time and gain referrals
- Secure commitments
SESSION 4: The art of writing an effective sponsorship proposal
- Combine what you have with what they want
- Give them options
- Effectively manage your activation
- Overdeliver
WORKSHOPS and COACHING
ON YOUR MARK, GET SET, SELL!!! High-Performance Sales Training & Coaching
Growth, profitability, and predictability is the desired outcome for any sales pursuit. You know the reason why you've arrived at the start line. Now it's time to develop a strategy to cross the finish line with flying colors.
Let's get to work and win together!
ON YOUR MARK - Mind Your Business, Get Clear With Your Goals
We begin with the end in mind. What does sales success look like for you?
Once we define success, we identify what's working, prioritize, and determine what can be improved and/or implemented. It's important to become mindful of any performance gaps at the beginning. Often times, small adjustments and self-awareness lead to better time management, renewed focus, and improved performance. Questions to consider:
- What is your greatest opportunity for growth?
- Do you have a social selling strategy?
- What keeps you up at night?
- How do you maintain accountability?
- Do you have adequte tools to enable success (CRM system, updated social profiles, relevant content, etc.)?
GET SET - Develop Your Strategy
Sales is the lifeblood of your organization. Bottom line is you need to develop a process or system that generates quality sales leads every day. You know the benefits of your products, services and/or technology. Now it's time to:
- Find your prospective buyers
- Learn where they are spending their time
- Identify social media platforms they are actively engaged
- Identify decision makers, influencers, and referral sources
- Learn about their motivations and pain points
- Develop your engagement strategy
- Generate relevant content
"Use your imagination to fill in the blanks"
-- Barbara Corcoran from Shark Tank
GET SET is where the fun begins. What do your prospects and customers value the most? Your strategy must be predicated on the answer to this question. During this discovery process we collaborate to reveal "brandable" components that are unique to your business. Being able to differentiate on these details will set you apart.
SELL - Commit, Take Massive Action, Follow Through
"Success occurs when preparation meets opportunity"
-Zig Ziglar
GET SET is when we develop our strategy, differentiated with value and identified where to find qualified buyers. SELL is all about commitment and following up. I refer to this process as tactical execution, where we are in the trenches of our prospects best interests. Our chances of closing a sale increase when we've accumulated trust over time and/or established rapport with credible resources.
Now it's time to execute. During this collaborative session we will learn to:
- Generate leads through strategic alignment and referrals
- Optimize sales effort through smart time management
- Accelerate the closing process through intuitive listening and collaborative feedback
- Remain organized, document correspondence, and identify next steps
- Prepare to handle objections
- Remain focused and accountable
WORKSHOPS and COACHING
SOCIAL SELLING: If you can't connect, you can't sell
If you’ve ever heard me speak on my 10 Principles to Sales Success, then you are probably familiar with the 2nd principle which is presence. Presence is an accumulation of trust over time. Social selling works the same way. You provide value and build rapport by delivering relevant content, establishing authentic connections, inspiring your followers, and engaging your audience.
When your audience is in a position to buy or subscribe to your service, it’s this accumulation of trust through social and digital that will put you in a position to secure a meeting or present your idea. Develop your personal brand, gain more opportunities and close more deals with social proof.
SAMPLE LEARNING OBJECTIVES
- Plan and implement a social strategy that will champion your credibility to the target demographic you wish to serve.
- Leverage Social Media to to effectively engage and deliver content to your market.
- Position your personal brand as a thought leader. Create value and a voice through blogging or video and get your followers to participate in the conversation.
