How to Find Out Who to Contact for Corporate Sponsorship

Who to target 

The first consideration is who you should target for your offer, and there are definitely roles you should avoid and roles that will be much more productive.

People you want to avoid... 

Sponsorship manager -- You'd think somebody called the "sponsorship manager" should be right person to receive your sponsorship proposal. That's just what the company is hoping you'll think, as one of the sponsorship manager's biggest roles is that of gatekeeper -– keeping you away from the real decision-makers. Yes, there are a few exceptions to this, but not enough to make this a good first entry into a company.

Online sponsorship submission forms -- These are nothing but automated gatekeepers and don't give you the scope to showcase what you really have to offer. Avoid them at all costs.

Agencies -- It's just not a good idea to volunteer to put a third party between you and the decision-maker. Stories of this working are rare, and I've never seen it happen myself.

CEO/MD/President -- Please hear me when I tell you this: The CEO is not going to say "yes" to you. They aren't going to say "no" to you, either. They'll pass your proposal down the line until it gets to the sponsorship manager and then s/he'll say "no." Meanwhile, you've burned a ton of time.

People you want to seek out... 

Brand manager (or a member of the brand team) -- In most companies, this is who has the authority, flexibility, and budget to say "yes" to you, and is who you need to target. As a bonus, because so many sponsorship seekers are wasting their time with the CEO and the sponsorship manager, very few are targeting the brand manager.

General manager -- This is often the right person to target in a smaller company, particularly a local or regional company. The good news is that you can call to confirm, as smaller companies tend to be less cagey about providing details to sponsorship seekers.

Regional marketing manager -- If what you're offering has a primarily local or regional focus, you could opt to approach the regional marketing manager. S/he may have the budget and authority locally, and can be a strong advocate in home office if your offer outstrips their budget.

Important 

If you contact one of these people and are referred to the sponsorship manager, an agency, or an online form, you're going to need to accept that you've probably just been told "no."

Getting names and contact details 

There are a lot of strategies for learning who to approach and how to contact her/him. How you go about it is a matter of the resources you have available and your own personal style. These are a few of the strategies you can use.

Use your network 

Sponsorship isn't anywhere near six degrees of separation. Chances are, you'll only be a couple of degrees away from someone who can tell you who the actual decision-maker is and how to reach her/him.

Scan their media releases 

Most corporate websites have a media centre, featuring their media releases from recent months or years. Find that page and scan for releases having to do with brand announcements. Chances are, there will be a quote from the brand manager in charge of that brand and voila, you have the name and correct title. You should also note if there is an email address for the media contact, as the syntax will likely be the same for the brand manager (e.g., firstname.lastname@company.com).

Search marketing publications 

If you are selling a significant number and amount of sponsorships, you need to subscribe to your national advertising/marketing weekly -- or at least their email alerts. Examples are AdAge, Adweek, AdNews, Media, and more around the world. Why? Because every time a new marketing initiative is announced for a major brand, it will be covered in one of those publications and will feature a quote from the brand manager in charge.

LinkedIn 

LinkedIn is a good way to find out the correct name and title for the brand manager, as well as some background information that may assist you with preparing for a meeting or phone call. I'm not convinced, however, that LinkedIn messaging is a great way to introduce yourself. Ditto asking someone that you have never done business with to make a LinkedIn introduction. I get asked this all the time, but if I don't have personal experience working with you, sorry, but I'm not going to vouch.

Ask 

If all else fails, call the switchboard and ask for the name of the (insert brand here) brand manager. Don't then ask to be put through. You need to prepare before you make that call.

Directories 

I am aware there are some directories available, but their value is really patchy. If it's sponsorship-oriented, it's the sponsorship manager (gatekeeper) that is usually listed. There are more general directories, listing brand managers. The biggest problem with directories, though, is that the turnover in marketing roles is high and the lists go out of date quickly. This is my least favorite option.

Now, don't screw it up! 

Once you've got the correct name, title, some background, and possibly an email address, you still have quite a lot to do before you're ready to make contact. Don't screw it up.

(Source: Kim Skildum-Reid, Power Sponsorship, 11/08/13) 

The 5 Marketing Benefits of Sponsoring a Contest

Sponsoring a Contest is an Investment with Huge ROI Potential -- and It's Up to You to Help Your Advertisers Understand That 

What do advertisers want? They want to see action. They want hot leads, foot traffic, more sales, a bigger email database, and more fans. They spend their marketing budget to achieve these goals, and they want ROI.

You can help them reach all of these goals with a contest!

Contests are the activation layer of any marketing plan. 

When you are selling contests, remember that what you are really offering is not only sponsorships -- it's the ability to activate potential customers. Contests provide an incentive for customers to engage with a brand on a deeper level in ways that traditional advertising alone often can’t duplicate -- AND most importantly, they are the best vehicle for capturing customer data.

So how do you explain the benefits of sponsoring a contest to a potential advertiser? 

While it all comes back to activation, here are 5 talking points to get you started:

1. Contests increase brand awareness and engagement. Advertising can take two forms. The first is branding, or setting customers' expectations for a product or service and differentiating it from others. The second is activation, which motivates customers to take a specific action, such as enter a contest, Like a Page on Facebook, purchase a deal, or print out a coupon. Traditional advertising is great for awareness, while promotions like contests and ballots supercharge your advertising, making it more effective by getting people involved in your site and encourage social sharing.

2. Contests grow social, email, and mobile databases. Whether your advertiser is hoping to grow their social media following, or even their mobile database, a contest can help. This is one of the absolute best ways to reach the marketing holy grail -- capturing data on customers! Add an email or mobile opt-in (or both!) to the registration page, or put the contest behind a Like-gate on Facebook.

3. Contests drive foot traffic. By including a coupon or offer on the contest thank-you page, advertisers have the power to direct foot traffic to their physical location (or website). You can also generate even more foot traffic by incorporating the online contest with an on-site event at the advertiser's location.

4. Contests reach the audience you want. Whether your advertiser wants to reach as many people as possible or only a highly targeted niche, there's a contest for that. Sweepstakes are easy to enter and appealing to everyone, while something like an "Ugliest Yard Makeover" photo submission contest attracts a more targeted (and equally valuable) audience. The key is to understand what your advertiser's objectives are and to then select the right contest type to achieve their goals. Here's a quick overview of the strengths of some of the most popular contest types:

• Sweepstakes: Low barrier to entry, drive entries, generates email opt-ins, drives Facebook Likes
• UGS (Photo, Video, MP3): High barrier to entry, drives engagement, drives website traffic, drives social shares

5. Contests generate qualified leads. If you add survey questions to a contest registration page, you have the power to deliver hot, qualified leads to your advertiser after the contest. For example, when a Ford dealer asked on a contest registration page if people were considering a new vehicle purchase, 12% of contest entrants indicated they were planning to buy a new car in the next 6 months!