Selling sponsorships is arguably the biggest chronic challenge race directors face. Many race directors simply don’t like doing it, others don’t know where to start, and perhaps some have even given up after multiple frustrations and disappointments.
My guest today, Ben Pickel, is the Director of Sales and Strategy at Life Time Events. Ben has been working for years in the front lines of sponsorship sales, and knows a thing or two about the ups and downs of event sponsorship. His advice? Know your event. Understand what a sponsor needs. Accept that not everyone will say ‘yes’. And just go for it with integrity, perseverance and confidence in what you’ve built and what you have to offer.
Today’s episode is a long one - the longest we’ve done so far, in fact. But there was just so much ground to cover with Ben, from finding and approaching sponsors, to negotiating and closing sponsorship deals, so I hope you’ll bear with us till the end.
In this episode:
Thanks to GiveSignup|RunSignup for supporting quality content for race directors by sponsoring this episode. More than 22,000 in-person, virtual, and hybrid events use GiveSignup|RunSignup's free and integrated solution to save time, grow their events, and raise more. If you'd like to learn more about GiveSignup|RunSignup's all-in-one technology solution for endurance and fundraising events visit runsignup.com.
You can find more free resources on planning, promoting and organizing races on our website RaceDirectorsHQ.com.
You can also share your questions about sponsorships or anything else in our race directors Facebook group, Race Directors Hub.