Maximising sponsorship sales for virtual events

Maximising sponsorship sales for virtual events

One of the biggest challenges for event organisers planning virtual events is demonstrating the value of virtual to sponsors and generating sponsorship revenue*.

This course, Maximising Sponsorship Sales for Virtual Events, focuses on the real opportunities of virtual events — how not to under-value their worth, how to overcome client’s objections, key sales methodologies and how to embed a valuable new revenue stream into your business.

*Futura Survey, May 2020

6 vital takeaways from attending this course:

  1. To avoid making the biggest mistake salespeople make when selling virtual events
  2. How to show the value of your virtual event and set the right price
  3. The skill of teaching your clients to buy your virtual events
  4. The best ways to keep control of the sales process
  5. How to overcome the main objections to virtual events
  6. New ideas to deliver value for your sponsors, so they can’t wait to book again


Online course outline


Session 1: It starts with your audience | 3pm–5pm (GMT)

– Separating the truth from the lies about what virtual events
– Why is it so important to put the audience first?
– What are the main formats, and how do they work?
– Which formats work best for which audiences?
– How can virtual events help your audience at this time of change?
– What are the best ways for sponsors to get involved and achieve ROI?

Session 2: How to help your clients buy your virtual events | 3pm–5pm (GMT)

– What sales approach works best in today’s environment?
– What does the sales process look like for new virtual events?
– How can you shift your client’s perspectives about new solutions?
– What results are sponsors looking for today, and how can you help?
– What the best ways to keep control of the sales process?
– Collaborating with your sponsors to get their buy-in, and stopping deals getting derailed 

Session 3: Perfect pricing and closing the deal | 3pm–5pm (GMT)

– How to show the value of your virtual event and set the right price
– What activities are most valuable in virtual events?
– What stops virtual event deals from happening, and how can you overcome that?
– How can you build exciting and valuable virtual event packages?
– The best ways to build urgency and speed up decisions
– Delivering value for your sponsors, so they can’t wait to come back

Coming soon to FIPP Training: Building your subscriptions business

Learn more here x

Your first step to joining FIPP's global community of media leaders

Sign up to FIPP World x