TRICKY  QUESTIONS  

•  We’ve  already  planned  our  budgets  –  If  you  like  everything  else,  could  we  phase  the  payments  into  your  next  :inancial  year?  

•  I  don’t  believe  your  ROI/we  don’t  think  sponsorship  delivers  an  ROI  -  Our  ROI  is  independent  -  We  will  deliver  an  ROI  report  post  the  campaign  

•  We’re  already  sponsoring  X,  why  should  we  change/why  will  yours  be  better?  –  Let’s  go  back  over  our  USPs  again  

•  I  don’t  think  this  Hits  our  needs  –  Can  I  trouble  you  to  recap  your  needs?  

•  We  only  buy  paid/ATL  media  –  Sponsorship  delivers  in  a  different  way  to  paid/ATL  >>  –  There  are  only  so  many  spots  you  can  buy;  you  need  to  compliment  with  engagement  platforms  

•  My  CEO  doesn’t  believe  in  your  platform  –  Could  I  meet  your  CEO  to  discuss  his  doubts?  

 +  Any  speciHic  ones  that  you  can  predict?