Below are three sales presentation tips to do just that.
1. Create Visual, Native Advertising
New sponsors may be hesitant to partner with a team, because they aren’t sure how their brand will visually align with the team’s messaging. Smart salespeople can eliminate this concern through their pitches. For instance, a team’s sales professional can include slides that provide visual examples of what in-arena or community activations will look like. This visual presentation is critical, as native advertising — where an ad follows the form and function of the medium in which it is placed–is becoming more popular.
Focusing on the growing desire for native advertising, presentation visuals should seamlessly be incorporate partner branding into a variety of different activation platforms that the team may utilize it in. Creating a presentation with this visual customization is easy using Sportsdigita’s Digideck, which contains features allowing teams to easily integrate unique and custom logos and designs into in-stadium inventory. The result of this personalization feature is for sales professionals to stand in front of prospective partners with presentations that visually tell the story of how a brand can natively be incorporated into a team’s marketing strategy.
2. Tell Personalized Stories
As the desire for personalization grows, sales professionals must recognize that decision makers they’re pitching expect a personalized presentation every, single time. Sales professionals cannot enjoy the time saved by recycling slides at the risk of errors or omissions being present. The sports world saw a reminder of this, when a report indicated that Nike lost out on a lucrative endorsement deal with Steph Curry because of a recycle slide that contained an image of another NBA player.
A growing trend in 2016 is relationship marketing, which focuses on building loyalty and long-term consumer relationships. Teams can set the tone for relationship marketing being the standard of a partnership through the story told in their pitch. By focusing on telling a personalized story of how the partnership will be unveiled, developed and maintained, a salesperson relays the message to a brand’s decision maker that a long-standing relationship is prized.
3. Highlight Critical Decision Making Data
One must know their audience to close a deal. In that regard, savvy sales professionals know what types of data drive decisions for prospective partners. In creating a pitch, a salesperson must focus on what the end goal is for the prospective client. Do they seek more leads? Do they want new customers? Is the goal to attract a new demographic?
By telling the story of your prospective partner’s brand–through images, words and data–your team can begin seeing higher pitch conversion rates. Request a demo today and see what the Digideck can do for your brand.