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Want to find sponsors (and keep the ones you already have as happy as a proverbial clam)?
I got pitched. Here’s what happened.
Pitching. It’s an arduous and repetitive process, whether you’re throwing fastballs, trying to communicate the value of an offering to a potential partner, conveying a story to the media or the like. I see a lot of these pitches, whether I’m reviewing them for clients or sending them out myself on behalf of our race team, one […]
Tracks: Make Your Ticket Holders Feel Like ‘Members’
Recently, I had the opportunity to attend a ‘business of sports’ talk with the EVP of Marketing at the Pittsburgh Pirates, Drew Cloud, and take a private tour of PNC Park. It took me back quite a bit to my days at the San Francisco 49ers, and the level at which professional sports organizations like […]
The Sponsorship Sales Cycle and Your Proposal
Of the questions that I get asked regarding racing sponsorship and helping racers, events and tracks clinch the right marketing deals, I would say that the vast majority are about, or swing back to, the almighty racing sponsorship proposal. I get questions on the number of pages, categorizing by levels, whether to include pricing or […]
Best of 2015 + Upcoming Workshops
As we close out 2015 this week, I encourage you to take some time to reflect on the past year. We all experience successes and failures in life, work, and racing, and I’m no different. Last week, I shared the powerful impact of 2015, both on me and on the community, and how grateful I am for […]
Selling: Know Who Your Customer Is
It’s selling season, in case you haven’t noticed by the glut of marketing materials, the number of trade shows and expos, and the amount of time you and I are spending thinking about how to make our businesses and race teams work in 2016. And my email box reflects that, too. The questions I’m getting most […]
Want to learn about how mindset can drive your racing business?
5 Things To Do Before the Season Ends
As I write this, the offseason is barreling towards us like a train about to derail. Not that I don’t love the offseason…mind you, it’s become the most productive time of the year for me. In fact, last year’s offseason brought about a lot of changes for me in my business and in our personal life. […]
Position Yourself for Opportunities
‘Put yourself in a position to win.’ I’m sure this isn’t the first time you’ve seen or heard that phrase. When you’re new or a beginner, the first step in positioning to win can be as simple and straightforward as working as hard as you can and/or investing as much as you can into what […]
Going Beyond the Racing: Promoting You
There are times when I am optimistic. I have high hopes for what we can do for this sport and with this sport, as racers, promoters and fans. Some might say my hopes are too high, too optimistic. Some might even call me naive. And this weekend at the Dirt Classic, I had my eyes […]
Closing the Gap Between Payouts and Rising Costs
This week, there’s been quite a lot of discussion about the costs of racing: the costs for fans, the costs for promoters and the costs for teams. When I talk to any one of the many tracks that I work with on a weekly basis, most – not all, but most – will tell me […]
Breaking Down the Donald Trump Sprint Car Sponsorship
Y’all know I don’t talk about news very often. I’m more about the business of racing, less about the results and gossip. And I certainly don’t talk about politics. (Both stances are less stances than insurance policies against my safety and sanity. But I digress.) But a news story out of the Knoxville Nationals caught […]