The Influential Nonprofit Episode 66: Maryanne Dersch: A Better Way To Get Sponsorships
Stop pitching. Instead, take the time to talk with them, assess their needs, and then find something that works for them or create something to work for them based on their specific needs.
Start with a quick call with the goal to connect. Get to know a person or organization first before giving your pitch. Once you’ve had more information about them and know how you can help them, that’s when you can give your offer pitch.
When you schedule a follow-up call, do it in the moment while still in the call with that person. Don’t email them a date, give them a schedule immediately.
Provide value even if it’s not your event. Help them along the way, refer them to someone you know, try to do anything you can to help them with whatever they need. They will remember you and they will be helpful to you too.
“When I say pitching, what I mean is you're just throwing something at me and hoping it sticks - without really knowing what my needs are, what my goals are, what anything that I want from my businesses. This approach is not working and I think it may be causing you frustration”
“You cannot meet someone's needs until you know what those needs are. And so have conversations to understand the needs and then make an offer - not a pitch - an offer. Because an offer is based on something that you know would fulfill a need that they have, not a guess.”
“Have connection conversations. If they're aligned, keep the conversation moving. If not, bless and release. Put them on your email list, maybe get some referrals from them. And then and then move on.”
BE MORE CONFIDENT, CREDIBLE & CONVINCING TO YOUR BOARD & SUPPORTERS WITHOUT FEELING REJECTED, INEFFECTIVE, OR PUSHY.
Learn to manage your mindset, lead yourself and others more effectively and have the meaningful conversations that drive your most important work.