Sponsor Doc: Yes, Sponsor Sales Is Hard

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I’ve just received yet another decline on one of my sponsorship proposals that I was pretty sure was going to be a yes. Recently it seems, I have been through a rash of rejections and I’m questioning my ability.

I know intellectually that sales are a two-sided process and that I shouldn’t take “no’s” personally, but emotionally, I have to admit, I am feeling a bit defeated. I guess I’m looking for some perspective and a bit of encouragement.

I get it! Sales is hard. Unlike most other jobs in our industry, our effort to land sponsors for our events is entirely speculative. We simply do not control both sides of the sales decision.

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With more than three decades in sponsorship sales and consultation, Bruce Erley, CSG President & CEO acts as “The Sponsor Doc” in a quarterly column published by the International Festival & Events Association’s “i.e.: the business of international events” magazine.

To learn more about IFEA, visit www.ifea.com