Sponsorship Sales Secrets Live with Dr. Lori A. Manns

Episode Transcript
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Speaker 1 (00:00):
You are watching or listening the Good Morning When That show,
hosted by Audrey bel Kearney, bringing you your daily base
of business and technology to educate, some power and inspire
small business owners. Be sure to subscribe for the show today.

Speaker 2 (00:20):
Good morning, good morning, good morning. It's been a minute, y'all.
It's been a minute since I've been on here. I've
been so busy, and it feels good to be back though.
I hope you guys are having a wonderful start to today.
It is hump Wednesday. Baby, you are almost there. It
is the middle of the week. You are almost there.
It's been a minute I have been I've been so
busy here the past who three three, four months. A

(00:44):
lot has been happening, a lot behind the scenes, a
lot going on. But I'm happy to be here with
you today. I got a great guest coming up. Listen.
Before I do that, be sure to subscribe to the show.
Wherever you're listening watching from subscribe to the show. I'll
be back. I'm getting back into saddle.

Speaker 3 (00:57):
You know.

Speaker 2 (00:58):
For some strange reason, every summer, I tend to get
super busy when everything is slowing down. Not me, I
get I tend to get super busy, and I paused
to show for a few months until I can get
it right. So I'm back in. I'm back on the
ship right now and I'm ready to go, and I'm
excited about the great things that you got going on. Hey, listen,
I gotta give a shout out to the Gwinnette Women's

(01:19):
Chamber of Commers. If you are in the Gwinnette area,
whether it be metro or not, anywhere in the state
of Georgia, we have a virtual membership. We will invite you.
We would like to invite you to become a part
of our chamber. We are the Gwinnette Women's Chamber. We
focus on education, we focus on the whole woman. Because
here's one of the things we know about being women
in business that we wear so many hats, a lot

(01:39):
of them. We wear so many hats, and a lot
of times we forget about ourselves and instead of us,
you know, thinking about us, we think about everybody else.
So I want to invite you to become a member
of our chamber. And we are going to have a
lot of virtual classes coming up. So I'm excited about that.
We started. When we first started the chamber, we had
a lot of virtual class So we had a lot

(02:00):
of virtual classes, we had a lot of we had
a lot of we had a lot of networking events,
we had a lot of stuff and so here lately
prior to the last year, so we kind of dialed
back a little bit so we can get a great
better handle on what our community wanted. So being able
to do more virtual training, we're excited about that. So

(02:22):
we have a lot We have a calendar full of
things coming down the pike. So no matter where you
are in the world, if you have access to a computer,
we invite you to become a virtual member for the
Women's Chamber of Commerce. We would love to hear from you.
We would love you to join us. We've got a
lot of stuff going on. I've been working on a project.
So I started to work on a project because I
was looking for a because I do the show Monday

(02:43):
through Thursday audio only and on Wednesdays, I did, but
I was looking for a product, Like I was like,
I need a product to sell. I need a product
to sell, and I was like, I want to sell
like coffee or something. So at the top of the show,
I wanted to talk about my coffee business. So listen.
So for those of these I got so somebody said
to me, and I know, I'm all over the place,
so I'm gonna get to my guest shortly. But someone

(03:04):
said to me over the weekend, they were like, you
do a lot of stuff, and I was like, nah,
not real. It just seems like a lot. And I
think for a lot of people when they do nothing,
when they when you see people all their the whole
life is I'm gonna get up, I'm gonna go to work,
I'm gonna go home. That's all they do. It looks
like the rest of us who are entrepreneurs do a lot,
and we do kind of do a lot, but it's

(03:25):
mostly the things that we love doing. So anyway, I
was looking for a coffee to promote on the show.
Because I'm on the show, I'm promoting, you know, my
good Morning with that news site. I'm doing that. But
I was like, I need a product. I want a
physical product. So I decided to go into the coffee
well I was decided to go into the wellness business,
not to sell wellness products. I was looking for coffee,

(03:46):
and let me tell you something, when you're looking for something,
it shows up. I was looking for a coffee. I
had a meeting with someone who I had never met before.
She was invited by someone else. And she pulls out
a little pouch and pulls it in some water. And
she was person I was looking for and I didn't
even know it. God will send you the people you
need when you know what you want. That is the truth.

(04:06):
And so he sent me her. And what was interesting
about that she It's a long story. I can't tell
it now. Listen anyway. Coffee Millionaires dot biz. I'm an
entrepreneur all day and twice on Sunday. So when I
looked at the coffee, I saw a whole nother business,
and yes, yes I do, so check it out. Coffee
Millionaires is I biz Coffee Millionaires, I biz Coffee millionaire

(04:26):
dot biz. So check that out. That's my new thing.
But it's for me to promote on Good Morning Gwenett
because I didn't have a physical product. I could have
promoted my books, but I didn't want to do that. Anyway,
let's get over this show. I got a great guest.
She's a she's a returning guest. I don't have many
returning guests, which is you know, I just realized that
I've done twelve hundred and fifteen episodes of Good Morning Gannette,

(04:47):
and I don't have many returning guests. But she is
a she's a boss, and what she does she is
a sponsorship guru. A lot of times we're looking for
sponsorship dollars for events. I know, we do the Georgia
AI Summer every year, and I swear you are scrambling
to find sponsors every single year. Doctor lord Mans is
somebody who knows her stuff. She knows how to tell

(05:07):
you how to go get that money so you can
get those sponsorship dollars to help you push your calls
to the next level. I know, listen, we do the summit.
We're looking for sponsors every year, right down to the
last minute, but we don't know how to do it.
So she's here today to talk to you about what
it takes for you to get sponsorship dollars. She's gonna
pull back the curtain so you can see what you

(05:27):
need to be doing, so you can stop running in
circles and chasing your tail. You can go out there
and get that money. You can find out where it
is all of that good stuff that we don't know,
so I'm happy to have her here, and I'm happy
that she's gonna she's willing to share all of that
good stuff and she's gonna tell you about some good
things she got coming up. So, without further ado, I
would like to welcome doctor lord Mans to the stage. Hello, Audrey, listen,

(05:51):
thank you for coming back. I don't have many returning guests.
I don't invite a lot of people back, and I
don't know what's that said about me. I don't know
about me, but anyway, I'm glad that you're here this morning.
I'm glad that you are so willing to share because
there are a lot of nonprofits and we're streaming right
now on LinkedIn, Facebook, YouTube, Instagram. There are a lot
of nonprofits who really want to figure out how to

(06:14):
get this money to help the organizations thrive. And I
think for a lot of us, it's like, well, I'm
gonna go talk to this person, and everybody gives you
the run around, Like how do you get past the
run around? Because you get the run around?

Speaker 4 (06:27):
Well, I am.

Speaker 5 (06:29):
So happy to be here number one, and thank you
for being, you know, so gracious about inviting me back.
And when it comes to sponsorship, a lot of people
will say, oh, I get the run around when I
contact someone for a sponsorship opportunity, and that may be

(06:52):
because you're talking to the wrong person, Okay, And if
you're talking to the wrong person, unfortunately, they may not
always stop to tell you that they are not the
right person that you should be talking to, and so
you may waste a couple of months or even longer

(07:13):
talking to them, sending them emails or sending them dms,
and they may or may not respond. And so what
is important for you to do before you reach out
is to research and do your homework to make sure
you have identified the correct person to speak with and

(07:34):
to contact for your project or event or whatever it
is you're trying to get sponsored.

Speaker 2 (07:42):
So let me ask you this because a lot of
times when we hear sponsorship dollars, we think that it's
only for nonprofits. The sponsorship go for people who are
for profits, the community projects that are for profit, business organization,
business conferences that are for profits.

Speaker 5 (07:58):
Yes, absolutely, corporations have different pockets of money and they
have different departments, and so they have typically a foundation
arm that is for nonprofit organizations, but they also have
departments like supplier diversity and marketing and communications and human

(08:23):
resources and things of that nature that are for other
initiatives that the company has, right So it's about knowing
what alignment and what synergy that you share with that
corporation based on what their vision and.

Speaker 4 (08:40):
Goals are and what yours are.

Speaker 5 (08:42):
And so when you are able to tap into what
that organization is trying to accomplish, then you look for
a corporate partner who is aligned with what you're trying
to accomplish. And then absolutely you don't have to be
a nonprofit. You can be a for profit business and

(09:06):
still get sponsorship dollars.

Speaker 2 (09:09):
So we do the Georgia AI Summit. We put that
on every year. This year twenty twenty six to be
our third year hosting, and I'm so excited about that
because it's like, man, I can't believe how quickly time
is flying. And so so far we've just been able
to thank you to Wine County Economic Development Department for
always supporting us. They have been a great supporter. And

(09:31):
also thank you for Atlanta tak Park, who's also one
of our partners who have supported us through this venture.
But we struggle trying to get sponsors and a lot
of times we think we know who we're calling. We're
calling people, how do people know who to call? Like,
how do they know how to how to find out
what these companies corporations, what is it that they believe in?
What is that they focus on? Because you know, when

(09:53):
you go to a site, it doesn't say Sometimes you
may see something in the sustainability space. I will say
that if a company is all about sustainability, it shows
an admission and vision and core values that things like that,
But for the most part, you don't see that. So
how do you find out what is it that they
are focused on in each department? Like how do you
know that?

Speaker 4 (10:14):
Well, that's a great question.

Speaker 5 (10:17):
And actually that's something that I teach in the Sponsor
Attractive Circle and it is a membership that I teach
entrepreneurs how to go out and attract corporate sponsors. But
what I will say is this, when you are trying
to ascertain what a company's initiatives are, you.

Speaker 4 (10:42):
Have to become a researcher.

Speaker 5 (10:44):
And that simply means you have to scour their website,
you have to scour whatever trade or industry that they're in,
and you also have to try to find their annual
report and things that are going to give you some
information about where they're going, right, what are their goals

(11:05):
for the year, what are their initiatives, what's their platform,
what are the issues that they care about, and what
are the types of events and projects that they get behind,
and so it's very smart to follow them online.

Speaker 2 (11:25):
Oh, have a little bit of a technical difficulty. She
should pop back in in a second. So listen, I
know for us we have been looking this is great information.
Just right off the bat. My mind is already like
spinning because I'm thinking, okay, so we need to I'm
gonna take anunce and she comes back up just right

(11:46):
off the top of what she just said. My mind
is already spinning because I know that right now we
have the the when that woman's gala that's coming up
in March, and we always look at for sponsors for that.
So this information is already valuable. And we just what
eleven minutes into the episode. So I'm not going to
bring it back up. Uh oh, she has to come

(12:07):
back in anyway. She'll come She'll die back in. She's
been having some difficulties. Okay, let's see here at it
to the stage all right, I know you've been having
some tech problem. Listen, we're in Georgia. So there's people
at three o'clock this morning. My watch is zooming. I'm like,
this is up at three o'clock and somebody saying ring

(12:28):
because my ring is connected to my wife. Hey, does
anybody have power out of just I'm like, it's three o'clock.
Why are you up anyway?

Speaker 4 (12:35):
Right right?

Speaker 5 (12:36):
You know, it's funny my subdivision we all are on.

Speaker 4 (12:45):
What does that? They call that?

Speaker 5 (12:46):
The group cat and uh, they were talking about the
power being out this morning at six am and the
internet being out and somebody's texting trying to see if everybody.

Speaker 4 (12:57):
Else's internet out.

Speaker 2 (12:59):
So yep.

Speaker 5 (13:00):
You know, when you are a work from anywhere entrepreneur
and you work from home, you end up having to
be at the graces of your internet provider.

Speaker 4 (13:12):
So there we are.

Speaker 5 (13:14):
And yeah, so, as I was saying, you definitely want
to do your research, and that's part of working with
corporate sponsors is doing your research because they love it
when you come to them prepared and you already know
the types of things that they're interested in, but you

(13:34):
can get confirmation of that once you connect with the
right person in the right department at the corporation, And so,
like I said, it involves following them on every social
media platform that they're on, and paying attention to the
types of projects that they do, paying attention to the
types of initiatives that they do, and always reaching out

(13:58):
in enough time to get a response. Because if you're
having something a project that's starting, for example, this is
August that we're in. If you have something that's starting
in September or October, you've waited too late to reach
out right. So you have to start reaching out early enough.

(14:21):
Because when someone talks about having to get signatures and
approvals and running things up the flagpole, that is exactly
what has to be done. Sometimes you have a committee
that approves sponsorship dollars. Sometimes you have one or two people.
But the bottom line is you have to make sure

(14:42):
that you have done your due diligence in approaching the
right person for something that is going to align with
that corporation's mission, vision, goals, and initiatives.

Speaker 2 (14:54):
So what would you say would be the right amount
of time to start reaching out Because I'm thinking, and
I'm totally being selfish, but think about the Gudgia AI
Summit is in March. It's in May, and I'm thinking, well,
maybe it's too early to start reaching out to sponsors.
It's August, you know, it is now too soon. No,
should we start reaching out right now?

Speaker 5 (15:14):
Now?

Speaker 4 (15:14):
Now?

Speaker 5 (15:15):
Now, it's now because anything that you want to do
next year is now. The reason being is because you know,
many companies and corporations are in budget season starting in
September of the previous year. So starting in September and October,

(15:35):
you have the budget season where people are putting together
their budgets for the next year. So if you want
to be a part of their plan for next year,
you would want to reach out to them now. And also,
they have many times ancillary funds that they save for

(15:58):
products that pop up. Right well, those dollars typically go
to people who they already have relationships with, right and so,
And it just so happens that if you already have
contacts at the corporation, you already have a relationship, they've
already done something with you in the past. If they
have money that they have to spend before the end

(16:20):
of the year, then they may even contact you or
approach you about doing something together. Before the year ends,
and that has happened to me many, many times. So
it's a beautiful thing. Once you have a relationship with
the corporation or a large company that they will then
contact you to say, hey, we're thinking about doing X.

Speaker 4 (16:43):
Y, and Z, and we'd like for you to partner
with us.

Speaker 2 (16:46):
You know, I want you to talk about the relationship part,
because I think a lot of times people when they
think about relationships, they don't think about what that really
means and what then intel Some people just I'm just
gonna keep it real, because I do. Some people just takers.
All they want is to take, tape, take right. They
want people to give, gift, give, and they give nothing back.
They just want to take, take, take. So when you

(17:08):
think about the relationships, how can one go and build
a strong real relationship with someone in that in a
in a company that where they're just not taking take
and taking their hands you know what I mean? Like,
because I feel like a lot of times that happens
like they have them they have their eyest on something
and it's almost like I don't want to say being manipulative,
but kind of sort of that I see this person,

(17:29):
I'm gonna zoom in on that person. We're gonna become
their friends, and nothing is real about the relationship because
their intention is I just want you to support what
I'm doing, so I'm gonna be your friend. Talk about
the relationship and how to build a real successful relationship
with someone in a company so that now that person
then you don't necessarily have to be friends, but it
does need to be a relationship that's not just you know,

(17:50):
you give and give, take and take and take. It
needs to be some reciprocity there. What does that reciprocity
need to be and how do you form those type
of relationships?

Speaker 5 (17:59):
Well, here's that's the thing. When a corporation backs your
business as a small business, you know you have a
partnership with them. That is what I call social proof
and instant credibility. Okay, and that provides you with an
open door of resources, opportunities and dollars. Right, And so

(18:26):
the decision maker at the corporation knows that wants you
as a solo entrepreneur or influencer or creative or event
host or whatever you are. They know that once you
partner with their corporation that it's going to be a
game changer for you. And so they're looking for people

(18:46):
who want to be partners. And from the standpoint of
they don't need you to help them build their brand.

Speaker 4 (18:54):
Their brand is already built.

Speaker 5 (18:55):
What they need is feed on the ground, and as
a song say, boots on the ground, right, they need
people who they can rely on to help them further
their mission, their goals, their objectives, and to be basically
boots on the ground for them to help them reach
a different audience that maybe they would not have reached,

(19:18):
a segmented audience, maybe they would not have reached because
the bottom line is they reach massive numbers of people.
But what they're looking for is loyalty. They're looking for
brand loyalty. And so when you think about Coca Cola
and Pepsi, they don't need your help to, you know,

(19:39):
let the audience know that they exist, or if they're
rolling out a new product, they don't need your help
or my help. But what they might be looking for
is market share, brand loyalty, and experiences with their audience
so that they can build that right and so that
they can get incremental growth and profits in a certain

(20:00):
area of the country. And so how you can help
them is determining what it is that again that they need,
what are their goals, what are their initiatives. And so
when you are someone trying to build a relationship, you know,
just like when we're trying to build a relationship with
our friends, our spouses, and our family members, it's about serving, right,

(20:26):
It's about showing people that you're not just out for
you and offering to help in whatever way you can.
And so, you know, I'll give you a perfect example
of what this looks like. A sponsor of my consulting
business was doing trade show. They were a sponsor of

(20:46):
a big conference here in Atlanta.

Speaker 4 (20:49):
Well, one of their.

Speaker 5 (20:54):
One of their assets at the sponsorship of the conference
was that they got to send somebody to be a
speaker at the event and be on this panel. Okay, well,
the person who was scheduled to be on the panel
had an emergency that day and could not make it.

(21:17):
And so I got a phone call to say, hey,
can you go to this event and represent us and
sit on this panel and speak on this topic.

Speaker 4 (21:32):
And oh, by the way, it's.

Speaker 5 (21:36):
Today, and so because emergencies happen today, that's what an
emergency is. It's something unexpected. Of course, so the answer
was yes, yes, you know. And so did I have
to shift things around to make things work? So I could,

(21:56):
you know, get what I had to get done to
get there?

Speaker 4 (22:00):
And and the answer was yes, I can maneuver my day.

Speaker 5 (22:04):
I can maneuver what I need to do so that
I can be there this afternoon to represent you. And
so that right there is relationship, and so that is
you don't have to pay me. I'm not looking for anything. Yes,
I will do it. I will go represent your company.

(22:25):
Lest yes, I'm already prepared. I don't have to go
get you know, educated on the topic. They already knew
that I was an expert on the topic. So yes,
I can do it. And so what is that show
that shows that I'm somebody who's a partner that they
can call if they need something.

Speaker 4 (22:44):
And Lori Mann's will step up?

Speaker 2 (22:48):
You know? You said so much, Lourie, and I gotta
tell you I got I got a couple of things
to tell you about what you said. The first thing
I want to tell you is that I was in
I'll sit on I sit on. I sit on three boards,
three nonprofit boards. And we went a board meeting with
one of the nonprofits and they were a big sports
franchise had come to them to do some uh, they

(23:08):
wanted them to partner with them to do some work.
And in my mind, I'm thinking, well, why do they
need why do they need you? Because they have it's
a national franchise, right. You cleared that completely of me,
and the person that was trying to explain that to
me could not tell me why. I'm like because in
my mind I'm thinking, first of all, I'm like, I
don't believe it, right, So I'm the board remember having
a hard time believing what they're saying because I couldn't

(23:30):
fathom why would this international sports franchise come to this
little nonprofit in the middle like in Georgia and say, hey,
we want you to do this be boots on the ground.
But they couldn't explain that to me, So they lost
me completely. And I'm sending the board meeting like this
and they're looking at me like, you look confused. It's
because I'm confused. I did not I did not understand that,

(23:52):
so they couldn't. They couldn't articulate that to me. Now
that makes a lot more sense because what you said was, well,
they don't need you they got a brand already, and
that's what I was thinking, Why they does They couldn't
tell me that. The other thing you said about relationships,
I never forget this. Two things happened to me some
years ago. I had I was doing radio. I was
on radio. I had a show called Women in Business Today,

(24:14):
came on seven thirty AM on Saturday mornings, and I
interviewed us to interviewed all women in business. Two things happened.
One thing happened. I interviewed these two women they would
call momrepreneurs. This is when the big morepreneur thing was
going on. They got a chance to be on the
John wall Show, which was an international which was a
national TV show, and they told John Walsh about me.

(24:34):
I got the call like five o'clock in the evening
the day before. It's like, and you have to be
here tomorrow in New York. Now dranted. I was in Jersey.
So that was a quick that was a quick cross
the bridge, right. But because of that relationship, I'm on
national TV because of that relationship. And then I was
on another I had interviewed someone else on my show.
She was an author. But I had the opportunity to

(24:54):
be on the Marry I was a Mary Carrot Colie show.
She had money matters, but that was relatedtionship. So relationships
are really important, and I think sometimes people kind of
neglect that. Talk about building relationships with people who are
the gatekeepers. I read a book years ago called A
Personal Touch by by Terry Williams. At that time she
was a publicist for Michael Jackson and Janet Jesson, I

(25:16):
think Eddie Murphy and I met her in person, and
that was my bible for the years. Talk about building
relationships with the gatekeepers. That may be the janitor, that
may be the receptionist, you know, but sometimes you can't
get to the top dog, but you can get to
the person that will shut you down as soon as
you walk through the door. Talk about that.

Speaker 4 (25:35):
Wow. That's also something that I touch on in my training.

Speaker 5 (25:40):
And it's because every major corporation has c suite officers, right,
the people who hold the title of CEO, COO.

Speaker 4 (25:53):
C c.

Speaker 5 (25:58):
CFO, CMO, all of these c suite officers, right, And
then you have the vps, and then you have the
middle managers, and then you have you know, employees and whatnot.
And so the assistance that the admins the coordinators, those

(26:23):
are the gatekeepers, the people who answer the phone, the receptionists.
You have to be nice to all of them, and
not just nice. You have to be kind, right, And
being kind is different than being nice, because when you're
kind to people, it shows that you care. When you're
nice to people, it shows that you're just polite. And

(26:46):
I have gotten so many opportunities because I was kind
to the person who answered the phone, or I was
kind to the person who was the coordinator or the
runner the that and I let them know that.

Speaker 4 (27:02):
I saw them. And so.

Speaker 5 (27:06):
These people are called gatekeepers for a reason because they
can quickly put a positive spin on your name or
a negative spin on your name to the decision maker.
And so the reason why you have to always manage
every relationship that you build within a corporation is because

(27:28):
you don't know who is friends with who outside of
the workplace, and you don't know who is alliances inside
the workplace. Right, So until you get in a foot
in the door, you have to be friendly, kind, nice, professional,

(27:51):
and you know, just basically a good person to everyone
you meet. You can't be dismissed it to anyone because
their title, and when you're dismissing people because of their title,
because you see them as not a part of the
approval team or the review committee, it's not gonna go

(28:12):
well for you. Because every person you meet within a
corporation that works there, they were hired for a reason,
and so for that.

Speaker 4 (28:28):
It is priceless. It's priceless to have.

Speaker 5 (28:32):
People on every level within a corporation in your back pocket.
And the more that I've had that, the better my
outcomes have been within the corporation.

Speaker 4 (28:44):
I don't just want to know the decision maker.

Speaker 5 (28:46):
I want to know everybody on that team, and I
want to know everyone that they're close to, and I
also want to know everyone they're not close to.

Speaker 2 (28:55):
You know, I think about I think about when I
think about people building the best relationships, I think about
pharmaceutical salespeople like I feel like they do a great
job at building relationships because they will pop up with
a gift, and they don't they always I've been to
the I've been in the doctor's office and they just
pop in with gifts. Hey just stopping buy and they

(29:16):
they're dropping off something. They're not asking for anything, They're
just dropping off something. They are deep in my opinion,
They are the best relationship builders because you're gonna remember
the person that give you something, whether it's for their
benefit or not. You're gonna remember that. But they do
it all the time. And I was like, that's why
that's such a lucrative industry to be in. You just
gotta like sales. But they just pop in and just
drop off stuff. I want to switch gears a minute.

(29:38):
I want to talk about how much money to ask for,
because that's another thing I've heard people say stuff like
you're gonna look like an amateur if you don't ask
for enough money. If you go to asking for, you know,
five thousand dollars and they have a million dollars sponsorship budget,
they're gonna know you don't know what you're doing. How
do you know what to ask for? Like, you know
what your budget is. You may be doing a small
event and it may only take ten fifteenth dollars and

(30:01):
that's what you're asking for. But people have said if
you go there and ask fifteen thousand dollars and they
have a million dollar sponsorship budget, you're going to look
like an amateur and they're not going to give you
the money. How do they know that?

Speaker 4 (30:11):
Well, here's the thing.

Speaker 5 (30:12):
It depends on a lot of variables as to what
you ask for. Okay, I can't say oh go and
always asking for six figures. I can't say oh go
and asking for twenty five thousand or five thousand. You
know what to ask for once you build a relationship
with the decision maker or a part of the decision

(30:35):
maker teams. Okay, and I can give you an example
when it comes to relationships, right, whether you are looking
for a joint venture partner in your business, or you're
looking for a collaborative partner, or you're looking for just
someone who is going to refer business to you. Right,

(30:58):
when you are trying to build a relationship with anyone
who can give money to you or who can you know,
write a check to you, you have to ask questions
to find out what their budget is. And many times
they won't tell you what their budget is. But what
they will give you a clue about is how much

(31:19):
you can get. And that only comes when you build
a relationship.

Speaker 2 (31:25):
You know.

Speaker 5 (31:25):
It's just like you know in a romantic relationship situation. Right,
once a gentleman is interested in a young and a lady,
you know he can determine whether she likes to go to,
you know, a restaurant that is a five star or
whether she can just you know, or will settle for
a three star restaurant. You know what I'm saying. Is

(31:48):
she the white tablecloth type of girl or is she
the you know, the girl who doesn't mind going to
Chili's or Applebee's.

Speaker 2 (31:56):
You know that, right, you know?

Speaker 5 (32:00):
And then it's like, but then you have those people
who they can go both ways. So the bottom line is,
once you get to know the contact person, the decision
makers and all of that, they're gonna tell you in
every situation that I have gotten big dollars. I was

(32:23):
told to ask for X amount. Okay, I was told
what to ask for, and when it was small money,
I was told that, oh, don't ask for twenty five
thousand because I don't have it. You know, if you
ask for five, I can get it to.

Speaker 4 (32:44):
You in about thirty forty days. Yeah, it was that simple.

Speaker 5 (32:50):
And it's because I had the relationship and I was
told what to ask for. So I still presented my
proposal with two or three options, but one of the
options that was in the proposal was exactly what they
told me. To do right, and it was only presenting

(33:12):
them with the options because okay, just in case anything
changes and you find another five or ten or twenty
thousand dollars, here you go, here's what I could do
if you do that.

Speaker 4 (33:24):
But here is what you ask for, okay. And so
that is the clue.

Speaker 5 (33:30):
Again, It's about building relationships with the key members of
the decision making team.

Speaker 4 (33:37):
And it's not rocket science. It really is just.

Speaker 5 (33:43):
You know, there's a strategy to it, there is a
systematic approach to it, and there's timing to it.

Speaker 4 (33:50):
Right.

Speaker 5 (33:50):
So I've been doing this so long, you know, I've
had you know, some of the same sponsors year after
year after year after year, and I've had to, you know,
every year, how much money can I have this year?

Speaker 4 (34:03):
You know?

Speaker 5 (34:04):
And for my in come sponsors, you know, again it's
still money because they have to write it out as money.
If they're giving you something that equates to inventory, it's
still money out of their budget. They only have so much,
you know. If they give you gift cards, you know,
that are valued at an X number of dollars, or

(34:26):
if they give you services that are value at X
number of dollars, it still is a line item on
their budget and they have to account for that. So
whatever it is, once you have that relationship with the
decision maker or a member of the decision making committee,
they're going to tell you what to ask for.

Speaker 2 (34:48):
So I know you have an upcoming event coming up,
and trying to move my mouse with them, think that
I know you have an upcoming event coming up in
uh timber, tell us about that event because I know
that's gonna People are listening right now. They're trying to
figure out, Okay, I need sponsorship dollars I have because

(35:08):
it's so many nonprofits. It's so many nonprofits that struggle.
I run a chamber, it's a nonprofit. We're always looking
for money for stuff, you know, things we want to do.
We just had a meeting this morning about all of
the great things we're gonna be rolling out, you know,
moving forward, and a lot of those are gonna take
dollars beyond our membership dollars, you know. And so I
know that there are a lot of nonprofits that watch

(35:29):
the show on LinkedIn and things like that. Tell us
about your event because I know that's gonna be probably
a great event. Because now you get to really go
behind the curtain and see like the real deal. She
gave you a lie. And I'm telling you right now
when she said go research, I'm a researcher. I'm gonna
be researching. I'm over here trying to figure out. Let
me ask you this because I not acious this is
a good idea. I ain't gonna put it out to

(35:51):
to the to the whole world. I'm gonna keep it
to myself. I asked you offline. But it's a tech idea.
You know me. I love tech. Tell us about your upcoming.

Speaker 5 (36:01):
Okay, Well, I host a two day event called Sponsorship
Sales Secrets Live, and it's virtual and it's going to
be September twenty sixth and twenty seven, and you can
go to www dot Sponsorship Salessecrets.

Speaker 4 (36:19):
Dot com to check it out.

Speaker 5 (36:21):
And basically, on day one I go into sales mastery
and on day two I talk about sponsorship selling. And
the reason that I go into sales mastery is because
many times people think that they have to be a
experienced seller to get sponsorship. Well you don't, but you

(36:44):
do need to know some sales basics and you do
need to know some foundational principles of selling.

Speaker 4 (36:50):
And you need to understand.

Speaker 5 (36:52):
That sales is not sleazy, it is service, okay, because
a lot of people have a problem with asking for
the money, a lot of people have a problem with
objections and knowing how to handle them. A lot of
people take things personally. When someone doesn't contact them back
within twenty four hours or forty eight hours, Well, it's

(37:16):
not about you. And so I have to basically teach
people who I work with, if they don't have any
sales experience or they have limited sales experience, just some
fundamental things about selling. And so that's why day one
we talk about sales mastery, and it is all about
selling with confidence, learning how to outsell your competition, learning

(37:38):
what a sales funnel is and the sales process, and
also how to get leads, how to research leads, and
how to understand closing techniques so that when you get
to a certain point in the sales process, you know
how to go in and get the contracts sold. And
then day two is all about sponsorship selling, and I
go into how to be sponsor attractive right, And that's

(38:03):
why my consortium, my membership is called Sponsor Attractive Circle,
and I want to teach entrepreneurs how to become sponsor attractive,
Because what has happened to me and my career is
that I've had corporations reach out to me and say, hey,
we saw you on such and such, or we heard
about you on such and such, or someone referred us.

Speaker 4 (38:25):
To you, and we want to work with you.

Speaker 5 (38:27):
And it is a beautiful thing when they come to
you and they tell you, hey, we have this money
that we want to give you, and here are the
things that we want you to do. And so it's
basically a brilliant strategy to work with sponsors who have
the money to basically change your income trajectory and also

(38:52):
give you resources and opportunities that you otherwise would not
have had. And so we go into crafting a sponsorship pitch,
creating irresistible packages, and also I teach you the budget
formula for how to price out what you're going to
ask for right, And then I teach you about how

(39:13):
to attract sponsors. And then I invite you to join
my membership and I give you a special offer, an
incentive to work with me throughout the year so I
can break down all of the lessons that I can
teach you and you won't feel, you know, rush to
get it all in one setting, but you'll have the
entire year for me to break it down, answer questions,

(39:35):
and you have one on one time with me as
well as group time with me. So it is a
great event. Many entrepreneurs have attended the conference as well
as signed up for the membership training and gotten anywhere
from twenty five hundred dollars sponsorship all the way up
to fifty thousand dollars sponsorship. And so it is, like

(39:59):
I said, a beautiful saying when you have a corporate
sponsor to work with you, and you have developed a
relationship that has given you resources, opportunities, and most importantly, credibility,
cash flow and contracts.

Speaker 2 (40:15):
So I'm gonna I gotta play. I gotta go to
a commercial, play a quick commercial, but I'm gonna come
make it. We're gonna close it out, So think about
your closing words for people that are watching.

Speaker 3 (40:24):
Okay, hey there, and welcome to Midlife AF. This is
the podcast where life after fifty isn't about slowing down,
It's about leveling up even week. You dive into aging gracefully,
enjoying life, tackling the challenges that come with midlife and yes,
building that legacy money. We'll laugh, we'll learn, and will

(40:46):
remind you that your best years aren't behind you. They're
happening right now. So get ready to glow, grow and
live midlife af with us. Let's do this.

Speaker 2 (41:03):
So closing closing statement, what do you want people to know?

Speaker 5 (41:07):
I want entrepreneurs to know that you don't have to
be famous to work with corporate sponsors and large companies.
You don't have to have a large social media following,
you don't have to run paid ads. But what you
do have to have is a framework and an expert
to guide you along the process so that you avoid
some common mistakes and that you, you know, don't waste time.

(41:32):
And so I'd love to share with you how I
have sold over five million dollars in sponsorship and also
coached and consulted entrepreneurs just like you to basically have
a new revenue stream in their business. It's possible, and
not only is it possible to get a sponsor, it

(41:54):
is possible to attract a sponsor. And that's what I'd
like to show you how to do. It's become sponsor
ready and sponsor attractive so that you're not working so
hard to chase them. They're actually contacting and chasing you.

Speaker 2 (42:12):
Listen, guys, I hope you, I hope you enjoyed this
episode of Doctor Lori Man's has done a great job
of explaining this whole process. But I know if you
got if you like this, what can you find behind
the curtain? What can you find out? But what are
the secrets you're going to find out if you attendants class.
So doctor lory Man, thank you so much for always
gracing us with your president, sharing all your wisdom in

(42:33):
the space with us. I really appreciate you taking the
time and also just being, you know, sharing because a
lot of people, a lot of people gatekeep the gate,
keep the information too, they'll hold it back from you.
But and yes, you know, we need sponsorships like especially
if you are growing small business, if you are a
nonprofit and you're trying to figure out how to make

(42:53):
this thing work. She's telling you come check it out,
check it out, So check out us like sponsors sponsorship,
sell secrets sponsorship sellsecrets dot com. Check it out. If
you're listening around the world and you want to know,
it's virtual so you can check it out no matter
where you are, and it's probably what for you to
get some sponsors where you are. So not that. Not
that it's only limited to the United States, it's not.

(43:14):
It's limit to anybody. So it's open to anybody, So
go and check it out Sponsorship selles secrets dot Com. Again,
thank you so much for being here. I appreciate you.

Speaker 4 (43:23):
Thank you all right having me.

Speaker 2 (43:25):
You're very welcome. Hey, listen, listen. If you enjoyed that episode,
I'll be back. I know i've been I've been messing around,
but I'm not messing around. I've been busy. I've been
crazy busy again. Check out Coffeemillionaire dot biz. That's my
new thing, and that's because I needed a product to
promote on this show. I'm talking every day. I'm not
promoting the physical product. So I was like, but you know,

(43:47):
my mind does not work in singularity. It does not.
It's like, okay, you need the coffee, right. But then
I was like, Okay, how about this whole thing. So
I did this whole thing. I'm excited about it, so
check it out. I'm writing a book, another book. I
just wrote one. I'm always writing books. I've been writing
books since nineteen ninety eight. Anyway, check it out. Be
sure to subscribe to the show where you're listening to it,

(44:08):
whether you're listening to on Apple podcast, Spotify, our Heart, whatever.
Subscribe to the show and share with two friends. I'll
be back again next week. I gotta I got another
episode coming up. Hey. By the way, check out Midlife
af tonight seven pm Eastern Time, six pm Censor Standard time.
I feel like that's gonna be a funny show. It's
three women and a man, so we talked about midlife, yes,

(44:29):
and I feel like that's gonna be not only insightful
but very entertaining because we got a great guest of people,
great show hosts coming up, So be sure to check
that outs Midlife af dot Living, Midlife af dot Living,
Midlife af dot Living. Check that out seven pm Eastern
Standard time, six pm Centsril Standard time. We'll be on again,

(44:52):
live stream and live and I feel like that's gonna
be funny. So that's every Wednesday at seven pm. All right,
all right, I gotta go, but I'll be back next week,
same place, same time. So until next time, our friends.
Until next time, make it a great day. By everybody.

Speaker 1 (45:08):
You've been watching or listening to the Good Morning Gwinnette
Show hosted by Audrey Belkin, Monday through Thursday at ten eleven.
If you enjoyed this episode, subscribe to the show today
and share it with your friends by going to www
dot good Morning Gwinnette dot com

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