How do I approach sponsorship conversations once I have a mature, long-term relationship with a sponsor?
Answered in: How to get sponsored by Honda Off RoadThe Answer
Shift from proving yourself to learning and serving. Instead of leading with what you've accomplished, ask questions like: 'What's going on in your world? What's new and exciting? What can we do to support you? What do you need from us?' Position yourself as part of their marketing team who can bring ideas and activations based on your experience. Learn their marketing strategy and find ways to take things off their plate. The relationship becomes more like a friendship with candid back-and-forth conversation rather than formal negotiation.
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Related Questions
How do you approach a potential sponsor without coming across as too pushy or salesy?What should I include in a sponsorship pitch presentation to a major brand?Should I give sponsors one fixed price or multiple sponsorship options?How do I grow a sponsorship relationship from year one to a long-term partnership?How much of my sponsorship budget should go toward marketing content versus running my race program?
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