I spoke to a room of nearly 200 PCO (Professional Conference Organisers) this morning.
Their biggest issue, how do we get more sponsors.
Their second biggest issue, how do we keep the sponsors we have.
The answer is VALUE
You need to continue to let the sponsors know how they can get value out of their sponsorship. Whether it is techniques on how to engage, ideas for followup, or methods for data capture. Sometimes you may even need to show the sponsor what it is worth to their organisation to be there.
Some may say, “But that’s not my job!”
Fair enough. But what it does is build a closer relationship with your sponsor and makes them more likely to re-sign for next year, be a referral for new sponsors or even recommend a potential sponsor to you.
Make sure you are looking after your sponsors and clearly communicating the VALUE that they get from what they are doing.