#179: Justin Moore – A step-by-step strategy to get anyone sponsored, regardless of audience size.
Jan 23, 2024
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Justin Moore, a sponsorship coach for YouTubers, reveals secrets to landing brand deals worth millions. He emphasizes that audience size isn't everything—it's about effectively pitching and negotiating. Justin shares vital tips on how to manage contracts and avoid common pitfalls. He discusses the importance of nurturing long-term relationships with brands and tailoring offers to their objectives. Plus, learn what to do when a brand says no and how to handle feedback like a pro!
Understanding the sponsorship wheel can help creators secure consistent and well-paying partnerships.
Relevance, organic connections, and tailoring pitches to brand challenges increase the chances of securing partnerships.
Offering customized packages aligned with the brand's objectives helps creators capture more value and differentiate themselves from competitors.
Deep dives
Tailor-made Sales Hub for Improved Performance
HubSpot's new sales hub is designed to help businesses win consistently, with an intuitive prospecting workspace and AI-powered tools that reduce workload. The focus is on making lead management efficient and navigating contacts, calls, and analytics seamless. The AI-powered tools, like ChatSpot, are designed to be personal assistants for CRM, providing assistance in tasks such as pulling up contact information or researching competitors. By automating steps in the sales pipeline, teams can save time and redirect their efforts towards more meaningful customer interactions, leading to increased deal closures and a successful Q1.
Building Successful Sponsorships with the Sponsorship Wheel
Justin Moore, a sponsorship coach, emphasizes the importance of understanding the sponsorship wheel, a proven eight-step process to secure consistent and well-paying partnerships. The sponsorship wheel mirrors the sales pipeline and has phases including pitch, negotiation, contract, concept, production, feedback, publish, and analysis. Each phase plays a crucial role in closing deals and creating long-lasting partnerships. Through effective pitching, negotiating advantageous deal points, and delivering high-quality content that meets brands' expectations, creators can maximize their earnings and impact in the sponsorship space.
Pitching Strategies for Effective Brand Collaborations
The key to successful pitches lies in creating relevant, organic, and trusted proposals that add value to the brand's campaigns. The rope method, which focuses on relevance, organic connections, proof of past results, and easy execution, is suggested. By conducting thorough research on the brand's current and past campaigns and tying it back to one's own content, creators can showcase the alignment of their audience with the brand's goals. Additionally, tailoring pitches to the brand's specific challenges, timelines, and initiatives demonstrates professionalism and positions creators as valuable collaborators. By understanding the importance of providing value and focusing on the brand's objectives, creators can enhance their chances of securing partnerships.
Creating Bespoke Packages to Maximize Value
Rather than quoting a standard rate, creators are advised to offer multiple customized packages aligned with the brand's goals. Each package should offer different tactics and approaches to help the brand accomplish its objectives, such as awareness, repurposing, or conversions. By highlighting the different deliverables and strategies in each package, creators showcase their ability to provide bespoke solutions tailored to the brand's specific needs. This approach allows creators to capture more value, differentiate themselves from competitors, and demonstrate their understanding of the brand's challenges and expectations.
Negotiating Brand Sponsorships
One of the key strategies in negotiating brand sponsorships is to emphasize the importance of picking the top package that includes all goals. By offering a comprehensive package, brands can accomplish all their objectives effectively. Including exclusivity, usage rights, and deliverables in the contract is crucial. Creators should consider hiring a lawyer to create a boilerplate contract that covers these aspects while allowing customization in the appendix. It is essential to invest in legal expertise as it protects both parties' interests.
Publishing and Analyzing Sponsorship Content
Publishing sponsorship content should not be overlooked, as it requires attention to detail. Creators need to ensure on-time publication, accurate content versions, clickable links, and proper messaging. The publish phase sets the foundation for a successful campaign. Additionally, analyzing the results of each partnership is critical for long-term success. Creators should reach out to the brand for feedback and use this opportunity to gather insights and improve future collaborations. Analyzing post-campaign data and delivering a comprehensive report shows professionalism and helps build stronger relationships with brands.
