Building Relationships Helps Build Association Revenue
The Sales Team at Ewald Consulting knows that building strong relationships is the key to achieving strong results for our clients. Our review of sales tracking data reveals that, on average, it takes 11 touch points to make a sale — whether it’s for a first-time sponsor/advertiser or renewing a contract.
Our team is committed to the end results. We handle sales efforts from initial outreach to closing deals or collaborate with you on sales calls to address specific benefits and logistics. When the Minnesota Telecom Alliance (MTA) began working with Ewald Consulting, the executive director knew all the players and helped our team with making introductions. Six years later, our sales manager handles almost every contact with potential sponsors, exhibitors and annual partners. Since 2019, MTA has experienced 30% growth in exhibitor and sponsor revenue for their two biggest events of the year. Other clients have also experienced strong results:
Except for 2020-2021, exhibitor and sponsor revenue for the International Concrete Repair Institute has grown steadily since we began working with them in 2017.
Conference exhibitor and sponsor revenue has also grown steadily (with the exception of years affected by the COVID pandemic) for the Minnesota Association of Resources for Recovery & Chemical Health (MARRCH).
Follow-through is another important part of the relationship-building process. We ensure that each sponsor receives every benefit they’re promised by maintaining open and consistent communication throughout the partnership. Attendees and sponsors continue to seek new ways to connect. Our team also engages supporters to learn what they value from the association’s offerings, then respond with ideas to increase that value further, such as innovative sponsorship opportunities, including:
- Puppy Corner Sponsorships
- Barista Station Sponsorships
- Tech Suite Sponsorships
- Demo Sponsorships
- Live Streaming Sponsorships
- Hotel Key Card Sponsorships
MARRCH has earned thousands of dollars in sponsor revenue by introducing a Puppy Corner sponsorship during its trade show. The puppies are very popular with attendees, making it a sought-after sponsorship!
Investing in relationships has paid off. Our dedication to fostering strong connections has resulted in thriving sponsorship programs and continuous year-over-year growth, proving that genuine engagement is the key to long-term success.
