Terry Dean went from delivering pizzas for $8 an hour to creating a full-time income online in 1996. He has been called one of the grandfathers of internet marketing and was one of the first online marketers to demonstrate the power of email, generating $96,250 from one email to his list in front of live audience. Over the past two decades he has helped thousands of clients set-up profitable internet businesses in hundreds of different markets.
For more than a decade, Ron Kaminski has helped organizations and leaders build high-performance teams. Specializing in workplace culture, change management, and team development, Ron excels at helping companies engage their employees to grow and thrive. Ron has worked with organizations like Bank of America, Siemens, Ingersoll Rand, Charles Schwab, and the U.S. Army as well as dozens of small businesses. His style and practical solutions have also made him a trusted advisor to many midsize CEO’s who seek better engage and leverage their people.
Dianna Booher is founder and CEO of Booher Research Institute and author of “COMMUNICATE LIKE A LEADER.” Dianna works with organizations to help them communicate clearly — and with leaders — to expand their influence by a strong executive presence. She works with some of the largest Fortune 500 companies and governmental agencies, such as IBM, Lockheed Martin, Raytheon, ExxonMobil, BP, Chevron, ConocoPhillips, Siemens, NASA, and the U.S. Navy. She has been featured on Good Morning America, and in USA Today, Wall Street Journal, Entrepreneur, Investor’s Business Daily, CNN, CNBC, Bloomberg, The New York Times, and The Washington Post.
Jessica Rhodes is the founder and CEO of InterviewConnections.com, the premier Guest Booking agency for podcasters and guest experts, and she is the acclaimed author of Interview Connections: How to #RockThePodcast From Both Sides of the Mic! Jessica is the host of Interview Connections TV, where each week she helps her viewers rock the podcast from both sides of the mic. She hosts/co-hosts three podcasts: Rhodes to Success, The Podcast Producers and The Parenting Rhodes. The Podcast Producers was selected by Apple as a “How to Podcast” show in iTunes and has also been included in the syllabus for a course about podcasting and audio journalism at Western University in Ontario, Canada. And, Jessica is has been a speaker at Podcast Movement, Podfest.us, and Dream Business Academy.
Ben Chiriboga is an entrepreneur, lawyer, and growth counselor dedicated to the idea of unlocking everyone’s inner entrepreneur. Through his ventures “You the Createur,” “En Masse Growth Counsel,” and “LeanGC”…Ben is in the business of helping you get into business then thrive, grow, and protect that business for you, your employees, and your personal mission.
Matthew Turner is an author and storyteller who works with entrepreneurs, founders, and creative thinkers to build thriving businesses that light a fire within them. After interviewing 163 authority figures, Matthew’s unearthed how successful people overcome failure and adversity, ensuring they fulfill their potential and craft epic successes.
Bobby Klinck is a best-selling author and intellectual property attorney. He helps entrepreneurs, startups, and innovators harness the power of their intellectual property rights and reduce exposure to lawsuits or brand challenges in the marketplace. His book “The Entrepreneur’s IP Planning Playbook” provides a short, understandable roadmap for entrepreneurs – from solopreneurs to startup founders – to handle their intellectual capital.
Croft Edwards is a Master Certified Coach, Social Media Influencer, President of CROFT + Company, and the genesis behind LeadershipFlow, the study of how to help individuals and organizations be at their best. He has been helping leaders and their teams find their Flow since 2001 in a variety of fields: mining, refining, government agencies, sovereign nations, manufacturing, start-ups, small businesses, and healthcare. Two miles down in a mine or up on the 8th floor, Croft coaches wherever there are leaders who desire a different result.
Mark Asquith is a serial entrepreneur who has built globally successful design & marketing, SaaS and digital businesses since he quit his job in 2005. A passionate podcaster, perpetual learner and helpful guy, Mark has a giant dog and an embarrassing beard.
Bobby Martin believes that too many startup founders pivot too early, quit too early, and expect rapid takeoff. Through his experience of starting and selling First Research (a leader in sales intelligence) for $26 Million to Fortune 500 firm, Dun & Bradstreet, he’s learned first-hand the challenges and solutions at each stage of entrepreneurial growth. Bobby is the author of “The Hockey Stick Principles: The Four Key Stages to Entrepreneurial Success,” which was named an 800CEORead Bestseller. Bobby’s current adventure is as chairman and co-founder of Vertical IQ, a leading provider of sales research insight for banks. Bobby is an angel investor and serves as an active board member with several innovative start-ups, including Local Eye Site, Boardroom Insiders, MyLifeSite, Sageworks, and etailinsights.
Lindsey Anderson is often called “One-Click Lindsey.” She is a web strategy expert who works with small business owners to help them utilize the web to produce more website traffic and leads. Lindsey is the founder and CEO TrafficAndLeads.com that specializes in driving traffic, getting leads and the art of nurturing leads to become lifelong clients. Lindsey is an expert in landing pages, email sequences, search engine ranking, newsletters, analytics, social media, pay-per-click ads, websites, blogging, and the list goes on. She knows how to utilize the myriad of online marketing options to generate more traffic and leads which produces more paying clients.
Thor Conklin is an entrepreneur, profitability consultant, and host of his daily podcast, Peak Performers. This marks his 17th year as an entrepreneur. The first company he created was a global risk management consulting firm that served the private equity community. His top 15 clients had a combined revenue of $12.7 billion and operated in over 100 countries worldwide. His background, in risk management, served him well when he lost 1/3 of his team, in the World Trade Center attacks, on 9/11. Since that time, he has started, bought and sold several multi-million dollar businesses making him a sought after, cross-industrial resource for entrepreneurs and executives in all stages of business.
Scott Schwertly is the Founder and CEO of Ethos3 and the creator of Badge, a proprietary presentation assessment tool, which helps presenters discover and maximize their presentation style. He is also the author of two books and his most recent entitled, “What’s Your Presentation Persona?”. If Scott is not working with his team building presentations, or co-hosting his Presentation Scientists Podcast, you will find him in the pool, on the bike, or on a long run since he is a two-time Ironman, seven-time marathoner, and competitive triathlete.
Dr. Anne Marie Knott is the author of “HOW INNOVATION REALLY WORKS: Using The Trillion-Dollar R&D Fix To Drive Growth.” She is a Professor of Strategy at the Olin Business School at Washington University, and prior to her position at Olin, Dr. Knott served as Assistant Professor of Management at the Wharton School of Business at the University of Pennsylvania. Her primary research area is innovation – both large-scale R&D and entrepreneurship, which stems from her previous career at Hughes Aircraft Company developing missile guidance systems. Her research has received two grants from the National Science Foundation and has been covered by CNBC, Forbes, BusinessWeek, and the Wall Street Journal. She has published numerous articles in Harvard Business Review and many other publications.
Stephen is the CEO of Predictive ROI and the host of the Onward Nation podcast. He is the author of two bestselling books, speaker, trainer, and his digital marketing insights have been featured in SUCCESS, Entrepreneur, The Washington Post, Forbes, Inc. Magazine, and other media.
Good Morning Onward Nation – I’m Stephen Woessner and welcome to Episode 490 — and today’s vital priority is to serve up Part 2 of how to sell a $30,000 sponsorship.
A couple weeks ago…I promised to you that I would invite Dave Mammano, host of The Avanti Entrepreneur podcast back to Onward Nation to share his personal story of how he sold a $30,000 annual sponsorship to the company, Paychex…and today’s the day Onward Nation.
I interviewed Dave in order to capture and document his exact step-by-step recipe so that you could apply it into your business straight away. I am so fired up to share the details with you.
Let me first share a brief backstory in order to give you full context regarding why what you are about to learn from Dave can be so impactful in your business.
Many Onward Nation listeners are business owners whose primary focus each day is to drive business development for their company. To drive new revenue, from new customers, and within new markets.
All of that is consistent with the small business revenue data we consistently see…that points to how 43 percent of owners are cite growing revenue as the top challenge within their company – so – winning at biz dev needs to be at the forefront of an owner’s vital priorities.
And breaking down the 43 percent for a second – that number – 43 percent – represents over 12 million business owners in this country who are concerned about growing revenue.
One of the proactive and super successful biz dev strategies proactive business owners have implemented is to put a podcast out in front of their core business – and then – to use their show as I like to call, a Trojan Horse of Sales – meaning – their podcast drives new client revenue into their core business by opening up biz dev relationships with the guests they interviewed for their show.
If you haven’t started your own podcast – but – you like the sound of having a Trojan Horse of Sales out in front of your business – then I encourage you to go back to Episode 445 of Onward Nation for the full recipe – in complete transparency – so you can take and apply all of the step-by-step ingredients.
And then, several weeks ago, I took our biz strategy even deeper during Episode 460 by taking you on a deep dive into how to get a $10,000 to $100,000 sponsor for your podcast.
But – I want to make sure I am very clear here – the recipe I shared in Episode 460 was not my recipe. It is a recipe I learned directly from the brilliant and super talented Linda Hollander.
Linda is one of today’s leading authorities on how to sell sponsorships to top tier sponsors – and – our incredible guest on Onward Nation and she was kind enough to let me pick her brain for Chapter 16 of my upcoming book. Linda, if you’re listening, you are a rock star – thank you for everything!
Now, Linda’s sponsorship recipe is not just any recipe – it’s a recipe that can help you sell a $10,000 to $100,000 sponsorship for your business.
No hyperbole. It is truly that awesome. And that is where Dave Mammano comes in.
Dave decided to sit down and really study Episode 460. He wanted to learn from Linda all about how to get a sponsor – and then – he immediately…and I do mean immediately, applied what he learned.
And when he was all done – he went out to sell it.
Then Dave called me a few days later and let me know that he sold a $30,000 sponsorship.
Yes, Onward Nation – Dave sold a $30,000 annual sponsorship that stretched over his podcast, YouTube channel, all of the other properties within his business.
Definitely an incredible result outcome for Dave – but – it is also a real testament to the community, purpose, and high-quality content his Avanti Entrepreneur team are building.
And one of the most incredible aspects of the sales process is that the negotiations with the sponsor were never about monthly downloads, website traffic, social media shares, or email optins.
Instead, the focus was about building relationships – about aligning the sponsor’s brand with Dave’s content and his ever-growing nation of true fans because both companies serve the same customers.
So Onward Nation, your ability to sell your own $30,000 or even a $50,000 sponsorship, or a $100,000 sponsorship rests solely on you creating “properties” that attract the prospects and customers who your sponsor wants to be doing business with – and – that you create the type of culture a prospective sponsor wants to be aligned with.
That should be your biz dev strategy, Onward Nation.
And of course, it’s exciting to think about building a YouTube channel with hundreds of thousands of subscribers or a super popular Instagram account.
But for most small business owners…becoming Internet famous…is not what is going to move the needle…and it shouldn’t be your vital priority.
To be clear…I am not saying credibility on social media doesn’t matter…but…what I am saying is that just because you don’t have a million followers, doesn’t mean you can’t build an incredible core business where sponsors will absolutely want to pay you $50,000 to be part of the special relationship you are building with your customers and nation of true fans.
What you do need above anything else is the confidence to know that it is possible.
That you can do it.
That you can be successful.
That you can deliver value to a sponsor.
That you have built an audience, a customer base, a loyal following – no matter the size – who value you, who love you, who appreciate your opinion, your insights, and they look to you for guidance. You have so much to be grateful for.
So now I am going to share with you the conversation I had with Dave Mammano – so you can hear in his own words – the process – the recipe – the step-by-step of how he sold a $30,000 sponsorship so you can follow the exact same steps.
Here we go, Onward Nation!
Dov Baron has been speaking internationally for over 30-years, he’s the man with a finger on the pulse of the evolving world of NextGen leadership. One of Inc. Magazine’s Top 100 Leadership Speakers to hire, Dov is a master storyteller and considered by many as the leading authority on Authentic Leadership, and the founder of Full Monty Leadership and The Authentic Speaker Academy for Leadership. Dov also works with multi-disciplinary leaders and executive teams to build the bonds that create organizational cultures that become fiercely loyal. Dov is a bestselling author of several books and his latest is entitled, “Fiercely Loyal; How High Performing Companies Develop and Retain Top Talent.” He has been featured on CNN, CBS Small Business Pulse, Yahoo Finance, Boston Globe, USA today, Entrepreneur and many more.
Dr. Mark Goulston is widely regarded as a “people hacker,” in that he listens “into” people and intuitively reads their minds. He started out in his career as a clinical interventional psychiatrist specializing in suicide where he would often tune into people’s suicidal thoughts that they weren’t expressing. He later went on to train FBI and police hostage negotiators and advise attorneys in high profile cases. He was an advisor to the prosecution in the OJ Simpson criminal trial providing insights into the jury. Recently, he has tuned into and channeled Steve Jobs coming back from the dead and turned it into a one-man show entitled, “Steve Jobs Returns.” In it, he IS Steve Jobs and as Jobs explains how he turned around Apple between 1997 to 2007 and also gives insights into Jobs that even he didn’t have about himself. Attendees are entertained — of course — but they also learn how to create and build insanely great companies.
Chris Prefontaine has been in the trenches of the real estate industry for over 25 years. He has learned the business from the ground up by building over 100 single family homes, owning a Realty Executives franchise, and then selling his brokerage business to Coldwell Banker. Chris is a practitioner at heart — which is why his company “Pre Property Solutions” still buys between 4 to 10 properties each month where Chris and his family practices what he preaches. His company has done over $75 million in real estate transactions. Chris has passion for helping others and for helping them grow and realize their full potential, which is why Chris also coaches other investors on how to apply the system he developed and mastered over the last several decades.
Phil Town is an investor, motivational speaker, hedge fund manager and two-time New York Times best-selling author. Through “Rule #1 Investing”, he teaches personal investing at a free 3-day workshop where he empowers people to invest money on their own and stop relying on fund managers to determine their financial future. Phil has been featured in MSNBC, BusinessWeek, FOX, and CNBC, and has shared the stage with Steve Jobs, Colin Powell, Bill Clinton, and many others.
Ric Edelman is widely regarded as one of the top advisors in the advisory field, having been named in 2016 among the country’s Top 10 Wealth Advisors by Forbes Magazine — and — the nation’s #1 Independent Financial Advisor (three times) by Barron’s. Ric is a #1 New York Times bestselling author with more than 1 million copies of his eight books in print worldwide — and — his latest New York Times best-seller is entitled “THE TRUTH ABOUT YOUR FUTURE: The Money Guide You Need Now, Later, and Much Later.” For more than 25 years, Ric has hosted a nationally syndicated weekly radio show — and — he serves as the resident financial expert for The Dr. Oz Show.
Mike O’Krent is the founder of LifeStories Alive, a business specializing in the making personal history “legacy” videos for families. In a life-changing experience, from 1996 through 2000 Mike interviewed Holocaust survivors for Steven Spielberg’s “Survivors of the Shoah Visual History Foundation”, now the USC Shoah Foundation. It was through that experience, that Mike discovered the significance and technique of recording the life stories of loved ones. The business has since expanded its expertise beyond capturing personal histories for families to now include recording the histories of businesses and non-profit organizations. Mike’s unique interviewing skills bring out the heart and essence of the interviewee, thus making powerfully valuable connections to the intended audience.
Todd Tresidder has been a serial entrepreneur since childhood. He went on to build his own wealth as a hedge fund investment manager before “retiring” at age 35. He grew his net worth from less than zero at 23 to the point of financial independence just 12 years later. Todd has maintained his wealth by remaining an active investor and utilizing statistical and mathematical risk management systems for investing. Through his website at FinancialMentor.com, he teaches advanced investing and advanced retirement planning principles. Take the next step beyond conventional financial advice and discover what works, what doesn’t, and why, based on years of proven experience.