Sponsorship can be divided into four stages: planning, negotiation, implementation and feedback.

I. Planning stage

First of all, the goal should be clear: convince the other party to establish a cooperative relationship with you. How to convince? This is the crux of the problem. The whole persuasion process is based on two foundations, that is, after analyzing the advantages and disadvantages of both parties, a cooperative scheme beneficial to both parties is put forward.

1) What does the other party need? Although the demands are different, in the final analysis, it is clear that the other party hopes to produce publicity benefits through cooperation, which in turn will bring economic benefits; I hope that the investment of 1 yuan can bring him 10 yuan or more benefits.

2) What are our strengths and how can we bring them into play? This is the answer to the last question, and it is also the basis for persuading the other party to cooperate with you instead of him.

3) Combine the two, analyze the basis of cooperation between the two parties, and put forward a cooperation scheme that makes the other party's publicity benefit effective, that is, the scheme.

In the process of finding partners, we need to pay special attention to our own advantages and the convergence of each other. For example, school activities have advantages in publicity; Each department also has its own characteristics, such as the computer department going to a computer manufacturer; Sports activities to find sports equipment to join, art department, foreign languages department, because there are many girls, looking for beauty salons, fashion makeup and other businesses, theoretically, the success rate is relatively high.

Second, the negotiation stage.

If the planning stage is "showing love", then the negotiation stage should be "determining the relationship". Therefore, the focus of this stage is to resolve each other's doubts, discuss the details of cooperation, and finally determine the specific cooperation model.

First of all, we should pay attention to some etiquette details, such as (1) dressing neatly and trying to be steady, giving each other a hint: I respect you; I am capable and experienced; (2) Don't be late, let the other party see that I am punctual, I am trustworthy and it is right to cooperate with me; (3) There are no bad habits such as picking your nose, picking your ears and crossing your legs. You must pay great attention to swearing, especially when the two sides meet for the first time. Of course, this requires us to develop good habits at ordinary times.

Secondly, we should make full use of pronunciation, intonation, tone, speech speed and gestures to convince each other. Note: Only by convincing yourself in advance can you convince others. Of course, this involves a grasp of "degree", otherwise, going too far is counterproductive. How to grasp the problem of "degree", if the other party has been transferred now, you can mention it again appropriately; If the other party shows a little impatience, enough is enough, and the rewriting of the planning book, either simply listing or repeatedly emphasizing, will vary from person to person.

So, how to observe? Observing facial expressions, especially eyes, is the most effective. Some people say that paying attention everywhere is knowledge. If we regard interpersonal communication as a science, then the shortcut to this science is precisely: prudence. Of course, there is also a problem of "degree", that is, "stare" rather than "stare", otherwise it will annoy each other and embarrass both sides. How to grasp this "degree" is still the old method, observe each other's reaction and respond flexibly.

These are some problems that should be paid attention to in the process of communication. In fact, the important task at this stage is to discuss the details of cooperation with each other, and the real goal is to establish a cooperative relationship.

Of course, the premise is to be sincere. What can be done and how to do it should be clear and detailed. It is particularly important to note that things that are not sure can not be promised at will, because these bargaining will be the basis of the terms of the agreement. Once the contract is signed, it will be in black and white, and it will bear legal responsibility.

In the process of negotiation, we should emphasize the way of publicity, that is, what you can do and how to implement it, rather than exaggerating the benefits of publicity. Because advertising is an investment, investment means taking certain risks. There are two meanings here: first, the publicity benefit is not equal to the economic benefit, and the judgment of advantages and disadvantages should be completed by the other party; Secondly, the benefits of publicity are ultimately realized through publicity, so what kind of publicity methods to prepare and how to implement them are what we should emphasize from beginning to end, which is actually to eliminate the worries of the other party and guide the other party to make favorable judgments.

Budget is the top priority of negotiation. If the price can be adjusted, you should make concessions so as to avoid penny wise and pound foolish. If you can't give in, you should pay special attention to your speaking skills. There was once a merchant who was very cooperative, just waiting for me to make concessions on funds, and the funds I listed were very real and there was no room for adjustment. Talk about three meanings:

1) Our prices are very real, and they are basically used for publicity. We are sincere.

2) Both parties should cooperate sincerely. If you insist on other requirements in price, it is a sign of your lack of sincerity in cooperation.

3) It is our common goal to do the activities well together, and the necessary funds cannot be "cut corners"; Our price is very real, so don't spend time bargaining, we should discuss how to ensure the best activities, which is more beneficial to both sides. In fact, the whole process of active negotiation is actually a process of trying to figure out each other's psychology and resolving contradictions one by one.

Finally, I emphasize that in the whole negotiation process, we must really consider the issue from the perspective of the other side's interests. The reason is simple: only when the other person realizes that you are considerate of him and he can benefit from the activity, will he be willing to invest and you will get funding. This is the key to the whole process.

Third, the implementation stage.

In the imagination of many students, sponsorship is limited to the first two steps, thinking that getting the money is over. Actually this is a misunderstanding. Signing a contract to get the money is only the beginning of cooperation. The real work has just begun, such as implementing the terms of the agreement and providing feedback.

The implementation of the terms of the agreement is not only a matter of attitude, but also a matter of nature, which determines whether the two sides cooperate or cheat. If it is the former, win-win; If it is the latter, it seems to be a win and a loss, but it is actually a "double loss." Often fraudsters are "once bitten, twice shy", while fraudsters "pick up a sesame seed and lose a watermelon".

I think the best way to implement it well is to communicate frequently, discuss it together and put it into practice together. There is also the question of positive feedback.

Fourth, the feedback stage.

Answer a question first: Why give feedback?

First of all, ask for feedback, which will spur you to put your promises in place and do your work well;

Secondly, from the perspective of study and exercise, only feedback and more communication with merchants can sum up experience, learn lessons and improve.

Advertising is investment, and investment is risky. Because of subjective and objective reasons, no one can do everything to make businesses fully satisfied (not to mention the high expectations of some businesses). Then in the feedback process, discuss with the merchants what the problem is and whether there are any remedial measures ... Generally speaking, as long as your work is really in place or even basically in place, the merchants will generally not be too embarrassed for the students. What businesses hate most is that they are hard and soft before taking money, and then disappear after taking money; What businessmen fear most is the feeling of being cheated, especially the feeling of being cheated by "student babies", which may make them feel worse after paying a few dollars in Bidiu.

First, good service can attract "repeat customers";

Second, these "repeat customers" are often willing to introduce others to you. It is conceivable that the success rate of such cooperation is extremely high;

Thirdly, if you are good at communication, you can discuss some other topics with common interests, and often you can establish good interpersonal relationships. The other person is often an elder with rich life experience, and you can learn a lot from it. In my opinion, this is more important than anything else. What's more, once the other party trusts you and appreciates you, they will fully support you.

Finally, make a summary. The key to sponsorship is "bold but cautious and thick-skinned".

Courage-surmounting the psychological barrier of interacting with strangers.

Be careful-you can learn by paying attention everywhere.

Thick skin-skin is like a cocoon on the hand, and it gets thicker and thicker as it grinds. For example, the reason why the author dares to bite off more than one can chew is because of the fruit of long-term tempering-thick skin.

A mobile phone dealer said that college students have considerable consumption potential. Using various activities organized to publicize students can not only save a lot of advertising expenses, but also save a lot of trouble in examination and approval procedures. Therefore, we must have confidence and perseverance in the process of sponsorship. As long as we do the above, why not?

Note 1: How to get the contact information of the company:

1. 1 14 Check the company number.

2. Get the contact information of the contacted company through the association or brothers and sisters.

When shopping, pay attention to the contact numbers of various merchants, who may become your next sponsor.

4. Get the contact information of the company through the network.

5. Get the company's contact information through commodities.

6. Get company contact information through friends, classmates and relatives.

Note 2: Contact the company to pay attention to minor problems.

1. Don't waste too much time with the receptionist, she doesn't have the right to decide.

Ignore him when the company asks you to fax. It is best to deliver the goods to your door or meet directly. Because the price of fax is beyond your affordability, and most of them are fruitless.

3. Go to a company, no matter how it fails, as long as the other party is insincere and uninterested. You must get the contact information (card) of one of them.

4. When seeking sponsorship, talk less about introductions, let your sponsor talk more and answer his questions seriously. And record his views and opinions.

5. Pay attention to specific and detailed things when sponsoring. So the company will think that we are fully prepared and take it seriously.

About drawing sponsorship guidance materials

1. Be familiar with your school and activities.

2. Collect information about recent activities inside and outside the school. By collecting this information, you can know what the company is interested in.

3. After locking the company, first have a preliminary understanding of the company and seek topics and cooperation points.

4. Prepare more materials before departure. You can learn from the good side of similar activities in schools or associate some historical classics.

5. Choose a good partner, and it is best to sponsor in groups of 2-3 people at a time, with men and women matching. Division of labor: who takes notes, who explains and who answers questions.

6. Choose a good route, specify the company address, and make an appointment with the person in charge of the company by phone first.

7. Going out to sponsor, in addition to sponsorship, every move represents the image of the school, so pay attention to words and deeds and clothing.

8. The biggest wealth of sponsorship is not that Labrador is sponsored, but that you can get in touch with a company or even the top management of a company. Understand their operation and thinking. Then turn it into your experience and wealth.

Publicity of colleges and universities in the welcome period

First, what are the benefits of sponsors' publicity in colleges and universities during the orientation period?

First, the best investment opportunity:

As a freshman, it is only the first step for this group to enter the society, and it is a period of being sensitive and impulsive to all business information. Therefore, the marginal utility of corporate sponsorship in this period is the greatest, so that every penny can play the greatest publicity and promotion effect.

B, stimulate short-term sales:

When freshmen enter school, because they have the autonomy of consumption for the first time, impulse often becomes the first element of purchase. In addition, because freshmen also need a lot of life-related products after entering school, there is a great demand in this market, and consumption impulse is their primary purchase factor. During this period, with proper sponsorship, the promotion efforts and sales volume will increase geometrically, which is a "post-80s" phenomenon that every enterprise can't ignore.

C, cultivate the market:

Forward-looking enterprises sponsor orientation activities when freshmen enter school. Sales performance is often not the most important consideration. The most important factor is to cultivate the market for enterprises and improve the reputation of products among college students. As we all know, although the post-80s personalized communities have strong purchasing power, their purchasing methods are different from those of the previous generation. They are insensitive to price, advocating individuality and low brand loyalty, which determines that enterprises should "grab from dolls" if they want to share a piece of cake in the future.