What should I focus on in my sponsorship pitch instead of offering 'exposure'?

Different companies need different things based on their business model. Manufacturers want to prove product functionality and validation. Retailers want foot traffic into stores. Service companies want to showcase their offerings. Food and beverage companies want sampling opportunities. Rather than offering generic exposure, ask sponsors about their goals and campaigns for the year, then position yourself as a solution to their specific marketing challenges. As Eric Sebold from Permatex advised, very few people ask 'What are you trying to accomplish this year?' - doing so immediately differentiates you.