"Sponsorship selling is more about selling than about sponsorships."  That's the theme of this one-day CSS workshop, in which sellers learn to drop the package paradigm so rampant in the sale of sponsorships, and in its place pick up the tailored solution paradigm. In most cases, this workshop is run to help prepare for an upcoming event, but it also has application for selling sponsorships related to station websites, special on-air programs or features, or other non-spot vehicle opportunities. Participants learn:

• The ten keys to successful Event Planning... and ten steps to the Event Sponsorship sale.
• The hottest categories right now for event sponsorship.
• How to turn the Ideal Customer Profile into their own Ideal Event Sponsor Profile.
• How to use a Valid Business Reason (VBR) to get the attention of sponsorship prospects… and some powerful sample VBRs that get results.
• How to develop and extend the event's Asset List… and how to then use the Asset List to customize solutions to specific client needs.

Valuable, real-life case studies are presented and discussed, and participants also come away with a highly detailed sample Asset List.

Workshop Schedule

Event/Sponsorship Selling is presented upon request at clients' premises. For more information or to schedule a Sponsorship Selling workshop, contact your CSS Consultant.