Your moment has arrived.
You're speaking with one or more sponsorship companies and they ask you to tell them about yourself.
But now what?
Do you know how to make sponsorship companies give you what you want?
Well, you gave them a solid jab (elevator speech), and now you need to come hard with the overhand right.
The overhand right is a compelling story: a story that makes sponsorship companies sponsor you by getting them emotionally charged.
Let's get started.
Do This and Sponsorship Companies Will Want You
Many moons ago, when I was 6, my father took me fishing (my first time), at a place called Apple Hill.
Of course, I was excited.
So we get set up and I'm standing there for about 10 mins, not catching anything. I wonder what I'm doing wrong.
I peer into the water and don't see anything then suddenly tug, tug.....TUG!
"Dad, DAD! I got one"
"Ok mijo! Reel it in!"
I'm trying as hard as I can and then that sucker jumps out of the water and hits me in the chest.
I freak out.
"AHHHHHHH! Get it off me, get it off me!"
In panic mode, I fall over and that thing is flopping around all up in my grill like it's applying lipstick.
The thing finishes putting on my makeup and flops back into the water, and swims away.
I cry. The adults laugh. The fish raises it's head out of the water and yells, "Gotchya!"
(I might have imagined that last part)
The moral of the story?
Don't be like 6 year old me.
Attract sponsorship companies, reel them in, and when they hit in you the chest - don't panic. Bring em on home with a compelling story.
Tonight we dine on apple pies and MMA sponsorship companies
The compelling story is the part where you highlight the best things you do. Talk about all the wonderful benefits the sponsor will get by working with you.
And you tell the story in a way that triggers emotion in the listener. Why? Because when people get emotional, they pay attention. In this emotional state, they are more likely to take action.
Telling an emotional story works great on it's own, but it's full impact is felt when you couple it with an awesome intro speech. So make sure you have that in place first.
Now then, to tell a story that compels sponsorship companies into action, here's what you do:
- Understand what makes a story interesting: Have you noticed that a great story has a certain pacing and build up? It makes you anticipate what comes next. And the quickest way to build anticipation is to make the story relevant to the listener. So as you highlight your awesomeness, build it up to show how all of that comes together to ultimately benefit the sponsor.
- Sell the benefits of working with you, not the features: People (and businesses) always aim to increase pleasure and decrease pain. So tell them about the benefits (pleasure) they will receive by sponsoring you. Show how you'll help them overcome obstacles (pain) they are facing. A lot of people make the mistake of focusing on the "features".
For example, don't just say "You'll get a logo on my banner". How does that benefit them? How does that help them accomplish something or overcome an obstacle? Instead, it would be better to say something like "You'll increase your exposure to the exact types of fans you're marketing to (give specific demographic), which gives you the ability to position yourself as the authority in the xx niche."
- Focus on the sponsorship companies and be specific: Remember, relate everything you're talking about back to the sponsor. How EXACTLY does sponsoring you help them? Don't just leave it at generalizations. The more specific you are the more clear, confident, and authoritative you'll sound (because you will BE all of those things!).
For example, have you noticed that throughout my posts, I give specific examples of things for you to do? It's easy to to spew shit off. It's harder to give concrete examples and steps. Do it and it will set you apart.
- Engage in conversation: Allow the sponsorship companies reps to talk as well. Don't get too wrapped up in trying to show how much you know. Be a person, not a machine.
To help with this, prepare 3 questions that you can ask reps at sponsorship companies and that are easy to relate to them. This way even if you're caught off guard, like if a sponsor suddenly approaches you in person or by phone, you can adapt the questions to the situation. Questions that show you're interested in helping the sponsor grow and are committed to your role in the process.
Questions like, "What would you like to see accomplished within 3 months, 6 months, and 1 year?" Not all sponsorships last that length but even so, it shows that you're thinking ahead and take your role seriously.
Another question you could ask is something like, "Can you tell me the qualities that made the previous fighter you sponsored stand out?" If they haven't sponsored fighters before, then just change it to "What qualities, do you feel, will make a sponsored fighter stand out?"
The answer to those questions will tell you exactly what you need to do to keep your MMA sponsorship companies happy, and improve the chances of them renewing the sponsorship at the end of the term.
More solid than Solid Snake
You now have everything you need to wow sponsorship companies with your first impression, and make them sponsor you.
But there's one last thing you should do which will solidify your first impression as a professional, who the sponsor would be proud to work with.
You need to make a strong, positive, closing statement. This will reinforce, in the sponsor's mind, that sponsoring you is the right choice.
And of course, you know I got's yo back, son! I've created a positive closing statement template for you. All you'll need to do is insert your specific info. Easy peasy!
When you're done talking with the sponsor they'll be like, "Wow, I wish all the fighters we talk to would be as professional as you!"
Click the image below to download your positive closing statement template now.