What do you say when a client calls and offers you 'Exposure' in return for your time and services? This is a challenge that many creative services such as photographers and photo booth companies face on a regular basis Here are the slides from my presentation at BoothCon 2019 in Melbourne, Australia, to help you get on the front foot and develop a thriving sponsorship strategy.

1. How To Develop A Thriving
Sponsorship Strategy

2. What We’ll Cover
 Sponsorship vs Partnership
 How to Qualify Your Audience
 Setting Clear Expectations
 How to Work Your Network
 Examples:
 Fremantle Chamber of Commerce
 Rockingham Flames Basketball Club

3. A Bit About Me
Colin Richardson
Sponsorship and Marketing Background:
Western Force (Super Rugby)
West Coast Eagles (AFL)
VenuesWest (Venue Management)
Adept Photo Booths
www.adeptphotobooths.com.au
linkedin.com/in/colinbrichardson

4. Sponsorship
 Sponsorship is Relationship Marketing
 Develop a Relationship:
 Think long term
 Be consistent
 Follow through on your promise
 It’s a game of give and take
 One sided relationships don’t work

5. Partnership > Sponsorship
 Sponsorship = transactional
 Partnership = reciprocal
 Develop a Relationship:
 Think long term
 Be consistent
 Follow through on your promise
 It’s a game of give and take

6. Qualify Your Audience
 Know Your Target Market
 Do they offer scale?
 Do they offer multiple touch points?
 Do they offer Community?

7. Set Clear Expectations
ROI (Return on Investment)
vs
ROO (Return on Objective)

8. Set Clear Expectations
 ROI
 “I need to 4 book jobs to return my investment
in this partnership”
 ROO
 Access to 4 newsletters
 1 dedicated eDM to database
 Access to one 4x2m sign
 Networking opportunities with other sponsors
 Back links and blogs from their website
 Social media engagement
 Event recognition (signage, programs, MC, etc.)
 Online reviews
 Incentive based promotions

9. Set Clear Expectations
 Plan > Act > Review
 Sign a Contract
 Develop a Partnership Activation Plan
 Arrange regular reviews
 Deliver on you promises
 Hold the other party accountable

10. “Your Network is your
Net Worth”
Porter Gale

11. Network
 Attend Events
 Be an Owner
 Develop Relationships
 Follow Up
 LinkedIn, email, Facebook

13. Audience
 Target Market
 Fremantle is a vibrant entertainment district
 Venues, Local Gov, SME & Large Corporations
 Scale
 300+ Members
 Member organisations employ over 5,000 people
 Multiple Touch Points:
 Events
 Newsletters
 Website Business Listings
 Staff dedicated to support Members
 Community
 Fremantle’s Largest Community Organisation
 Likeminded and supportive business owners

14. Expectations
 Member benefits
 Event sponsorship and activation
 Personal email introductions
 Inclusion in newsletters
 Submit entries to Business Awards

15. Network
“If You Ain’t First,
Your Last”
Ricky Bobby

16. Network
 Get on first name basis with key stakeholders
 Proactively target events to activate
 Networking functions
 Be the first to arrive
 Ask host what they want to achieve out of the event
 Ask the first question

18. Audience
 Target Market
 Rockingham Community
 Sports Complex
 Scale
 2,000+ Members
 Multiple Touch Points:
 Events (SBL games draw 100-600 spectators)
 Newsletters
 Sponsors
 Other sports in sporting complex: Netball
 Community
 Competes on state stage for Rockingham
 Community driven area in Perth’s outer suburbs

19. Expectations
 Signage at home venue
 Activation with another sponsor
 Personal introductions
 Match Day sponsorship
 Inclusion in newsletters
 Social Media engagement
 Trial new products and offerings
 Ask for reviews

20. Thank You
For access to slides contact me at
colin@adeptphotobooths.com.au