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Stephen is the CEO of Predictive ROI and the host of the Onward Nation podcast. He is the author of two bestselling books, speaker, trainer, and his digital marketing insights have been featured in SUCCESS, Entrepreneur, The Washington Post, Forbes, Inc. Magazine, and other media.

Good Morning Onward Nation \u2013 I\u2019m Stephen Woessner and welcome to Episode 490 \u2014 and today\u2019s vital priority is to serve up Part 2 of how to sell a $30,000 sponsorship.

A couple weeks ago\u2026I promised to you that I would invite Dave Mammano, host of The Avanti Entrepreneur podcast back to Onward Nation to share his personal story of how he sold a $30,000 annual sponsorship to the company, Paychex\u2026and today\u2019s the day Onward Nation.

I interviewed Dave in order to capture and document his exact step-by-step recipe so that you could apply it into your business straight away. I am so fired up to share the details with you.

Let me first share a brief backstory in order to give you full context regarding why what you are about to learn from Dave can be so impactful in your business.

Many Onward Nation listeners are business owners whose primary focus each day is to drive business development for their company. To drive new revenue, from new customers, and within new markets.

All of that is consistent with the small business revenue data we consistently see\u2026that points to how 43 percent of owners are cite growing revenue as the top challenge within their company \u2013 so \u2013 winning at biz dev needs to be at the forefront of an owner\u2019s vital priorities.

And breaking down the 43 percent for a second \u2013 that number \u2013 43 percent \u2013 represents over 12 million business owners in this country who are concerned about growing revenue.

One of the proactive and super successful biz dev strategies proactive business owners have implemented is to put a podcast out in front of their core business \u2013 and then \u2013 to use their show as I like to call, a Trojan Horse of Sales \u2013 meaning \u2013 their podcast drives new client revenue into their core business by opening up biz dev relationships with the guests they interviewed for their show.

If you haven\u2019t started your own podcast \u2013 but \u2013 you like the sound of having a Trojan Horse of Sales out in front of your business \u2013 then I encourage you to go back to Episode 445 of Onward Nation for the full recipe \u2013 in complete transparency \u2013 so you can take and apply all of the step-by-step ingredients.

And then, several weeks ago, I took our biz strategy even deeper during Episode 460 by taking you on a deep dive into how to get a $10,000 to $100,000 sponsor for your podcast.

But \u2013 I want to make sure I am very clear here \u2013 the recipe I shared in Episode 460 was not my recipe. It is a recipe I learned directly from the brilliant and super talented Linda Hollander.

Linda is one of today\u2019s leading authorities on how to sell sponsorships to top tier sponsors \u2013 and \u2013 our incredible guest on Onward Nation and she was kind enough to let me pick her brain for Chapter 16 of my upcoming book. Linda, if you\u2019re listening, you are a rock star \u2013 thank you for everything!

Now, Linda\u2019s sponsorship recipe is not just any recipe \u2013 it\u2019s a recipe that can help you sell a $10,000 to $100,000 sponsorship for your business.

No hyperbole. It is truly that awesome. And that is where Dave Mammano comes in.

Dave decided to sit down and really study Episode 460. He wanted to learn from Linda all about how to get a sponsor \u2013 and then \u2013 he immediately\u2026and I do mean immediately, applied what he learned.

And when he was all done \u2013 he went out to sell it.

Then Dave called me a few days later and let me know that he sold a $30,000 sponsorship.

Yes, Onward Nation \u2013 Dave sold a $30,000 annual sponsorship that stretched over his podcast, YouTube channel, all of the other properties within his business.

Definitely an incredible result outcome for Dave \u2013 but \u2013 it is also a real testament to the community, purpose, and high-quality content his Avanti Entrepreneur team are building.

And one of the most incredible aspects of the sales process is that the negotiations with the sponsor were never about monthly downloads, website traffic, social media shares, or email optins.

Instead, the focus was about building relationships \u2013 about aligning the sponsor\u2019s brand with Dave\u2019s content and his ever-growing nation of true fans because both companies serve the same customers.

So Onward Nation, your ability to sell your own $30,000 or even a $50,000 sponsorship, or a $100,000 sponsorship rests solely on you creating \u201cproperties\u201d that attract the prospects and customers who your sponsor wants to be doing business with \u2013 and \u2013 that you create the type of culture a prospective sponsor wants to be aligned with.

That should be your biz dev strategy, Onward Nation.

And of course, it\u2019s exciting to think about building a YouTube channel with hundreds of thousands of subscribers or a super popular Instagram account.

But for most small business owners\u2026becoming Internet famous\u2026is not what is going to move the needle\u2026and it shouldn\u2019t be your vital priority.

To be clear\u2026I am not saying credibility on social media doesn\u2019t matter\u2026but\u2026what I am saying is that just because you don\u2019t have a million followers, doesn\u2019t mean you can\u2019t build an incredible core business where sponsors will absolutely want to pay you $50,000 to be part of the special relationship you are building with your customers and nation of true fans.

What you do need above anything else is the confidence to know that it is possible.

That you can do it.

That you can be successful.

That you can deliver value to a sponsor.

That you have built an audience, a customer base, a loyal following \u2013 no matter the size \u2013 who value you, who love you, who appreciate your opinion, your insights, and they look to you for guidance. You have so much to be grateful for.

So now I am going to share with you the conversation I had with Dave Mammano \u2013 so you can hear in his own words \u2013 the process \u2013 the recipe \u2013 the step-by-step of how he sold a $30,000 sponsorship so you can follow the exact same steps.

Here we go, Onward Nation!