CHAPTER 6
Creating the Offer
Most sponsorship sales efforts start with a template proposal. It has several levels—often gold-silver-bronze—and the entire customization process includes using search-and-replace to create 200 identical proposals for 200 different potential sponsors. Then the next three months are spent trying to get those sponsors to call you back, and the lion’s share of them never will.
Sponsors hate those proposals, and what these boilerplate proposals say about you is that you are inflexible and unimaginative and don’t care what they are trying to achieve. Do yourself a favor and vow never to send another of those proposals. Instead, take the time to craft a customized offer that is not only worthy of their attention and consideration, ...
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