Welcome to Part III of my series of articles titled: Sponsorship,
the Ins and Outs. In this portion of the series we will cover what
you need to do if you are offered a position with a partner you have
pursued.
This is where the
real work begins. You have to review the agreement and ensure that
you are able to perform up to the standards that the contract calls
for. This is also the time to review the agreement to ensure that
the partner is going to do the things you expect. Just be sure your
expectations are not too high. You have to remember that this is
the partner’s first experience with
you and you may be starting at the bottom and have to work your way
up. While reviewing the agreement ensure that there is a plan for
advancement should you perform as expected or above that level.
Once you have signed on with your new partner the first thing you
should do is write a thank you letter. Do not thank them for bringing
you aboard, but rather, for the trust and confidence they have put
in you by adding you to the staff. Secondly, you will want to find
out their show schedule and compare it to yours. If there are dates
that you are available to work shows for them then let them know immediately.
You want to be enthusiastic about being able to work shows and events
for your partners. Go out of your way to do this. These type of events
some of your best opportunities to show them what you can do. Most
of these events are manned by key personnel from the company and you
need to take advantage of this opportunity. A key example of this happened
recently to an angler I know. We will call the company XYZ. The Angler
did not have any events during the upcoming month and knew that the
FLW Championship was approaching. It was being held within a half days
drive of the Angler. So, he sent out an email to all partners asking
who would be at the Championship. When XYZ responded, the Angler acted
quickly and offered to work with them if they needed the help. Long
story short, XYZ not only wanted the Angler to go but even paid him
to help cover his expenses. This is a great example of how the Angler
created an opportunity when there appeared to be none.
The example above covers many qualities of what companies are looking
for in a partner. The Angler created an opportunity to do something
for the company rather than wait for them to contact him. He also showed
a willingness to put the company ahead of himself.
The best part of the entire example above is that the angler was able
to work the show with two of the key personnel in the company. One
of those key personnel was for the national staff. By working hard
at the show he not only showed the key personnel what he was capable
of, but also gave the national director a taste of what he offered
should a slot become available.
Once you get accepted
you need to work hard and smart, to increase the company’s
exposure and in turn increase sales. One way you can gain a tremendous
amount of exposure for you and the sponsor is to do a press release
in your local paper. Make it very classy and only mention yourself
briefly. Focus on what the company provides and how they lead the
industry and all that good stuff. State facts and do not ever stretch
the truth.
If you did not have a relationship with the person and/or company
prior to being accepted you will need to work very hard and diligently
to build a solid rapport with them. You want to ensure that they know
you are there for them and that you are willing to work.
Get a list of retailers, dealers and vendors in your geographical
area and make visits to them and ensure they are not having any issues
with the products. If they are, become part of the solution.
I want to take
just a minute to explain the “pro-staff” concept.
First of all, it is not professional staff. It is short for promotional
staff. Keep this in mind at all times. Your job is to promote the sponsor.
I take this a step further. It is my responsibility with all of my
partners to increase sales. Promoting them is just a by product of
accomplishing my goal.
Getting accepted onto a pro-staff is a great accomplishment and you
should be proud of yourself. Just do not forget that the company has
entrusted you with their name and image. Do not let them down.
Become so valuable to your partners that they will not be able to
afford to be without you.
Look for part IV of this series next month. You will not want to miss
it as many of the things mentioned will be the key ingredients to rising
to the top of any pro-staff.
I
hope part II has given you a better understanding of the overall
process of gaining a winning partnership with a sponsor. Look for
part III - Acceptance, to be out soon. If you missed Part 1 - Introduction, click
here , or Part 2 - Initial Contact, click here to
read it.
Lee
Wheeler is a regional professional angler that speaks at promotional
events and seminars across Southeast Texas. He fishes the BASS Open
Central Division, Texas Tournament Trail, as well as the Southeast
Texas Federation Nation Regional tour. He is sponsored by: DuPont
Goodrich Federal Credit Union, Ardent
Reels, E2 Bait Company, KVD
Line and Lure Conditioner, Minn
Kota, Texas Marine, Lowrance, Bassboat
Saver, Mustad, Bassmedics, Hart
Tackle Company, 2IG
Ultra Strike Rods, and Awesome
Bait Company.
To learn more about him visit his
site at www.leewheeler.com.
The
information written in the articles above is the sole property of
the individual authors. Do not reproduce or copy them in any way
without the authors explicite permission. If for any reason you can
not reach an author, please contact ProBass
Networks Inc. for assistance.