There is nothing like having the phone ring or receiving an email from a prospect who wants information about how they can become a station sponsor. Call-ins and leads represent companies or organizations that are already interested in buying sponsorship. These leads are “sweet” for sponsorship representatives because they know they have a much greater chance of closing.
Before I give you the list, I want to give a “shout out” to the Middle Market Underwriting Group that I have the pleasure of working with, who shared some of the ways that they are increasing sponsorship call-ins and leads. It’s important to remember how many touches it takes (more than eight) to educate and start building a relationship with a potential sponsor.
Marketing to prospective sponsors is important and supports the work of your sponsorship representatives. It reinforces your brand and value. You can harness the power and reach of your broadcast and email lists to educate listeners on your unique value proposition and how easy it is to become a sponsor.