This page contains all the information you need and will be updated as new information becomes available. Anything found on this page is proprietary and is not to be disclosed in it’s entirety. Information on this page can be used independently to procure sponsorships for events that Negative Split Productions has current agreements with but any other use or disclosure is prohibited.

Sponsor Sales Information

Types of Sponsorships

There are two types of sponsorship that we accept, cash sponsorships and value-in-kind (VIK).

Cash sponsorships are self explanatory. You sell a sponsorship for cash, we get a check from the sponsor, and your commission is paid out of that check.

Value-in-kind sponsorships are a little trickier but can still make you some decent money. Some sponsors won’t be able to provide cash for various reasons so they will offer to provide product in exchange for sponsorship benefits. We categorize value-in-kind sponsorship as items that provide direct budget relief to the production costs of the race. For example, a sponsor wants to provide all the food for the post race party or a truck rental company wants to provide the trucks we need for the equipment in exchange for sponsorship. When evaluating these types of sponsorships we look at our budget for the item in order to determine the sponsorship level and commission, not the retail value. If a potential sponsor wants to offer something that is not direct budget relief but increases the production quality of the event we will review on a case-by-case basis.

Sponsorship Packets

Each year we put together sponsorship packets for the events we produce. We have a couple different ways that you can present the packets to potential sponsors.

  1. Consolidated packet that includes every event we produce with the following information:

    • Past and estimated participants/attendance

    • Event dates

    • Benefits we can provide with the exposure/impressions they can expect

    • Package pricing

    • Examples of sponsor benefits associated with the package.

  2. Event one-pagers (links below) that include:

    • Complete descriptions of the event

    • Past and estimated participants/attendance

    • Event Date

    • Package pricing

The one-pagers are a great way a to get event-specific information to the potential sponsor while the consolidated packet has everything they need to make an informed purchasing decision.

It’s very important to note and communicate that these packages are not the only things we can do. Usually I end up building a custom package based on their needs and event goals. These packets serve as a guideline so they know what they can expect by partnering up with Onurmark and Negative Split Productions.

Sales Process

I’ve broken down the sales process into four basic steps to help guide us through to make sales and tracking easier.

  1. Acquisition – This is one of the most difficult parts of sponsorship sales and where a lot of the frustration may set in. Acquisition is reaching out to potential sponsors via email, phone calls, or just walking in to a business. At this stage you are basically cold-calling so be prepared for a lot of no responses. Don’t get down if you don’t receive a lot of responses because it’s all a numbers game at this point. You may send out 100 emails, make 100 calls, and walk in to 100 businesses just to get 20 or less responses. But when you make those $1,000+ sales it makes for a nice pay day and they add up quick.

  2. Communication – At this phase you’ve reached out to the sponsor and have received a response indicating they are interested. Now you’ve got to sell them but don’t be pushy and make sure to ask plenty of questions so you can determine what they want to get out of the sponsorship. Are they looking to make sales right away or just raise brand awareness? What is their budget? The answers to these questions are what you’ll use to put together the package.

  3. Negotiation – After you’ve put a package together and I have approved the benefits and pricing you’ll send over the proposal to the potential sponsor. Expect some negotiation here but do know that we priced our sponsor benefits to match the amount of exposure we are offering. Once the offer has been verbally accepted, we will move on to the next stage which will mostly fall on me.

  4. Agreement – Verbal acceptance is great but it doesn’t mean anything until we receive a signed sponsorship agreement. I’ve put together a simple to understand, no frills agreement that spells out exactly what we are going to provide in exchange for their compensation. When I receive notification from you that we’re ready to move forward, I’ll put the agreement together (usually within a day) and will return it to you for signature. Once you get the signed agreement back and you email it to me, your job is done. From this point, I’ll be in contact with the sponsor about the event and will schedule out their benefits activation.

Sales Rep Responsibilities

What are your responsibilities as a Sponsorship Sales Representative? You’ll be responsible for all phases of the sales process: generating leads, communicating with potential sponsors, negotiation the benefits and compensation we’ll receive for the execution of the benefits, and getting the signature on the agreement. I’ve got nearly 1200 contacts to get you started too so you won’t have to do a whole lot of digging in the beginning to find people to reach out to.

Tracking and PipeDrive

I’ve set up a system of tracking and scheduling potential sponsors through the entire sales funnel on PipeDrive. PipeDrive is a web-based customer relationship management (CRM) platform that’s designed to be intuitive and easy to use. Part of your responsibilities will be to keep PipeDrive up to date and to ensure you have all the necessary information and schedules updated. The software costs $12 per user per month. I cover the cost of this for each sale rep so it’s extremely important that you keep it up-to-date. Making sure all the information is in the system will also mean we don’t have to have regularly scheduled meetings to go over everything. There’s a lot of information about what PipeDrive can do (you can see all the features here https://www.pipedrive.com/en-US/features/see-your-sales-pipeline) and they have a lot of tutorial videos to help you get started. If you stay on top of it, you should be able to spend less than 5 minutes updating PipeDrive for every hour you spend selling sponsorships.

PipeDrive 13-Minute Tutorial

Participant Pin Maps

Pin maps are a great way to demonstrate where are participants are coming from. Each of the maps listed below contain the current year’s completed events. Click the buttons below to see the pin maps for each event.

Coming soon!

Event One-Pagers

One-pagers can be delivered to potential sponsors as a way to get in door without inundating them with too much information. Each one pager has event-specific information. The one-pagers will be updated regularly so please check back often. An email will be sent when new one-pagers are available.