Last week I wrote about how to get five minutes with a prospective new sponsor.
This week, I'm writing about what to do - and not do - when you get those five powerful minutes.
As I mentioned in last week's blog, do not ask for anything and do not hand your prospective new client anything to read. It will likely be dropped on top of a pile of other things he or she has been given and hasn't had a chance to read that have not yet made it to the trash bin. Or it will just go right to the trash.
You can give them those things after and only after you've established a relationship.
Tell the person you are meeting with briefly why you got involved with the organization you are working for. Make it personal.
And then ask your new contact a powerful question - one that in my experience seldom gets asked - but should:
"What are your biggest challenges for the next six months and how can I help you achieve them?"
Your new contact will quickly become your new friend.
One of the reasons I was so successful finding sponsors for Mecklenburg County's programs and services during the Great Recession was because I did just that. I learned quickly that if I wanted sponsorships and if I wanted repeat sponsorships, I had better be prepared to deliver something to the companies I was working with. Something THEY wanted; not something we thought they wanted.
Generally, companies want people to walk in their doors and spend money. That's the only way they can stay in business, keep employees, and support community events. And they are faced with tighter operating budgets and more competition all the time.
That's where you come in.
Your job now is to come up with ways that you can get what you want by helping your new friend achieve some of his or her objectives.
It is not as difficult as it sounds. You can do it. And I will give you some ideas in Part 3.
