Understand their business. You must invest time researching your prospects. In addition to the web,
there are many resources, including annual reports and SEC filings.
Sponsors don't want to tell you about their business. They expect you to know. Don't waste their time.
Offer something that will be exclusive to the sponsor.
Always have a fulfillment report prepared on a regular basis. Identify and communicate about under-performing elements, before they discover the problem.
Understand your own brand equity. Be able to articulate why your brand aligns with and strengthens the prospect's brand.
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